The Sales Hunter

DECEMBER 3, 2011

Purchasing Departments and Buyers. Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate. sales training. sales training tip. training tip. sales training. sales training tip. training tip. December 2007. November 2007.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 16, 2011

Purchasing Departments and Buyers. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. sales training. sales training tip. training tip.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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. Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join?

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. Sales Training Tip #266: Target 10% a Month. sales training. sales training tip. training tip. sales training. sales training tip.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

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. sales training. sales training tip.

Social Media 157

Social Media Media Motivation Prospecting 157

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. sales training.

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. Sales Training Tip #377: Is Your Sale Really a Good Sale? Sales Training Tip #377: Is Your Sale Really a Good Sale? sales training.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

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. Plus, they need to give salespeople the resources and training to ensure they know how to sell at that price. sales training. training tip.

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. sales training. sales training tip. training tip. sales training. sales training tip. training tip. December 2007.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

FEBRUARY 6, 2012

Purchasing Departments and Buyers. Guest post Monday brings us John Doerr, president of RAIN Group, a sales training , assessment, and sales performance improvement company. It should be the very basis for any sales training program looking to increase sales efficiency. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

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. I have an quote I like to use in sales training sessions: “The best presentation ever made is the presentation never given.” sales training.

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. sales training. sales training tip. training tip. sales training. sales training tip. training tip. December 2007. November 2007. October 2007.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

NOVEMBER 28, 2011

Purchasing Departments and Buyers. Usually only a highly trained interviewer can determine if the candidate is truly cut out for the job and has the potential to succeed. Assessment tools can assist here to identify successful sales characteristics. Create a plan to help coach and train new employees to achieve sales success.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

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

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 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. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

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. Sales Training.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

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.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

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 218

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. Sales Training. January 2009. December 2008.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

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. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. January 2009. December 2008. November 2008. April 2008.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

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

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

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

MAY 13, 2011

December 2007. Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. March 2008. February 2008.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Seismic - Sales Effectiveness

AUGUST 25, 2019

Since 2007, sales quotas have risen 33%, but the percentage of reps hitting quota has fallen by 25%. And when 65% of B2B buyers make a purchasing decision based on vendor content (DemandGen), there are definitely missed sales opportunities. Step 2: Give sales reps the proper training. TimeTrade ).

How To 80

How To Quota Sales Enablement Survey 80

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. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. January 2009. December 2008. November 2008. October 2008. September 2008.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

FEBRUARY 15, 2012

December 2007. While it may seem basic and fundamental to mention the buyer, but they, the customer, are often absent from the discussion, and are instead represented by their common proxy, revenue. Sales Tool. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. January 2009.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

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

The Pipeline

FEBRUARY 17, 2012

December 2007. Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. With respect to KPI’s and training, I was not saying that KPI’s do not belong as part of training initiative.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

JANUARY 28, 2012

December 2007. Then I got to thinking, is this reflective of the level of accuracy and reliability the modern buyer can rely on when he/she turns to social media as part of their buying quest? Sales Tool. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. January 2009.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

December 2007. Focus on the buyer’s objectives, and “demo” how you can address them positively. Sales Tool. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

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. Sales Training.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

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

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

AUGUST 26, 2011

December 2007. I’m Bill the Buyer. Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Sales Tool. Sales Training. January 2009.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

OCTOBER 14, 2011

December 2007. With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs. Since they are the primary buyers, sales tools are built for their priorities.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198