The Sales Hunter

NOVEMBER 14, 2013

Second, it allows the great salesperson to determine if the customer/prospect is worth the salesperson’s time. Average and poor salespeople spend far too much time with people who have no intention of buying. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 196

Customer Selling Skills Proposal Intent 196

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. But if your prospects don''t trust you, your intentions, your company, your promises or your eagerness, they won''t buy from you. c) Copyright 2013 Dave Kurlan'

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

NOVEMBER 6, 2013

That fear - and most salespeople aren''t even consciously aware of it - prevents them from: Making prospecting calls. Making enough prospecting calls. Challenging a prospect''s thinking, plan, or position. Here are some symptoms you might be able to recognize: When salespeople have good intentions but lousy follow through.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Score More Sales

JANUARY 15, 2014

You walk right up to a CFO or COO from a prospect company of yours and start talking about yourself for the next three minutes. That means that you could have every intention of personalizing the ask, but the app won’t let you. Imagine walking into an elite networking event at a posh hotel, private club, or top restaurant.

LinkedIn 246

LinkedIn Lead Rank Lead Scoring Hotels 246

The Sales Hunter

SEPTEMBER 16, 2013

Who are the prospects for whom you haven’t built a plan to go after? There are some who will ask this question with the sole intention of finding someone else to blame. Copyright 2013, Mark Hunter “The Sales Hunter.” How quickly can you begin asking yourself, “Why not?” How about you?

Motivation 221

Motivation Intent Objections Opportunity 221

The Pipeline

FEBRUARY 1, 2013

As it stands here today in 2013, its hard to find a medium or large size company that hasn’t purchased and implemented at least some enterprise software for their business. With a large group, your buyer may have a well intentioned decision making process (i.e. We’ll use enterprise software as an example to make our points.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Score More Sales

OCTOBER 11, 2013

A current pet peeve is about how some B2B sales trainers and consultants are teaching a social selling tactic – they are telling others how to gain “social debt” with people so that they will OWE YOU and, therefore, help you with sales prospects and sales opportunities. Yep, even today, very negative images are conjured up.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

Increase Sales

DECEMBER 13, 2013

What I know to be true, that in 90% of the people (sales leads, prospects, potential customers, call them what you will) I have spoken to in a 30 day follow-up call, are still in the same place. Your start-up has marketing, selling, customers, innovation, financials and management which are within any business.

Small Business 177

Small Business Small Business Intent Coaching 177

The Sales Hunter

AUGUST 29, 2013

Many people think testimonials are just used in the selling process to show prospects why they too should become customers. Sometimes we begin to feel insecure when a customer or prospect asks us something for which we don’t have an immediate answer. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

Understanding the Sales Force

JULY 29, 2013

This reminded me of the prospect that has a strong relationship with the incumbent vendor. c) Copyright 2013 Dave Kurlan' Representing the competition were the ants - ready and willing to take anything that they could away from us. A bird was flying overhead ready to crap all over us. The Yellow Jackets couldn''t stay away either.

Groups 203

Groups Decision Maker Proposal Vendor 203

SBI Growth

AUGUST 29, 2013

Moral of the True Story: People are looking for you online whether you know it or not.Those people might be customers, prospects, business acquaintances or potential employers. In 2013 it was 65%. How are buyers changing? In 2012 the trend was 62%. SBI is predicting 69% by 2014. However, simply being on LinkedIn is not enough.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Increase Sales

MAY 3, 2013

The first four months of 2013 are now history and many in sales are seeking ways to increase sales. From clarity and focus, behaviors become far more intentional and directed towards the desired result of increase sales. Possibly the first proactive step is to create a goal driven action plan to increase sales. Productivity.

Negotiation 121

Negotiation Sales Talent Intent Sales Goal 121

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Author : Art Sobczak Published: April 8, 2013. Who should read this : For inside sales professionals that do a lot outbound prospecting. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Zoominfo

OCTOBER 2, 2019

However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . The key to long-term sustainable growth is to start niche, but with the intention and ability to expand. Once upon a time, startups with a billion-dollar valuation were so unique that they were deemed unicorns.

Scale 182

Scale Promotion Face-to-face Lead Rank 182

SBI Growth

JANUARY 8, 2014

In 2013 our consultants attended 463 live sales calls. We’d been hired by the client to implement true Social Prospecting. Social Prospecting gets sales reps net new sales appointments inside their dream prospects. Download the SBI Social Prospecting Implementation Comparison Guide here. asked the prospect.

Hiring 288

Hiring Ideal Customer Profile Comparison Webinar Metrics 288

Zoominfo

FEBRUARY 3, 2021

By 2013, Bizo was the leading business audience marketing company in the world, with data that reached more than 120 million business professionals. Was this always intentional? Finally, in October of 2020, ZoomInfo acquired Clickagy, a leading provider of artificial intelligence-powered behavioral B2B intent data.

Data 246

Data Advertising Advertising Lead Rank 246

Sales Hacker

SEPTEMBER 11, 2020

Instead of asking, “ Who should I be prospecting into? ” Intent surges. Cast a wide net, and prospect into the entire team, not just C-suite and directors. RELATED: The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert! Raised seed in 2013. Founded in 2013. Raised seed in 2013.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Hubspot Sales

FEBRUARY 14, 2024

The copy that you need there, and the approach and the strategy that you need there, is completely different because the intent level is different. He drives the importance of focusing on the prospects' challenges/pain points. Then, I allude to a problem that I know the prospect thinks about (wasted ad spend). Worth exploring?

