The Sales Hunter

AUGUST 5, 2016

Like you, I always seem to have a list of deadlines, demands, and projects commanding my attention at the same time. Like you, I can feel overwhelmed quickly and, in so doing, be challenged by the lack of time to do anything well. Over the years I’ve improved my time management skills by realizing it’s […].

Sales 134

Sales Selling Skills Sales Leadership 134

Score More Sales

AUGUST 5, 2016

People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go? The accounts and prospects get distributed too.

Prospecting 134

Prospecting Distribution Account Company 134

Understanding the Sales Force

AUGUST 5, 2016

There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! But summer is for sun and fun and some of the best things in life happen during the summer. As a result, we miss some of the best work-related things because we aren't working as many hours, may be in catch-up mode and not have the time to get to everything we would get to during cooler months.

Sales Leadership 131

Sales Leadership Relationals Sales Sales Process 131

Pointclear

AUGUST 5, 2016

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals.

Top of Funnel 126

Top of Funnel Funnel Lead Rank Marketing 126

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Increase Sales

AUGUST 5, 2016

Top sales performers know sales is about taking advantage of all opportunities. As Jeb Blount notes in his book, Fanatical Prospecting , they are fanatical about prospecting. These individuals know their ideal customer or customers. They are always looking for both the low hanging fruit as well as the fruit higher up on the tree. They are not in the business of losing sales.

Real Estate 80

Real Estate Commission B2C Face-to-face 80

SalesLoft

AUGUST 5, 2016

The volume of prospects, problems, and tasks for a SaaS sales rep is growing by the minute. Software is a competitive field, and in order to be successful, certain sales efficiency tools are required to help ensure that your reps end the day on top. Take a recent Accenture study that revealed a heartbreaking statistic: over 64% of an average salesperson’s day is spent on non-revenue-related tasks.

Tools 52

Tools Cold Calling Follow-up eBook 52

Engage Selling

AUGUST 5, 2016

Boost prospecting efficiency on your sales team while also creating a coaching opportunity with this innovative method. Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Coaching 48

Coaching Sales Opportunity Prospecting 48

Partners in Excellence

AUGUST 5, 2016

Our focus, naturally, is on what we sell. More accurately, it’s on what problems our products and solutions solve. For the moment, I’ll ignore that most sales people don’t do well at this most basic areas of working with customers. One of the biggest challenges to our success in selling, is that we seldom solve the customer’s “whole problem.” It’s their problem they care about, not just the component we address.

System 48

System Retention Relationals Customer Service 48

Sales Gravy

AUGUST 5, 2016

He wanted to know me and to build trust. He wanted to know I was there for him whenever he needed information, advice or just someone who would go to bat for him.

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