Sales Hacker

APRIL 18, 2022

This is still an article about sales. But just because it’s about sales, doesn’t mean the dragons are not real. I’m talking, of course, about sales myths – giant, all-consuming ideas that seem to loom over the sales mindscape and impact our every action. What does that have to do with us sales professionals?

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Partners in Excellence

JANUARY 21, 2022

I was reading a LinkedIn article on “Cold Calling… ” I’m beginning to think articles or surveys about cold calling happen when you don’t have anything else to talk about. Most of my prospecting and cold calling is leveraging multiple channels. It’s Friday, it’s been a busy week.

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Understanding the Sales Force

NOVEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan I''ll get to it but first bear with me. Last week I was driving into Boston to lead our Fall Sales Leadership Intensive. To me, the concept that salespeople entertain their clients in that fashion sounded very 70''s. SoldLab published this article of mine on their site last week.

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Sales Hacker

APRIL 15, 2020

It’s been six weeks since you gave your prospect a demo. Your worst fears are realized… Your prospect has ghosted you faster than your last Hinge date. For sales professionals in particular, it’s become far more normal for prospects to drop out of the picture after a seemingly great conversation. And then, poof.

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Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Further, those with the weakest sales records were more likely to believe making friends is their greatest asset. All prospects are unique. This places the sale over the prospect’s needs and leads to distrust.

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No More Cold Calling

SEPTEMBER 30, 2014

What can we learn from our ancestors about connecting with prospects and clients? Read the rest of the article.). We’ve simply forgotten what we know to be true: Face-to-face cannot be replaced —not in life, and certainly not in sales. In sales, your relationships are your meal ticket. Embrace Your Inner Caveman.

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Hubspot Sales

MAY 18, 2018

Sales Goals. Monthly sales goals. Below, find out how to set sales goals on an individual and team level. How to Set Sales Goals. Calculate your monthly sales goal. If you’re setting personal or team goals, they should align with annual sales goals. Personal Sales Goals Examples. Waterfall goals.

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Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs. Related reading: Your Sales Cycle is (Probably) Too Long.

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Nutshell

FEBRUARY 22, 2023

Attracting sales leads with your customer relationship management (CRM) system is one thing, but converting them into customers? The work doesn’t stop once you’ve reeled in a potential customer with your CRM—you must have a sound lead conversion strategy in place to convert sales leads into loyal customers. That’s another.

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Apptivo

SEPTEMBER 13, 2023

What is Outbound Sales? What is an Outbound Sales tool? Why use Outbound Sales CRM? Advantages of Outbound Sales 5. How to find the best CRM for Outbound Sales? So, why not take a technologically smart approach to their sales outreach, thereby decreasing their sales cycles? What is Outbound Sales?

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Allego

JUNE 2, 2022

This article originally appeared in Marketing Toolbox. Sales enablement, the ongoing process of providing reps with the training, content, and tools they need to sell effectively, is often thought to be a function exclusively owned and operated by sales teams. But this isn’t true. As a result, content goes unused by salespeople.

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Sales and Marketing Management

MAY 31, 2018

Moreover, the vast majority of prospects will visit a local business after they have acquired the information they need through mobile search. Make sure that your website looks well and performs flawlessly regardless of the devices that prospects are using. Optimize Your Website for Mobile. Create Mobile-Friendly Content.

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The Pipeline

JANUARY 4, 2016

As we work through the haze of celebrating the new year, sales people we can count on two things; first our new goals or quotas; second a barrage of posts and articles telling us how 2016 will be different, or trends that will impact us this year. into outputs ( Read sales ). By Tibor Shanto – tibor.shanto@sellbetter.ca .

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Pointclear

MAY 15, 2013

This article was originally published by Bob Apollo on his blog Accelerating Revenue Growth: the Inflexion-Point Blog. For those of you unfamiliar with the movie, Blake’s philosophy of salepersonship is that, if sales people do nothing else, then they should at least Always Be Closing. A Question of Technique? A few smart questions.

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Fill the Funnel

DECEMBER 9, 2014

I was first introduced to Andy’s writing on sales when I read his first book “ Zero-Time Selling ” in late summer 2011. It has since become one of my favorite sales books and I recommend it to you heartily if you haven’t read it. AMP UP Your Sales arrived in in late October and I set it aside to read as I travel.

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Lead411

AUGUST 31, 2021

Differences in Intent Data for B2B Sales. Because of the complexity and differences in each buyer’s journey, companies can try to shorten that sales cycle through Intent Data. Differences in Intent Data for B2B Sales. 3 Tips To Gain More Insight From Your Leads and Close More Sales. Traffic Intent. Content Intent.

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The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 6 Tips to Jump Start 2012 Sales Now.

