Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year.

Prospecting 95

Prospecting Pivotal Cold Calling Incentives 95

The Sales Hunter

DECEMBER 19, 2013

I’m also not saying to become merely an order taker, slopping up the easy sales that come your way. What I’m saying is your process must be engineered in a way that allows you to qualify prospects quickly and move them to the point where they are sharing with you their needs and desired benefits.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

AUGUST 29, 2013

If you aren’t sure how your product benefits customers, you need to ask them! Many people think testimonials are just used in the selling process to show prospects why they too should become customers. I can’t answer this question for you, because every product and sales environment is unique.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

SBI Growth

SEPTEMBER 26, 2012

You need to close a few of the big ones in the late stages of your sales process to hit your number this year. The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Click here to get free advice on how your peers are planning for a busy Q4 and 2013.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

The Sales Hunter

JANUARY 15, 2013

Looking at the four questions above, there is not one that is better than another, as it all depends on the situation and where you are in the sales process. Use the first three questions right after the customer has shared with you something. Use the last question as a great way to gain input early on in the sales process.

Customer 187

Customer Motivation Closing Sales Process 187

Delicious Sales

MAY 2, 2012

Sales (12918). Prospecting (4539). Sales Management (2614). Customer Service (995). Inside Sales (849). Outside Sales (81). Customer (6670). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast?

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

FEBRUARY 8, 2013

I’m not going to say what your checklist should look like, as there are far too many different sales processes out there, but here are a couple of items I would have on a checklist: What do I intend to learn on this call? If I were making a sales call, I would have more questions on the list, but you get the idea.

ROI 234

ROI Meeting Motivation Sales Meeting 234

Smooth Sale

MAY 30, 2018

The story of Spiro began with a movie, but we’ll get to that in a minute… In 2013, one of Spiro’s co-founders, Adam Honig, sold his company that he had spent 15 years building to a very large firm. It connects to a sales rep’s email and alerts them to possible new deals not already in their CRM. The Future of CRM.

CRM 89

CRM Hiring Forecasting Call-back 89

SalesLoft

SEPTEMBER 2, 2013

Salespeople say bad things behind the backs of their prospects. Reps brag about “winning deals” as if it was at the customer’s loss. This kind of attitude is for salespeople focused on themselves and their own process. Fortunately, customer service and success teams have it right.

Top of Funnel 52

Top of Funnel Face-to-face Twitter Vendor 52

Sales Hacker

JANUARY 15, 2020

Here’s a print version… The REPLY Method For Cold Prospecting. It’s what I did back in 2013. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. The goal of prospecting is not to sell your product/service.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

SBI

OCTOBER 16, 2012

Peter Stewart, Senior Vice President, Collaboration Technology Services & Partnerships, PGi. Delivering a Buying Experience That Increases Revenue and Customer Loyalty. Does your sales team deliver a rich customer experience at every connection with prospects and clients? Sales & Marketing.

Conference 131

Conference Social Selling Data Marketing 131

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. To drive home the importance of silence in sales (especially when it's uncomfortable), I often recommend the video “ Stunningly Unused Sales Technique."

Channels 112

Channels Video Training Hiring 112

The Sales Hunter

JULY 9, 2013

” I say that because the sales process is never perfect, despite how much people may want to benchmark results. The more you can get the customer to focus on their big issue, the more likely they are to realize the price is not an issue. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 244

Discount Customer Consultative Selling Selling Skills 244

Understanding the Sales Force

JUNE 20, 2014

The best way to be of value to the customer is to have the conversation that nobody else has had with them. The Buyer Journey Instead of Sales Process Understanding the buyer journey is fine, but without a milestone-centric sales process, salespeople cannot confidently move forward the sales process.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. What would you tell a woman just starting a career in sales? What is your best piece of career advice for women in sales?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

PandaDoc

JULY 26, 2021

Team collaboration: When creating documents, marketing and sales teams will often need to work together in real-time and make joint decisions. Analytics: How many times did the prospect open your proposal? Summary: Proposify is an eSign and proposal management solution founded in Canada back in 2013.

Proposal 52

Proposal Enterprise Enterprise Analytics 52

LeadFuze

AUGUST 5, 2021

How Sales Pros Can Incorporate LinkedIn’s Active Status into Their Prospecting Outreach. Blogger Blurb: Practically a million sales pros and many others. This huge blog site yields contributions on a massive list of topics including Sales, Marketing, Customer service, IT and Small Business.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98