The Sales Hunter

JANUARY 12, 2012

Purchasing Departments and Buyers. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. Tags: buyer. FREE Resources.

Social Media 157

Social Media Media Motivation Prospecting 157

DiscoverOrg Sales

FEBRUARY 2, 2017

Back when DiscoverOrg was founded in 2007, our goal was to provide sales and marketing professionals with accurate intelligence on IT decision-makers. However, another one is that in 2007 IT spending was hotter than it’s ever been. However, another one is that in 2007 IT spending was hotter than it’s ever been. Why so high?

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

The Sales Hunter

NOVEMBER 19, 2011

Purchasing Departments and Buyers. Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. December 2007. November 2007. October 2007. September 2007.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

JANUARY 6, 2012

Purchasing Departments and Buyers. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. December 2007. November 2007. October 2007. September 2007. Tags: buyer. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

Shari Levitin

AUGUST 6, 2020

In 2007, musicians were freaking out because young people were illegally downloading their music, bypassing the record companies and the artists. Instead of a price, buyers saw a question mark, and then the prompt: “It’s up to you.”. Depending on the size of the deal, you may want to leverage this psychological tool of reciprocity.

Cancellation 116

Cancellation Video Guarantee Lead Rank 116

The Sales Hunter

DECEMBER 15, 2011

Purchasing Departments and Buyers. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. Tags: buyer. FREE Resources.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

DECEMBER 19, 2011

Purchasing Departments and Buyers. A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. To access Dave’s training, insights and tools online, visit The Sales Resource Center. December 2007.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

JANUARY 5, 2012

Purchasing Departments and Buyers. For other people in sales, the book is good and will serve as an excellent resource tool to help reinforce in your mind what it takes to be a top performer. December 2007. November 2007. October 2007. September 2007. Tags: buyer. Mark’s Insights on PRICING.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Understanding the Sales Force

AUGUST 18, 2015

One article was written by a sales expert discussing the concept of following the buyer's purchasing process. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. Don't get me wrong. They support and enhance selling. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

The Sales Hunter

JANUARY 14, 2012

Purchasing Departments and Buyers. They were certain that it would become “impossible” to reach their numbers if they didn’t have discounting in their tool bag. December 2007. November 2007. October 2007. September 2007. Tags: buyer. Mark’s Insights on PRICING. FREE Resources.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

DECEMBER 17, 2011

Purchasing Departments and Buyers. I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. December 2007. November 2007. October 2007. September 2007. Tags: buyer. Mark’s Insights on PRICING. FREE Resources. Negotiation.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

NOVEMBER 21, 2011

Purchasing Departments and Buyers. In his new book The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers , Warren Greshes presents the notion that people cannot be motivated, that motivation only comes from within and savvy managers give their workers the tools, ideas and techniques to motivate themselves.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

No More Cold Calling

JUNE 13, 2013

This rubbish comes from people looking for headlines or who really don’t understand the concept of client relationships and how sales tools can help identify issues and monetize value. Economic-impact tools help sales professionals gather qualifying data. Which economic-impact tools have you used, and what results did you get?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

The Sales Hunter

NOVEMBER 12, 2011

Purchasing Departments and Buyers. My view of phone sales scripts is they’re an essential tool if you expect to be successful in selling over the telephone. December 2007. November 2007. October 2007. September 2007. Tags: buyer. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Sales Hunter

DECEMBER 13, 2011

Purchasing Departments and Buyers. Take a look at the articles and use them as a tool to help you prepare your strategy. December 2007. November 2007. October 2007. September 2007. Tags: buyer. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

SBI

APRIL 6, 2021

The origins of sales training Chief Learning Officer (CLO), in an article from 2007 on the evolution of sales training , noted “When we look back at the early days of sales training, we begin to realize, as legendary sales trainer Zig Ziglar so aptly describes it, the purpose of sales training is to teach people how to persuade.

Training 122

Training Top of Funnel Lead Rank Call-back 122

The Sales Hunter

NOVEMBER 28, 2011

Purchasing Departments and Buyers. Assessment tools can assist here to identify successful sales characteristics. Assessment tools can also be beneficial here to offer a comprehensive “second opinion” that can help managers make informed decisions. December 2007. November 2007. October 2007.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

Hubspot Sales

NOVEMBER 17, 2020

As digital channels have improved and buyers’ preferences have changed, sales organizations have adopted hybrid models: where more teams are selling both in-person and remotely to meet buyers’ needs. Instead, it was how teams used the tools that made the difference. But leveraging technology is only part of the puzzle.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

The Sales Hunter

FEBRUARY 6, 2012

Purchasing Departments and Buyers. Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. Sales Training Tip #353: If You Could Sell One Thing… Sales Training Tip #359: Ideas Mean Nothing…Until… Tags: buyer. December 2007.

Negotiation 158

Negotiation Ideal Customer Profile Guidelines Journal 158

The Pipeline

FEBRUARY 20, 2012

December 2007. Whatever you call it, advance, next step, it is crucial to not only moving a sales forward, increasing velocity, and helping you separate buyers from tire kickers and disqualify those who are wasting your time and other resources. This why, the next step is the objective of any interaction with a buyer.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation Targets 218

The Pipeline

FEBRUARY 8, 2012

December 2007. Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Sales Tool. January 2009.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

OCTOBER 26, 2011

December 2007. On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Sales Tool. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

AUGUST 8, 2011

December 2007. But in ways that sabotage the sale but scaring and/or alienating the buyer. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. But if that desire manifests itself in the wrong way, they tend to disaffect buyers. Sales Tool. January 2009.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

FEBRUARY 6, 2012

December 2007. Questions create interesting experiences for people, and don’t forget, buyers are people. Despite, what they say, (who ever They are), it is OK to answer a question with a question, especially if it resolves the buyer’s curiosity. Sales Tool. January 2009. December 2008. November 2008.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Hubspot Sales

MARCH 15, 2019

We're losing more than we're gaining for the first time since those statistics have been tracked, and the crossover coincided with the recession of 2007-2009. market research, professional goals, buyer personas ) but also to you personally. Identify and use those tools that can help you optimize your business. Source: Capterra.

Outsourcing Services 144

Outsourcing Services Scale Lead Rank Lead Scoring 144

The Pipeline

DECEMBER 12, 2011

December 2007. If you were to sell at a price that represented full value for you, your company, and the buyer then there wouldn’t be that much talk about the whole thing would there? Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

JUNE 15, 2011

December 2007. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. Sales Tool. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Sales Cycle.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

OCTOBER 10, 2011

December 2007. No bad, even better when the buyer accepts the next step and the process moves forward towards agreement. Of course there are times when the buyer doesn’t agree; you can test, back track, reposition things, or do any number of things that can help you reposition, retest your next step, or even your Plan B.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

MARCH 2, 2012

December 2007. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

JANUARY 27, 2012

December 2007. Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Sales Tool. January 2009. April 2008.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

The Pipeline

NOVEMBER 10, 2011

December 2007. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Sales Tool. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. The Pipeline Renbor Sales Solutions Inc.s

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The Pipeline

MAY 27, 2011

December 2007. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers. September 2008. August 2008. April 2008.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

AUGUST 16, 2011

December 2007. A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. That is how most people see an initial negative response from a buyer, as rejection, rather than correction.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

MAY 13, 2011

December 2007. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. January 2009. August 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

AUGUST 24, 2011

December 2007. Beyond automation, tools, and other resources available to sales professionals today, it still is the responsibility of the rep to be sure they are ready and willing to fully engage with a potential buyer, we examine a few here, some next week, but we are also curious as to what you do to be better prepared.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241