The Sales Hunter

FEBRUARY 19, 2014

Just as you have to make sure your product/service is positioned to warrant full price, you have to make sure you are too. You are what the customer is buying and, for that matter, the customer is buying you long before they buy what you’re selling.

Positioning 229

Positioning Real Estate Selling Skills Up-Sell 229

The Pipeline

APRIL 3, 2014

I am often asked a question I really hate, and while I have learned not to let it get on my nerves, and usually manage to deal with it calmly, it still pains me that my fellow professional sellers would ask it. Ya, you should pursue it vigorously. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Call-back 333

Call-back Commission Prospecting Objections 333

The Sales Hunter

FEBRUARY 24, 2014

We have come to number 4 on the list: 4. If you are afraid to walk away, then how will you ever face the music and not cave on price? The only you can be certain you won’t cave on price is by being willing to walk away. If the customer isn’t willing to pay full price, then walk away.

Negotiation 215

Negotiation Discount Face-to-face Selling Skills 215

The Sales Hunter

AUGUST 22, 2013

Treat email as one of the tools you have to communicate with a prospect/customer. For these people, I have two words: lazy and lousy. While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. In fact, you’re better off keeping it short.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

Women Sales Pros

MAY 18, 2018

“The 36 Questions That Lead to Love” – a fascinating article by the New York Times , referencing Mandy Len Catron’s Modern Love essay, “To Fall In Love With Anyone Do This.”. The idea is 36 well-crafted, thought-provoking, emotional questions can cause you to fall in love with anyone. Can you give me more background to…….

Leads 87

Leads Marketing Qualified Lead Exercises Motivation 87

The Sales Hunter

AUGUST 20, 2013

In talking with several other companies that had worked with the company, I kept hearing the statement, “You can dicker with these guys.” Yes, you can say for a moment that would be the type of company you would want to sell for because they’re willing to discount to close the deal.

Discount 197

Discount Selling Skills Negotiation System 197

The Sales Hunter

JULY 30, 2012

There is always something new you can learn about your customers. And this is true whether they are new customers or long-term accounts. If you pay close attention, you will see that there are often dramatic changes in customers’ industries or companies. Do not trust your memory alone.

Customer 179

Customer Industry Motivation CRM 179

The Sales Hunter

MAY 7, 2013

They claim they need to do it to generate cash flow to allow them to stay in business. I’ve been in that same situation having owned several small businesses over the years. When you discount your price to create cash flow, you’re doing a couple of things. Think about this.

Discount 194

Discount Strategy Margin Small Business 194

The Sales Hunter

APRIL 11, 2018

Are you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? We all have found ourselves screaming loudly after closing a big sale and gnashing our teeth when the “stupid customer” doesn’t agree to the sale.

Sports 138

Sports Territories Outbound Conference 138

SBI Growth

JANUARY 22, 2013

Few organizations have retooled. B2B CMO’s are being asked to increase the impact of customer acquisition in 2013. Lousy team structures with good capabilities outperform ideal structure teams that lack key capabilities. Assessing Marketing Team Capabilities for Customer Acquisition. Evolving your Marketing Team.

Demand Generation Targets 322

Demand Generation Targets Demand Generation Marketing Customer 322

MTD Sales Training

NOVEMBER 18, 2016

But the emails are so lousy or self-serving that they. (a) We help customers such as CDE, FGH and IJK automate their relationships with their delegates who attend their courses. Using ABC Ltd will help you: Improve communications with delegates. Here’s what I would have written if it was me approaching me! Best regards.

Prospecting 120

Prospecting Loyalty Cold Calling Distribution 120

Sales and Marketing Management

APRIL 18, 2018

So why do they often find themselves staring bitterly across it? On one hand, you have the marketer with his definition of a lead. He sees his function as doing everything it takes to drive a target audience into his arms. Then, he can claim to sales, “See what I brought you?”. Not surprisingly, miscommunication.

Marketing Qualified Lead 195

Marketing Qualified Lead Lead Rank Sales Qualified Lead Ideal Customer Profile 195

Alice Heiman

OCTOBER 17, 2018

The Sales Manager’s Guide to Greatness” is one of the best guides to sales management I have ever read, and I want to share it with all the business owners who need to thoroughly understand how to manage their salespeople or their sales managers. . It’s easy to read, and it offers exact instructions on what to do and how to do it. .