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Sales Hacker

AUGUST 12, 2022

By organizing your content and making it easy to find, you’ll save reps at least 30 minutes a day , help improve prospect conversion rates , and significantly reduce new rep ramp time. What do they look at on the prospect page when determining what messaging will be best received? Create a standard naming convention. Lead source.

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Highspot

MAY 26, 2022

Sales can be a brutal business, made all the more so by the variety and complexity of sales materials and sophisticated training. Reps are expected to internalize a tremendous amount of knowledge—about the product, buyers, and the sales process itself—and any gap in knowledge can potentially turn buyers away.

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Sales Hacker

DECEMBER 7, 2020

Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. Higher value B2B sales still need a competent salesperson to close the deal. The audience.

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Pipeliner

MARCH 10, 2020

Technology Adoption in Sales. What does technology mean from a sales perspective? In sales, there has not been 100 percent adoption of technology. In fact, adoption of CRM—which is the technology we’re talking about when it comes to sales—is a problem that CRM vendors still face. The Sales Attitude.

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Sales Hacker

JANUARY 13, 2020

Soon, there will be one more you can add to that growing dustbin of history: The cold sales call. We’re going to look at what I believe to be the coming extinction of the cold call in sales and what you should do to prepare for it. The cold sales call is a phone call made to a potential prospect out of the blue.

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Anthony Cole Training

FEBRUARY 2, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

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Sales Hacker

JANUARY 20, 2021

If you know what to look for, acquisitions, mergers, and divestitures can represent that unique opportunity to make the sale of a lifetime. This is what gives you a great sales opportunity. For example, maybe you have a new sales forecasting system that can replace the prospect’s two legacy systems.

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No More Cold Calling

FEBRUARY 25, 2011

Your mother was right: Writing a thank you note can, indeed, make your sales business. Your Prospects Want to Know. Even if you don’t write business with a prospect now, they want to know you value their relationship, will continue to stay in touch, and connect them with your referral network. Send articles.

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Autoklose

FEBRUARY 12, 2024

Your prospects’ inboxes are packed with messages and pitches, so your every word counts, which is why the way you introduce yourself in an email matters immensely. In this article, we’ll explore this process from the beginning and help you craft emails that prospects will open and respond to. Table of Content 1. Add Value 8.

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LeadBoxer

FEBRUARY 4, 2019

We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. How are B2B sales different from B2C sales?

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The Sales Developers

DECEMBER 20, 2019

Sales is changing every day – buyers know more about products than sellers, crowd sourced reviews affect the value of our offerings, and we’re facing increasing competition as barriers to entry continue to lower. All of this makes closing sales harder than ever. Close more sales. But some things will never change.

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Pipeliner

JUNE 30, 2019

There are two popular narratives floating around in the sales industry. One is sales is a numbers game while the other one says it is not. Sales professionals have always been told that sales is a numbers game but many sales experts have different opinions. Busting the Myth, “Sales is a Numbers Game”.

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The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends.

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Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. Let me dive in, with the disclaimer, much of what Brian addresses is B2C, though at the end of the article he bridges B2B. It has become very fashionable to invent new terms to address concepts. I will focus on B2B.

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Pipeliner

MAY 15, 2019

The growing concern is will sales remain human? On my first sales job, I was expected to sell copiers and fax machines. Activity on Twitter now includes reading many of the available articles about Machine Learning, Robotics, and Artificial Intelligence. Top the Sales Scoreboard. Human Selling Differentiators.

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Showpad

MAY 18, 2020

As buyer expectations and barriers to productivity have become higher and more pronounced, so too has the need for sellers to captivate, engage and nurture prospects and customers. That’s why now, more than ever, is the time for CSOs to invest in sales enablement strategies and technologies. Sales enablement is the solution.

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Circleback

JUNE 6, 2017

Sure, we show up, but in the back of our minds, we expect the summer slump—prospects on vacation, budgets firmly fixed from the January prior, decreased traffic, and, ultimately, not too much going on. Unfortunately, when everyone else has vacation brain, the prospecting tactics utilized during the rest of the year tend to fall a bit short.

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Sales Hacker

JUNE 7, 2021

Sales customer insights. Customer business challenges/opportunities: Issues that customers face or opportunities to improve the way they do things that can motivate prospects to engage. This is important for anyone who prospects or handles inbound calls – could be both inside sales and field sales.

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Hubspot Sales

DECEMBER 29, 2017

Your prospects are focused on starting fresh, driving change, and setting yearly goals -- if you reach out with a relevant suggestion or compelling value proposition, they’ll be primed to respond. Adding some humor and levity to your sales emails will improve your response rates as well. Prospecting Email Templates.

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Lead411

APRIL 30, 2021

Because of the complexity and differences in each buyer’s journey, companies can try to shorten that sales cycle through Intent Data. Differences in Intent Data for B2B Sales. 3 Tips To Gain More Insight From Your Leads and Close More Sales. Could Texting a Prospect Double Your Conversion Rates? Traffic Intent.

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