The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Problem is that questions of that type do little to help the sales process. Problem is that questions of that type do little to help the sales process. In fact, I’ll contend many times that they wind up harming the sales process.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Sales Quota and Sales Compensation Plans are passed out. How do you Get your AEs to Stop Grumbling about 2013? Don’t make your AEs spend hours on the tasks that don’t align with new age sales tactics.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

Sales and Marketing Management

JUNE 16, 2013

Issue Date: 2013-06-17. Teaser: Effective sales questions can help uncover information that moves the sales process forward. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Author: Peri Shawn. ” read more'

Prospecting 232

Prospecting Sales Process Sales 232

SBI Growth

SEPTEMBER 2, 2012

The three most effective ways to begin building an outward-in point of view: Customer Win/Loss Interviews : A one on one interview with customers who have gone through a sales process and made a decision to purchase your solution, purchase a competitors solution or do nothing. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Understanding the Sales Force

MAY 19, 2014

Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. Any reference request is a momentum stopper and at best and extends the sales process.

Prospecting 272

Prospecting Follow-up Sales Meeting 272

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. Image credit: tang90246 / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' But these are not replacements for instinct.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Is Your Sales Process full of #*@&(!? Most organizations live and die by quota.

Quota 135

Quota CRM SAP Forecasting 135

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales.

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot.

Motivation 230

Motivation Video Prospecting Sales Process 230

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? What processes stand out as needing either a bit of critical re-evaluation or a complete overhaul in order for you to achieve your vision for the year ahead? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. Learn more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

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

No More Cold Calling

APRIL 9, 2020

If there ever was a time for real, authentic sales conversations, it’s now. 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. Do you know how to have that kind of sales conversations? The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Increase Sales

FEBRUARY 20, 2013

During this process, I ask them what is their greatest sales challenge and over 90% who respond tell me finding prospects. Isn’t “I need prospects” the case for most SMB owners and sales professionals? Prospecting originates from the marketing phase of the sales process.

Prospecting 129

Prospecting Social Media Webinar Metrics Facebook 129

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Zoominfo

NOVEMBER 20, 2020

Founded in 2013, SMACT works as a leading management and enterprise IT services company. We were looking for a platform to kind of have a more fluid sales process where you could track a sales person’s progress and have visibility into who the sales reps are targeting,” says Wright. “We What is Sales Intelligence?

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

The Pipeline

JUNE 24, 2013

Here we are the last week of the first half of 2013, the first full week of summer, what better time to focus on every seller’s second favourite topic, voice mail. Sales Process Tibor Shanto Voice Mail Technique' By Tibor Shanto – tibor.shanto@sellbetter.ca.

Video 267

Video Cold Calling Sales Leadership Channels 267

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. At what point during the sales process are they doing this? Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 250

Customer Direct Response Selling Skills Motivation 250

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. This means that, in total, 44% of businesses have not aligned their sales processes to the customer journey in any meaningful way.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. If you chose Option 1, you might as well stop reading and go make another not-sale. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Truth is, you can’t force the sales this year if the buyer isn’t ready. That way you’re both way ahead for 2013.

How To 244

How To Top of Funnel Funnel Face-to-face 244

Understanding the Sales Force

FEBRUARY 11, 2013

For 5 days, they must resist the temptation to present unless they've reached the step in the sales process when presenting is okay. Of course, postponing the presentation or demo until a later stage of the sales process is futile if there isn't a formal, structured, customized, optimized sales process in place.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

Understanding the Sales Force

JUNE 4, 2014

Most of the focus on persistence is related to contacting new prospects. What about the prospects who are far along in the sales process when they suddenly go missing? An alignment of prospects willing to take a stand against salespeople that are getting too close? c) Copyright 2013 Dave Kurlan' Just say no.

Territories 268

Territories Exercises Video ACT 268

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. 2) Rethink Sales Team Head Count. By this time, it’s the end of 2013. Sales Strategy Projects you Should be Working On.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Understanding the Sales Force

APRIL 9, 2014

The author wrote that since most prospects today know what they want, they won''t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won''t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy. Well, maybe.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. Go see a prospect. Watch the rep work – is he using your sales process? You can go here to learn more. Visit a customer.

Hiring 303

Hiring Trends Call-back Research 303

Understanding the Sales Force

APRIL 2, 2013

They are very aware of their sales process, as well as the importance of following it and achieving the milestones that must be accomplished along the way. For top performers, the process of selling is difficult but because they are disciplined about staying true to the sales process, their outcomes are easily achieved.

Proposal 253

Proposal Sales Process Competition Examples 253

Understanding the Sales Force

JULY 15, 2013

Talk about their history and clients instead of their prospects'' issues. I checked and o f the 1,000 plus articles I have written for Understanding the Sales Force , exactly two have been about presentations and presenting. c) Copyright 2013 Dave Kurlan' Fail to differentiate themselves.

Exact 247

Exact Sales Prospecting Company 247

The Sales Hunter

NOVEMBER 19, 2013

You must find ways to streamline your sales process. The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. The internet continues to open up new areas and this means prospects can come from more places.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

Understanding the Sales Force

SEPTEMBER 23, 2013

Sure, you could benefit from inbound marketing to generate leads, but salespeople must do the follow-up, run the sales process and close the business. They still have the old mindset where if they follow-up and don''t reach a prospect, they attempt a few more failed calls before claiming that the lead is no good.

Wireless 286

Wireless Inbound Social Media Follow-up 286

Understanding the Sales Force

SEPTEMBER 11, 2013

HubSpot’s content marketing strategy allows the rep to establish online credibility before even getting on the phone with his or her first prospect." Like all kick-ass sales forces, they could do better. Hold Them to a Accountable to a Predictable Sales Process. Use our complimentary Sales Process Grader and get a score!

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

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. The failure to follow your sales process. c) Copyright 2013 Dave Kurlan' Pushing back on put-offs.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

The Pipeline

DECEMBER 30, 2013

First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. Sales Process Sales Success Tibor Shanto'

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

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

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. c) Copyright 2013 Dave Kurlan'

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268