Leads 109

Leads Marketing Qualified Lead Hiring Coaching 109

Allego

APRIL 23, 2022

While your rapport, value proposition, and great questions may maximize this, you cannot afford to waste a single question. During a discovery call, sellers ask the prospective customer questions to help them understand how their company can assist the customer. Can you tell me more about that? What Is a Discovery Call?

Closing 118

Closing Decision Maker Call-back Resources 118

Vengreso

NOVEMBER 30, 2022

Have you ever received a connection request from someone without a LinkedIn photo on their profile? If you didn’t recognize the name, it’s probably safe to say you clicked “Ignore.”. You should not try to “hide” on LinkedIn by going without a LinkedIn profile photo. And also, what not to do!

LinkedIn 111

LinkedIn Ideal Customer Profile How To Video 111

Shari Levitin

JUNE 16, 2022

As we made our way to the gate, my father bent over, looked down at me and said, “You will have many opportunities in life to bend the truth and then justify your behavior.” When we have a non-negotiable in our lives, decisions are made easy. Manufacture customer testimonials or white papers? We are an honest family.”.

Airlines 62

Airlines Hiring Negotiation Referrals 62

Partners in Excellence

NOVEMBER 9, 2021

A frustrated CRO had invited me to help, he was struggling to drive some major changes in their go to customer strategies but wasn’t getting executive support. As timing would have it, the meeting was scheduled a few days after they had announced record growth, both in comparing YoY performance and current year growth.

Retention 59

Retention Competition Call-back Quota 59

Anthony Iannarino

MAY 26, 2020

There is no one there to provide you guidance, and even though we have tools and technology that can help us stay connected to our peers, including our managers and leaders, you are mostly alone. You are left mainly to your own devices (an interesting word that might now be read as literal). The Power of Self-Discipline.

Exercises 106

Exercises Social Media Promotion Up-Sell 106

Shari Levitin

JUNE 16, 2022

As we made our way to the gate, my father bent over, looked down at me and said, “You will have many opportunities in life to bend the truth and then justify your behavior.” When we have a non-negotiable in our lives, decisions are made easy. Manufacture customer testimonials or white papers? We are an honest family.”.

Airlines 62

Airlines Hiring Negotiation Construction 62

Zoominfo

JUNE 3, 2018

This month’s edition features content related to ABM, branding, customer experience, marketing reports, and so much more. If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals. Don’t believe us?

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

Partners in Excellence

FEBRUARY 28, 2018

I read dozens of articles outlining the single thing sales people or managers need to do to drive sales success. Focus on target customers/ICP. Understand your customers’ businesses and problems. Generate net new logos/customers. Retain and build share with customers and key accounts. It’s.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Referrals Proposal 52

Pipeliner

JUNE 16, 2022

No matter how good you are, you will come up short on occasion. So we must always remember, “”You Win or You Learn”. Why then do some of the most sophisticated selling organizations do such a lousy job of it? But how do you build such a capability? Grief tends to overwhelm logic.

Ideal Customer Profile 52

Ideal Customer Profile Guarantee Insurance Insurance 52

Janek Performance Group

JANUARY 4, 2023

Before you blame the prospect, the product, or the price, it helps to understand how the brain operates and the unconscious biases that impact your sales efforts. Decision-makers in a position of power have a dominant identity, making it challenging to teach them new things. What are you seeing on your end?”

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

The Spiff Blog

AUGUST 10, 2023

54% of organizations have reported cost savings and efficiencies as a result of AI implementation ( source ). On the other hand, you see how fast AI is evolving and wonder: is technology going to make my job easier, or render it obsolete? Here are a few of the specific ways AI can help you improve your sales comp management process.

Commission 80

Commission Compensation Forecasting Trends 80

The Sales Hunter

NOVEMBER 29, 2011

Negotiating Doesn’t Have to Mean Sacrificing Profit. Far too many salespeople waste time dealing with sales prospects who are nothing more than lousy prospects. The answer is because they have not determined if they are a prospect. How have you made decisions like this in the past? Negotiation. Networking.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

Hubspot Sales

MARCH 20, 2020

So, how do you implement a mature coaching program? For your sales function to operate at a high level, every sales-related role should be supported with coaching – this extends to customer service reps, external/field sales reps, business development personnel, and internal/digital sales reps. Are they meeting expectations?

