Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The future of your company is not in measured, considered responses and carefully planned initiatives.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

Sales and Marketing Management

DECEMBER 10, 2012

Issue Date: 2012-12-11. Teaser: The purpose of giving gifts in business is to develop and maintain relationships, whether it’s between a company and its customers or between a company and its employees. But be careful – done improperly, gift giving can be more of a hassle than a benefit. Author: David Leeds.

B2B 189

B2B Benefit Company Customer 189

The Sales Hunter

FEBRUARY 7, 2012

Feb 07, 2012. We all want a tighter relationship with our clients, because developing strong business relationships is what allows everyone to benefit. You will benefit. Your client will benefit. Copyright 2012, Mark Hunter “The Sales Hunter.” Bryan Shoemaker says: February 8, 2012 at 9:12 am.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Score More Sales

APRIL 30, 2013

There are three main reasons many companies have held off with a company-wide, systematized consistent CRM for their organization: Most of the systems have been extremely costly in the past. It turns out that most companies have several different processes for different types of business they do.

CRM 291

CRM Revenue SugarCRM System 291

The Sales Hunter

FEBRUARY 27, 2012

Feb 27, 2012. When you meet someone who might benefit from what another person sells, match them up. Let them share with you what they like, and then immediately after they get done telling you what they like, ask them for the name of people who might benefit from what you sell. Archives Select Month March 2012.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI Growth

NOVEMBER 23, 2012

Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. Seth concluded his new company wasn’t producing quality content to inform their Buyers. It is NOT any of the following: A collection of your company facts talking about how great you are. MarketingSherpa, 2012). This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Fill the Funnel

SEPTEMBER 20, 2016

” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. ” We all enjoy the benefits of technology in making things easier in our daily lives. NBC News wrote a piece back in 2012 that listed nine jobs that humans may lose to robots.

Company 48

Company Hiring Top of Funnel Funnel 48

Score More Sales

MAY 20, 2013

Here is how simple this idea is: You leave a voice mail message with a well-crafted, very brief message that shows some connection to the buyer or his/her company (we work with your industry counterparts X and Y), leave them your number, and let them know you’ll be calling back later this week. How to you build trust in your company?

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

The Sales Hunter

JANUARY 3, 2012

Jan 04, 2012. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. After the customer has given you a name, ask the customer if they would be so kind as to introduce you to them via email, telephone or whatever other means is possible. ” Sales Motivation Blog.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

JANUARY 17, 2012

Jan 17, 2012. Companies are rarely able to look at everything they need to look at. Today’s business environment is moving too quickly for anyone to understand fully everything they could either benefit from or be at risk of being harmed by. Copyright 2012, Mark Hunter “The Sales Hunter.” February 2012.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Pointclear

DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Make People Want to Work for Your Company. Let people see how great your company is, Chad suggested. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Score More Sales

APRIL 16, 2012

What questions do the leaders in your company have about smooth connections between marketing and sales? The benefits of team selling? Post YOUR company’s questions here – and I will be SURE to sit in those sessions or get the experts connected to our blog. Questions about on-boarding new reps? Comp plans?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

What questions do the leaders in your company have about smooth connections between marketing and sales? The benefits of team selling? Post YOUR company’s questions here – and I will be SURE to sit in those sessions or get the experts connected to our blog. Questions about on-boarding new reps? Comp plans?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

The Sales Hunter

JANUARY 20, 2012

Jan 20, 2012. It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. February 2012.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

NOVEMBER 30, 2012

Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have more bad salespeople than others. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 234

Customer Motivation Closing Benefit 234

The Sales Hunter

FEBRUARY 20, 2012

Feb 21, 2012. Immediately after you thank them for their comments, ask them for the names of others who would benefit from the same service. Again, this is an opportunity to ask the person with whom you are talking for the names of companies and individuals you may contact who could benefit from what you offer.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Pipeline

MARCH 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Having looked at what a sales process may look like , and then answering the question of whether all companies need one or just some , the discussion then turned to who should own the process in the sales organization. December 2011.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

Zoominfo

NOVEMBER 7, 2018

As important as it is for job candidates to make a good first impression, it’s equally important for the hiring company to do so, too. Conventional wisdom says companies should be creative with their job descriptions—doing away with the bland, formulaic traditional descriptions that do little to excite candidates. Keep reading.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

The Sales Hunter

NOVEMBER 19, 2012

We all like to think we’re thankful for our customers and those people we come in contact with, but let me share with you another benefit that gets lost in the context of business. Now here comes the second benefit. Copyright 2012, Mark Hunter “The Sales Hunter.” Several years ago I was traveling with a CEO.

