The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. prospecting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Client List. Testimonials. FREE Resources.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The exact time you set aside for making cold calls is going to vary based on who you’re calling, where you’re calling and where you’re calling from. For many B2B industries, cold-calling on Mondays or Fridays is not feasible.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Pipeline

DECEMBER 19, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. While there may not be an exact number, there is a pattern and if you track it, you can quickly arrive at that number. Prospecting. August 2009.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. prospecting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Client List. Testimonials. FREE Resources.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Sales Hunter

DECEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. prospecting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Client List. Testimonials. FREE Resources.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Pipeline

APRIL 30, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Prospecting. 3 R’s of Prospecting Success. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. prospecting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Client List. Testimonials. FREE Resources.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Pipeline

MARCH 18, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.? Prospecting. 3 R’s of Prospecting Success.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Thanks to the internet, companies are far more connected to their prospects and customers.

B2B 225

B2B Social Media CRM Social Selling 225

The Pipeline

AUGUST 12, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Prospecting. 3 R’s of Prospecting Success. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

The Pipeline

NOVEMBER 28, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Prospecting. 3 R’s of Prospecting Success. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Sales Hacker

APRIL 22, 2020

When the market is on an upswing, our customers and prospects may be focused on a whole host of things. We’re all human beings experiencing the same things in our personal lives — but these are the exact same priorities our prospects and customers are experiencing. Here goes… my three tips for selling in uncertain times.

Apparel 101

Apparel Discount Negotiation Buyer 101

Hubspot Sales

JANUARY 4, 2018

Today, prospects spend time interacting with your website and content long before they ever speak to a salesperson. New technology captures everything these prospects do, giving reps an idea of their interests, profile, and challenges before the first connect. Modern sales teams use every bit of customer data to their advantage.

Sales Enablement 97

Sales Enablement Guarantee Sales Qualified Lead Inbound 97

Hubspot Sales

AUGUST 4, 2020

In 2008, Brian Halligan asked me to do a presentation at HubSpot called "Dan Tyre on Attitude". Whether this is your first call with a particular prospect or the tenth, you have the power to make incremental changes to better your chances at closing or at least better your approach. Learn from them.". Don’t quit.

Positioning 140

Positioning Hubspot Face-to-face Quota 140

Close.io

SEPTEMBER 11, 2019

Introverts take longer to process information than extroverts , according to a study published in the Journal of Motor Behavior in 2008. Extroverted sales reps are often so eager to pitch their solution that they miss out on the little things that matter to the prospect. Focus on those strengths as you craft future pitches.

How To 72

How To Journal Motivation Up-Sell 72

A Sales Guy

FEBRUARY 2, 2014

Recently, an inexperienced salesperson was sharing a story with me regarding the events of a specific sales call – a call that didn’t go exactly as planned: I sat down with [the prospect] and, after a bit of conversation, I asked him, “What is the biggest problem you currently have that I can help you with?”

Penetration 115

Penetration ACT Selling Skills Exact 115

Sales Evangelist

MAY 5, 2020

It’s about more than what it looks like to execute a sale, it’s about what the seller can do under various situations. In 2008, Michael Phelps was competing in Beijing and while in the water, his goggles broke but this didn’t stop him. If you planned on making phone calls at 2 PM, then make the calls and prospect. He still won.

Ideal Customer Profile 52

Ideal Customer Profile Hiring Call-back Face-to-face 52

Zoominfo

FEBRUARY 3, 2021

Bizo was founded in 2008 when it was spun out of its parent company. Twelve years later, I came to the exact same conclusion myself. If ZoomInfo’s business data “belonged” in the advertising audience world back in 2008, why wouldn’t it belong there now? That description sounds quite a bit like ZoomInfo’s core offering today.

Data 246

Data Advertising Advertising Lead Rank 246

A Sales Guy

JULY 27, 2013

It is not failure itself, but the fear of failure, the prospect of failure, the anticipation of failure, that causes you to freeze up and perform at a lower level.”. He has written extensively for numerous industry publications, and his first book, “1-on-1 ManagementTM: What Every Great Manager Knows That You Don’t,” was released in 2008.

Comparison 119

Comparison Sports Construction Exact 119

Zoominfo

FEBRUARY 3, 2021

Bizo was founded in 2008 when it was spun out of its parent company. Twelve years later, I came to the exact same conclusion myself. If ZoomInfo’s business data “belonged” in the advertising audience world back in 2008, why wouldn’t it belong there now? That description sounds quite a bit like ZoomInfo’s core offering today.

Advertising 130

Advertising Advertising Prospecting Intent 130

Your Sales Management Guru

OCTOBER 24, 2016

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Doing the countdown adds urgency to the process for you and your prospects. Can an existing client, vendor contact, or strategic partner help create credibility with prospects? Keep prospecting.

Compensation 40

Compensation Pipeline Vendor Sales Management 40

CommercialTribe

JUNE 23, 2020

The last time we faced such a dire situation was the 2008 financial crisis, which did more to separate the strong A players from the weaker B and C ones than anything we’d ever seen. Introduce selling behaviors that are critical for empathizing with prospects and elevating the conversation. How We Can Help. The world has changed.

