The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. Check out the blog post Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. It’s truly an exciting time for those in the marketing and sales profession.

Quota 135

Quota CRM SAP Forecasting 135

The Sales Hunter

MARCH 7, 2013

That is the truest statement when it comes to email marketing! In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

Score More Sales

MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. Create a visual representation or flow chart of data from marketing to sales to operations. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I created Buyer Personas ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

SBI Growth

DECEMBER 6, 2012

This is an executive-level overview of the Internal Content Marketing Agency (ICMA). What is an Internal Content Marketing Agency? It can be located within your Sales or Marketing organizations. It produces content of sufficient quantity and quality to meet the needs of the Marketing and Sales departments.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Who is right?

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Your role as an industry expert can be invaluable to your prospects, so you need to flaunt that expertise. It’s about them.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? You are sending them emails and so are your competitors, along with their colleagues, bosses, customers, friends, family members, blog sites, and favorite stores. Copyright 2013, The Sales Hunter.

Prospecting 223

Prospecting Email Marketing Training Customer 223

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Often when business people know you know the market, they are more apt to talk. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

SBI

DECEMBER 18, 2012

You still need to talk with the right prospects, at the right time, about the right things, so they can determine whether you have the right solution, in order to make a purchase decision. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle. And we have big plans for 2013.

Vendor 128

Vendor Sales Cycle Software Software 128

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! A lot of companies have a blog, so sign up for it! Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

The Sales Hunter

MARCH 19, 2013

Nothing is more frustrating than when you have a hot prospect simply go dark. ” Your prospect immediately knows you want something from them and it’s something they either can’t or don’t want to give you. Be sure to check out tomorrow’s blog as it will continue this series on email prospecting.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

The Sales Hunter

MARCH 14, 2013

The company sending this email was looking to help the prospect recruit partners. Jim, I saw Amco recently joined your partner program, as part of your strategic plan to go after ABC’s market share. Subject line is relevant to the prospect’s responsibilities, which were found in a quick Google search on the company.

Examples 202

Examples Prospecting Email Marketing Google 202

SBI Growth

NOVEMBER 23, 2012

I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. What exactly is content marketing?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Score More Sales

JANUARY 27, 2014

bookmark a sales blog and read regularly. sign up for RSS feeds for sales sites, blogs, or podcasts. hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. list out your selling “areas to work on” set aside weekly prospecting time. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. One more thing - I''m a finalist for 3 awards at this year''s Top Sales & Marketing Awards event. c) Copyright 2013 Dave Kurlan'

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SugarCRM

DECEMBER 11, 2013

Email Marketing. Drip Marketing. Nurture Marketing. Social Marketing. Marketing Heroes. You are here: Home Marketing Blog. Marketing Blog. Blog Series. Email Marketing. Learn Marketing Automation. Marketing Blog. Nurture Marketing. Lead Capture.

Lead Generation 36

Lead Generation Lead Rank Lead Scoring Marketing 36

Score More Sales

MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Understanding the Sales Force

SEPTEMBER 23, 2013

People in inbound marketing would have you believe that if you create the right content, get people to raise their hands, complete a form, and request something, then inbound marketers, formerly known as inside salespeople, can take it from there. They may not be prospects today, but that''s OK. c) Copyright 2013 Dave Kurlan'

Wireless 286

Wireless Inbound Social Media Follow-up 286

The Sales Hunter

JUNE 25, 2013

State how they have plenty of options to buy on the “grey market” at a much better price. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Always say they have another supplier who can take care of them a lot better.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

Pointclear

DECEMBER 18, 2012

In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed. You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

The Sales Hunter

SEPTEMBER 26, 2013

For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. He opened the sales meeting beautifully and then began walking the customers through the materials.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. open rate (Google, 2013). My last two blogs covered Step #1: LinkedIn Profiles and Step #2: LinkedIn Reach. These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Hands down. Still not convinced?

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. In my last blog post , I walked you through the mechanics of account segmentation. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Understanding the Sales Force

SEPTEMBER 11, 2013

Mark said, " Instead, they start a blog, create a website, open a Twitter account and begin email marketing campaigns. By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Score More Sales

SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Once I “get” it, and if I see the value, I’m now a more probable prospect. You can waste literally days out of every month looking for the wrong buyers. LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Marketing worries about the brand’s consistency. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. It is a risk mitigator, branding engine and market research mechanism. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Pointclear

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Some of it is direct marketing, such as email, display, and PPC search.

Paid Content 252

Paid Content Social Media Survey ROI 252