The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. When you prospect, you want to begin seeing action in your pipeline on a timely basis.

Networking 203

Networking Prospecting How To Quota 203

Janek Performance Group

MARCH 12, 2024

You can avoid such a scenario by developing an onboarding strategy that effectively enables new employees to adjust faster. Best Practices During The Hiring Process 1) Take the time while you have it Take a step back and really define what it is you want your new sales rep to accomplish. And what did they do wrong?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

No More Cold Calling

JUNE 23, 2019

You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. You may not agree with everything I say, and that’s OK. You may not agree with everything I say, and that’s OK.

Referrals 228

Referrals Scale How To Lead Rank 228

DiscoverOrg Sales

NOVEMBER 2, 2017

You just acquired a list of names, phone numbers, and email addresses. Time to plan your next marketing campaign, or start prospecting into your top accounts! You know a lot of those phone numbers are probably wrong, that many of those email addresses will likely bounce because people change jobs so frequently.

Data 133

Data Churn Hiring eBook 133

Partners in Excellence

MARCH 22, 2024

More seriously, Spence is one of a small number of people I include in my “kitchen table board of directors.” He talks about how he wanders between different roles and experiences, sometimes avoiding selling, but always finding his way back to selling. He and I share ideas about the state of selling and how we can drive improvement.

Call-back 77

Call-back Construction Up-Sell Research 77

Allego

APRIL 8, 2022

There’s one question I seem to field from sales reps on a frequent basis, more than any other: What are your best cold calling tips to improve effectiveness? I give more than simple pointers, I’m suggesting a 6 stage model to dramatically improve cold calls that I’m sharing below. or ‘have I caught you at a good time?’

Cold Calling 62

Cold Calling Lead Rank Ideal Customer Profile Hiring 62

Allego

MARCH 28, 2024

In a world where AI and automation are causing buyers to question if the person calling them is even human, sales reps must humanize their approach. In a world where AI and automation are causing buyers to question if the person calling them is even human, sales reps must humanize their approach. “We And we can help you.’”

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Gong.io

OCTOBER 20, 2021

an unsolicited e-mail that is sent to a receiver without prior contact; the email equivalent of cold calling. Wikipedia nails it; however, the Urban Dictionary definition is (unfortunately) sometimes more accurate. Oh, and that you close more deals (what really matters). COLD EMAIL. And we have the data to prove it.

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

Salesmate

JUNE 9, 2020

But sadly, few things are missed out when you do things in a hurry. Discovery call” is one of the most important parts of the initial sales process that’s not taken seriously by most of the sales reps. You cannot prescribe medicine without diagnosing the disease. What is a discovery call? So, do not take it lightly.

Face-to-face 125

Face-to-face Sales Qualified Lead Ideal Customer Profile How To 125

Sales Hacker

DECEMBER 29, 2023

Just like last week, we’ve got something special for you: a compilation of perspectives from some of the best go-to-market (GTM) leaders out there. 20 GTM leaders answer the question: What is one widely held belief that revenue leaders have that you think is bull$ or no longer serving us? What problem are you trying to solve?

Hiring 71

Hiring Call-back Cold Calling Scale 71

Hubspot Sales

AUGUST 4, 2020

If you don’t think you can succeed or land a deal, you will ultimately be right. But if you can remain positive you have a huge competitive advantage. Wondering how you can you be positive when you and your team are at 48-percent to the plan with two days left in the month?

Positioning 136

Positioning Hubspot Face-to-face Quota 136

Close.io

JANUARY 28, 2019

But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection: “We’re already doing this in-house. Why would we hire you to do it for us?”. But if you can determine what’s driving this objection, your response can turn into a great sales point.

Objections 132

Objections Hiring Face-to-face Sales Qualified Lead 132

PandaDoc

APRIL 20, 2022

But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

No More Cold Calling

MARCH 8, 2019

Why Women Shy Away from Sales. Perhaps that’s why millennials are more likely than their parents and grandparents to take time out of the workforce to care for children. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers. I never did.

Hiring 247

Hiring Referrals Networking Conference 247

Nutshell

JANUARY 17, 2024

But getting the relevant departments to play ball is sometimes easier said than done. Using a CRM in project management could be the answer you need for ultimate inter-departmental cohesion. That’s why using your CRM for project management is beneficial. Nutshell has what you’re looking for.

CRM 71

CRM Software Software System 71

Alice Heiman

MARCH 14, 2018

Do you sometimes feel like your sales team is counting on luck , instead of strategy and process to close deals? . Of course, I am going to advocate for strategy and process but som etimes, yes, you get lucky and will get deal s closed without it. . Hit Your Numbers . Cold Calling . Not luck. .

Closing 116

Closing Strategy Top of Funnel Buyer Persona 116

Zoominfo

SEPTEMBER 1, 2018

That’s exactly where you want to be. “We We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. You might think that positive language is a good thing, but it’s not. When sales prospects offer objections, it means they’re taking you seriously. It can drag on forever.”

Objections 130

Objections Face-to-face Exact Software 130

LeadFuze

JULY 25, 2021

Getting leads to respond to your emails or talk to you on the phone is difficult. No matter who you are (rep, manager, or founder), how well you get around them will determine success. It’s just one of those skills that will keep you afloat in hard times. Sales is getting past common roadblocks of leads.

Objections 105

Objections Guarantee Webinar Metrics Strategy 105

Crunchbase

DECEMBER 27, 2021

You might just need a tweak in strategy. These leads might not have opted in to receive your sales emails; however, if you found the right leads with proper sales prospecting , they may be the most qualified anyway. And sometimes it boils down to how well your business implements your chosen strategies. Data for 2021.