Top of Funnel 40

Top of Funnel Hiring Sales Management Face-to-face 40

Hubspot Sales

DECEMBER 18, 2023

These sales alerts also give you a relatively low-effort way to keep tabs on your main competitors and ideal prospects. Stefanova explains that, unlike cold outreach, personal letters are 100% tailored to one prospect and cannot be used to reach another. When it comes to structuring your ECL, paragraph one is all about the prospect.

Google 102

Google Lead Rank Lead Scoring Leads 102

Sales and Marketing Management

MAY 6, 2020

How can we be even more effective working remotely to generate business – and will we create new ways to connect with each other and customers and prospects? In lead generation, marketing must truly dig deeper to understand the exact target companies that need their solution. How do we assure existing customers thrive?

Marketing 265

Marketing Churn Lead Rank Lead Scoring 265

Hubspot Sales

OCTOBER 29, 2017

She is an expert at advanced prospecting strategies including positioning value to prospects through messaging and a big advocate of the mantra "Always Be Learning.". Watch (and complete) Wayshak’s " 5-Day Sales Challenge " to get back to the basics and put new prospects into your funnel. 14) Sales for Life.

Channels 112

Channels Video Training Hiring 112

Delicious Sales

MAY 2, 2012

Prospecting (4539). Exact (1159). So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Topics Major Topics. Sales (12918). Marketing (6398). Training (4995). Tools (2872). ACT (1048).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

HeavyHitter Sales

SEPTEMBER 12, 2008

Motivational Sales Quotes to Win the Q4 War » September 12, 2008. Unfortunately, some well intended team building events actually have the exact opposite effect. Better yet, it provides a true snapshot of the competition’s strengths and weaknesses according to the person who matters most—the prospective customer.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

Paul Cherry's Top Sales Techniques

OCTOBER 2, 2008

Prospecting (9). Date: Oct 2nd, 2008. What’s the point of trying to be a cut above when you’re held accountable to the exact same standards as the people who consistently do as little as they can get away with? Non-Profits & Associations Training. Pharmaceutical Sales Training. Technology Sales Training.

Account 45

Account Hiring Face-to-face Pharmaceuticals 45

HeavyHitter Sales

JULY 4, 2008

The 7 Sales Manager Styles » July 04, 2008. The problem is all the competitors are making the exact same claims. Finally, this section should have some eye-catching graphics that tie the whole story together and “hook” the prospect. Posted by: elmo033057 | July 05, 2008 at 11:14 AM. » August 2011. Keep it up!!!

Lead Rank 68

Lead Rank Lead Scoring Hotels Harvest 68

Sales Hacker

NOVEMBER 3, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, responsible communication for each prospect every time. I was young and dumb and didn’t know I probably shouldn’t start something like that right after the 2008 crisis. Ilan Jacobson: Exactly.

Scale 70

Scale Call-back Hiring Company 70

The Pipeline

OCTOBER 21, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Prospecting. 3 R’s of Prospecting Success. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009.

Pipeline 237

Pipeline Hiring Top of Funnel Cold Calling 237

The Spiff Blog

JUNE 1, 2023

Clawbacks have been widely used as part of employment contracts across many industries, particularly since the financial crash of 2008, as a means to protect a business against fraudulent activity. Likewise, a clawback clause encourages sales reps to play a role in improving customer experience.

Commission 77

Commission Compensation Cancellation Strategy 77

LeadFuze

JANUARY 30, 2019

That kind of approach could, and probably did, work for some companies in 2008. How to contact your ideal prospects at scale without losing a personal touch. Think about that while figuring out who your prospects should be. Additionally, I checked the ‘Require email’ checkmark, as I’m going to contact my prospects via email.

Ideal Customer Profile 68

Ideal Customer Profile Outbound Decision Maker Campaigns 68

Sales Hacker Training

DECEMBER 8, 2020

The 6sense account engagement platform uncovers and analyzes buyer intent at scale, identifying prospects who are in market for your solution and providing salespeople like you with the insight to create highly relevant messaging, generate more opportunities, increase deal size, and get into opportunities before your confrontation.

Hiring 119

Hiring Top of Funnel Scale Banking 119

Sales Hacker

DECEMBER 23, 2020

Understanding your ideal persona takes the guesswork out of things like sales prospecting and cold outreach. Social selling is a lead-generation technique where salespeople communicate with prospects over social media rather than more traditional channels like email or phone. What is this tool? Why is it important? What is this tool?

Resources 81

Resources Webinar Metrics Hiring Hubspot 81

Anthony Iannarino

SEPTEMBER 9, 2019

Well, and it’s interesting because we’re kind of on the same path here as we’re talking about, you have this belief about concerns being real to the prospect who has them. So, I’m curious to what you would say about what fears do prospects concerns reveal, and then what do you think sales rep should be afraid of? It’s pretty old.

Lead Rank 72

Lead Rank Lead Scoring Trends Call-back 72

Sales Hacker

OCTOBER 5, 2018

I joined the ranks of Prime Point Media in 2006 selling national accounts, and by 2008 I had built the entire Midwest territory. It is a visual, collaborative tool that helps keep us all organized on one board where everyone can see the exact status of where everyone else is at. Have you ever wondered how to become a VP of Sales?

Hiring 70

Hiring How To Lead Rank Lead Scoring 70