Data 94

Data Segment Email Marketing Webinar Metrics 94

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. Laser-Focus.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Zoominfo

FEBRUARY 3, 2021

By 2013, Bizo was the leading business audience marketing company in the world, with data that reached more than 120 million business professionals. Was this always intentional? Finally, in October of 2020, ZoomInfo acquired Clickagy, a leading provider of artificial intelligence-powered behavioral B2B intent data.

Advertising 130

Advertising Advertising Prospecting Intent 130

SugarCRM

DECEMBER 11, 2013

December 12, 2013 by Samantha Stallard. December 11, 2013 by Samantha Stallard. December 10, 2013 by Victor Martinez. Revamped User Interface and Powerful New Email Marketing Tools Improve Campaign Effectiveness ATLANTA, GA – December 10, 2013 – Salesfusion unveiled today version 8.3, Best Practices.

Lead Generation 36

Lead Generation Lead Rank Lead Scoring Marketing 36

A Sales Guy

JULY 27, 2013

Despite the claims and their best intentions, many people fail to succeed simply because they lack the necessary desire to succeed. 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.”. You’re gonna like this post.

Comparison 119

Comparison Sports Construction Exact 119

Corporate Visions

OCTOBER 8, 2018

Well, Inside salespeople have the word “inside” in their title, so of course all of their meetings with prospects and customers are remote. And in this same study, the highest number of respondents rate it as the most effective approach for telling their story and moving prospects and customers to action.

Survey 51

Survey Face-to-face Study Meeting 51

Jonathan Farrington

JULY 31, 2013

Despite their best intentions, many B2B companies are not able to generate the frequent high-quality content necessary to fuel an inbound marketing lead generation program. A developed quality lead sets the stage for relationship selling, lead nurturing and prospect development. But can you build enough content and who will come?

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

Sales Hacker

OCTOBER 30, 2018

but those that take it even a step further by being incredibly intentional about promoting the next generation of female salespeople and making their path a little easier. by The American Association of Inside Sales Professionals 2013-2018. They say “You can’t be what you can’t see,” and the sales floor is no exception.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Jonathan Farrington

MARCH 8, 2013

Or there are certain folks in your network, who have very good intentions and want to help you out, and refer you to other folks within their network. The waters are further muddied if you have been trained to ask prospects for referrals (you know, some question like: “Gee Mr. Prospect, sorry we aren’t able to do business at this time.

Referrals 37

Referrals Webinar Metrics Engineering Sales Qualified Lead 37

Crunchbase

MAY 14, 2020

If you’re looking for insight from Trish on sales development, she recently chatted with Dan Hersch on the Engaged Prospect podcast. . With close to 300,000 LinkedIn followers, affiliations with numerous boards and a plethora of industry knowledge, she’s a leader that’s sure to continue sharing her insight with the sales community.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Gong.io

JANUARY 12, 2021

All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Meet Devon, customer success’n since November of 2013 and Gong employee #37. Top sales reps are also objection-handling pros.

Follow-up 118

Follow-up Video Account Objections 118

SalesLoft

JULY 17, 2019

You had to get your prospect on the line to understand what they were seeking. In 2013, the year I started Skaled , I was introduced to email tracking software. LinkedIn became a force in prospecting, but grade A players are sparse. Buyers are already in the intent phase the first time they reached out.

Scale 65

Scale Buyer eBook Lead Rank 65

Sales Evangelist

MARCH 6, 2019

Today's guest Andrei Mincov founded Trademark Factory in 2013 to help entrepreneurs secure the legacy of their brands and preserve their hard work. He might, for example, offer a jpeg with a typo or error in it and ask prospective employees to find the error. The intention would be to measure the candidate's attention to detail.

Hiring 40

Hiring Benefit Intent Follow-up 40

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

InsideSales.com

OCTOBER 3, 2019

This will reinforce your sales reps’ intention to build a solid relationship with your clientele. Here, you can leverage your social networks to prospect and build a solid relationship with your market. Editor’s Note: This post was originally published on February 12, 2013, and has been updated for quality and relevancy.

Loyalty 45

Loyalty Lead Rank Lead Scoring Customer 45

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. Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

The Sales Association

MAY 22, 2011

Or are you making a statement, intentional or otherwise, about the tele-industry? As for the lack of abundance of posting and blogging from my computer, no statement, intentional or unintentional. I often encourage prospective clients to test and leverage inbound and direct mail before they invest in telemarketing.

Telemarketing 24

Telemarketing Lead Generation Outsourcing Services Sales Qualified Lead 24

Jeff Shore

SEPTEMBER 12, 2018

Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance by Jeff Shore (2013-12-31). ” So I just had a different outlook on life, so I always operate with fewer prospects in my pipeline, but I closed a much higher fraction of them. Links from today’s podcast: Homestreet Bank. Accelerate Podcast.

Top of Funnel 65

Top of Funnel Call-back Up-Sell Sales 65