Customer 204

Customer Hotels Travel Face-to-face 204

The Sales Hunter

DECEMBER 7, 2012

I’m not talking about your company or what you sell as being a sales leader. Does the customer see you as helping to build the business by identifying new opportunities both you and the customer can benefit from? Do you take responsibility or are you merely passing information from your company to the customer and vice versa?

Customer 233

Customer Sales Leadership Motivation Benefit 233

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. For instance: A while back, the PandaDoc team was in contact with Autodesk , a software provider company. You talk up the benefits. Well, they had a fair point. You offer a discount.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. Open minds gain insight and insight can grow your company in ways that will blow your mind. You know why I’m excited?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

The Sales Hunter

APRIL 13, 2012

Recently I was on the phone with a director of sales and marketing for a service company. The key is to have a benefit statement or pertinent news update you can share with the prospect you’re calling. The key thing is what you share must be of benefit to them and not you. ” Sales Motivation Blog.

Cold Calling 197

Cold Calling Benefit Exact Prospecting 197

Score More Sales

APRIL 27, 2012

Note what it is that their company does and what their title is. A look at someone’s website gives you an idea of company size, professionalism, strategy, and often mission, vision, and values. One minute goes quickly – but in our strategy, just jot a note on paper or on Evernote , going down a list of companies you are looking up.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Note what it is that their company does and what their title is. A look at someone’s website gives you an idea of company size, professionalism, strategy, and often mission, vision, and values. One minute goes quickly – but in our strategy, just jot a note on paper or on Evernote , going down a list of companies you are looking up.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Sales Hunter

NOVEMBER 10, 2011

.” Then go on to expound on a specific benefit of what you sell. ” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.” February 2012.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

JULY 14, 2012

I hate it, as it only cheapens your value and worse yet, damages both short and long-term profitability for you and your company. Now this only works if your company has good cash flow and can entertain a receivable that goes beyond the norm. Copyright 2012, Mark Hunter “The Sales Hunter.” You just have to ask.

Discount 176

Discount Tools Prospecting Benefit 176

Jeffrey Gitomer

NOVEMBER 22, 2011

Benefits are based on what I would provide for my family. These are the same benefits I would give my children, so I give them to the rest of the family. Living benefits. First is the opportunity for everyone in the company to get healthy and stay healthy. We’re not a PC-company. Here are 4.5 Everyone eats.

Hiring 279

Hiring Social Media Loyalty Insurance 279

Jeffrey Gitomer

MAY 22, 2011

When someone wins an award there are several unspoken benefits. Here are the benefits of recognition, rewards, and praise: Recognize salespeople for a job well done, and they will recognize you. Why don’t you take a look at your company, your employees, your salespeople, and your awards and rewards? Latest Gitomer Tweets.

Hiring 291

Hiring Social Media Loyalty Incentives 291

Zoominfo

AUGUST 9, 2018

Let’s look at the numbers: 77% of CMOs at top-performing companies indicate their most compelling reason for implementing marketing automation is to grow revenue ( source ). On average, 49% of companies are currently using marketing automation, with more than half of B2B companies (55%) adopting the technology ( source ).

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

The Sales Hunter

FEBRUARY 28, 2012

The Power of the “Ultra-Price Package” Feb 28, 2012. Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. There is always a dance going on between a company and a customer. Copyright 2012, Mark Hunter “The Sales Hunter.” January 2012.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Score More Sales

NOVEMBER 26, 2012

Make an accountability deal with someone inside or outside of your company – it needs to be someone you trust, and someone who could also benefit from some accountability to accomplish something. This often works best with someone outside of your team or company for a number of reasons.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

The Sales Hunter

JUNE 13, 2012

Example is if you’re selling software to a wide number of companies and organizations, then don’t just call at random. Remember that the number one thing in the voicemail message is the benefit statement, because that statement must connect with what is of value to the prospect. Focus by key industry.

Prospecting 206

Prospecting Automotive Health Care Segment 206

Score More Sales

MARCH 11, 2013

When you work as a sales professional you are representing your company, its products, and services to the many potential buyers that you come across. You also represent the buyer to your company. Sometimes a glitch in our company’s products or services will cause a potential customer to not purchase.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

The Sales Hunter

FEBRUARY 10, 2012

Feb 10, 2012. Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Get to know as many people in the company as possible and make sure they know you by name and company. Contact Mark.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

OCTOBER 1, 2012

A lot of salespeople position their product or service as a benefit to help their customer avoid having to deal with pain or to minimize a risk. This obviously can require a huge advertising budget, which makes it a bad strategy for most companies. Copyright 2012, Mark Hunter “The Sales Hunter.”

Strategy 176

Strategy Advertising Advertising Benefit 176