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

Partners in Excellence

MAY 13, 2019

I’m sure you’ve experienced something that gives you a “rush.” Alternatively, it’s when everything comes together for the perfect golf stroke, everything seems effortless and the ball goes just where you intended it (I have yet to experience this). Sometimes we experience it in sports.

Sports 78

Sports Coaching ACT Training 78

Emissary

JANUARY 23, 2023

This restructuring has been brutal for commercial teams, resulting in a vastly different environment for sales leaders: Sales leaders will need to do more with less (again). Companies are taking advantage of an opportunity to reorganize in ways that just would have been too disruptive in previous quarters. So, what can a leader do?

Top of Funnel 52

Top of Funnel Hiring Face-to-face Account 52

Pipeliner

SEPTEMBER 16, 2019

Regardless of your best efforts to maximize your likelihood of success, you will fall short on occasion. It’s amazing, though, that some of the most sophisticated enterprise selling organizations do a lousy job of performing post-mortems. Do they ever get recognition? Because they have no frameworks to follow.

Enterprise 66

Enterprise Enterprise Ideal Customer Profile Guarantee 66

Pipeliner

FEBRUARY 26, 2018

When you’re vocal and visible, and you’re putting your business right out there on the internet and social media, you invite quite a lot of attention from people selling things. If you do call me or call on me, you might end up as market research or in a blog post, be it good, bad or ugly. Don’t be a sorry sales guest.

Margin 53

Margin Social Media Call-back Up-Sell 53

Sales Training Connection

JUNE 17, 2013

One point made in the analysis running up to the NBA Finals struck us: Both the Heat and Spurs are lousy on the boards. Well in both cases one is talking about very skilled people, doing a very difficult task, while competing against others who are also skilled. NBA Finals and Sales Strategy. Sales strategy and the NBA?

Strategy 104

Strategy Analysis Training Sales Enablement 104

SugarCRM

MAY 5, 2022

In the face of growing customer demands, it’s not easy to keep your clients happy. Sugar’s new research 2022 CRM Impact Report surveyed sales and marketing decision-makers to explore customer satisfaction and retention issues. The Great Customer Resignation Is Top Priority for B2B Marketers.

Churn 49

Churn Customer Lead Rank Lead Scoring 49

LinkedFusion

AUGUST 25, 2023

And social media platforms like LinkedIn are where you can find your b2b sales leads. But doing so with the basic LinkedIn Premium plan will not give you any best result. Using a sales navigator, you can get a detailed insight on account and lead recommendations that you’ve been looking for.

LinkedIn 52

LinkedIn Leads Marketing Qualified Lead Ideal Customer Profile 52

Anthony Iannarino

AUGUST 24, 2019

When someone says they “hate sales,” you can be confident they don’t work in sales. The reason people suggest they have a strong emotional feeling about sales is that they believe things about sales that aren’t true, had negative experiences, or are struggling to sell successfully. You Believe You Are Harming Someone.

Lead Rank 105

Lead Rank Hiring Call-back Lead Scoring 105

Pipeliner

SEPTEMBER 22, 2020

In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. Ask yourself: Have you ever tried to really change someone? Then ask yourself: Did you succeed? If you answered “Yes,” great! How do you do that?

Sales Management 98

Sales Management Hiring Commission Lead Nurturing 98

Allbound

MARCH 13, 2019

However, picking your partner bracket doesn’t have to be a challenge when you have the right strategy and a hint of luck. These four key factors can guide you on better ways to build your perfect partner bracket. Like it or not, it’s important to choose partners who have some major differences from you.

How To 48

How To Lead Rank Lead Scoring Analytics 48

Sales Evangelist

DECEMBER 20, 2021

But if you had an easy-to-follow strategy, would that make it better? In today’s episode of The Sales Evangelist, Donald is joined by Rachel Pitts, co-host of Women Your Mother Warned You About , to discuss five cold outreach strategies to use in 2022. But, as a salesperson, you are a professional interrupter. Leave a voicemail.

Real Estate 40

Real Estate Strategy Survey Follow-up 40