Top of Funnel 124

Top of Funnel Sales Qualified Lead How To Campaigns 124

InsideSales.com

MARCH 11, 2020

Do you need cold calling tips to get more clients? When is the best time to cold call? Learn the cold calling rules for cold calling success here! RELATED: Cold Calling the CEO – 7 Tips to Get Your Foot in the Founder’s Door. In this article: Cold Calling Tips for Successful Lead Generation.

Cold Calling 77

Cold Calling Sales Qualified Lead Call-back eBook 77

Hubspot Sales

JULY 30, 2019

And there's an obvious difference between consistently adding a bit of value with each check-in and doggedly pursuing prospects who have, in no uncertain terms, told you they're not interested. If you're doing any of the things on the list below, you might be coming off as pushy without even realizing it. The #1 response?

How To 108

How To Objections Buyer Intent 108

Marc Wayshak

JUNE 7, 2023

Have you ever been in a selling situation where you just felt like your mental game wasn’t there ? Or the prospect pushes back and you don’t know what to say? Or you just get nervous? Check out the following conversation to learn how top performers think, and why your mindset is key to selling more.

Call-back 90

Call-back Face-to-face Up-Sell Prospecting 90

No More Cold Calling

NOVEMBER 29, 2015

Here’s what you might have missed from No More Cold Calling this month. Are they on track to blow past quota, or still struggling to get cold prospects on the phone? Referral selling is the only business-development strategy that converts prospects into clients more than 50 percent of the time. Want Reps to Get Referrals?

Referrals 120

Referrals Face-to-face Cold Calling Sales Qualified Lead 120

MEDDIC

JANUARY 16, 2021

Should you call or email? Whether you are in a customer facing role or simply professionally interacting with other people, I’m sure you have come across this question more than once: Should you call, text or email? Phone, text, email, instant messaging, video calls, video messages, etc.

Ideal Customer Profile 88

Ideal Customer Profile Face-to-face Channels Call-back 88

Mindtickle

DECEMBER 6, 2023

In this post, we’ll take a closer look at why sales goals are important to sales teams, how to set effective ones, examples of common sales goals, and steps you can take to track and achieve them. What are sales goals and why are they important for your sales teams? Goals must have specific numbers attached to them.

Sales Goal 64

Sales Goal Cold Calling Churn Incentives 64

LeadFuze

JULY 13, 2021

In time though, you’ll get used to it and realize that it’s part of the business. Knowing this and understanding why people reject are crucial steps in becoming a successful salesman or businesswoman. Knowing this and understanding why people reject are crucial steps in becoming a successful salesman or businesswoman.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Bernadette McClelland

SEPTEMBER 18, 2018

As everyone was preparing for the Y2K bug to close down the world, I was closing up my files, picking up my bag and saying my goodbyes to a company I had called home for some 20 years. Lesson Number 1 – Don’t expect people you leave behind to ‘get you’. However, something was missing.

Lead Rank 170

Lead Rank Lead Scoring Follow-up Exact 170

Close.io

MARCH 17, 2020

You're realizing for the first time that working from home isn't what you thought it would be, and your numbers are down. That's why, when disaster strikes, the results of a high-stress environment on an already stressful job can seriously take their toll on your mental health. So what happens when you don’t? Really down.

Quota 126

Quota Cold Calling Exercises Face-to-face 126

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. But what is a sales pipeline and why is it so instrumental to selling success?

Pipeline 142

Pipeline Top of Funnel Forecasting Sales Forecasts 142

Partners in Excellence

APRIL 7, 2019

It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us. We want, in these first calls, to engage the prospect in a credible, high impact conversation.

Scale 85

Scale Sales Qualified Lead Lead Rank Hiring 85

Nutshell

MARCH 5, 2021

No salesperson should ever be afraid of objections. Savvy salespeople know that a large chunk of their prospects won’t ever become paid customers. But by the time a prospect says “I have no budget,” top salespeople know what to do. Don’t let ’em stop you. Raise the objection before the prospect does.

Objections 99

Objections Decision Maker Strategy Lead Rank 99

Gong.io

DECEMBER 14, 2021

You craft that prospect email. You hit send. . You send a follow-up email. THIS one will get them to open, click, and (maybe) even call you! You are a pro emailer. Here are 7 sales email statistics that will help you win more deals. You’ve done it your entire life. You’ve got this. What is up?

ROI 62

ROI Negotiation Sales Cycle Buyer 62

Janek Performance Group

NOVEMBER 17, 2021

When you hear the word “assessment,” most people think of a property appraisal. In this article, we will explore what to include in a sales assessment, who should conduct it, and why your organization should consider a sales assessments on a regular basis. But assessments are not just for properties and taxes.

Ideal Customer Profile 62

Ideal Customer Profile Benefit Hiring Top of Funnel 62

Sales Hacker

AUGUST 12, 2020

If you do it wrong, you alienate your customers. And even if you do a good job, you’re often ignored and risk being seen as an irritation. You only have one shot of standing out, and that’s by doing a GREAT job and hyper-personalizing. How did that make you feel? So, stop settling for good. How to Stand Out.

Scale 107

Scale Ideal Customer Profile LinkedIn Outbound 107

Braveheart Sales

NOVEMBER 19, 2020

And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that Prospects Are Honest. The number actually went up one percentage point since I last reviewed the data in October 2019. You probably have heard the old adage, “How do you know a prospect is lying? Their lips are moving!”

Prospecting 59

Prospecting Face-to-face Follow-up Sales Qualified Lead 59

Hubspot Sales

DECEMBER 31, 2019

I'll show you how everyone can benefit from using a sales cadence to define their sales process. Day 3: Email in the morning, call in the afternoon. Day 5: Call in the morning, call with a voicemail in the afternoon. Day 7: Email in the morning, call in the afternoon with a voicemail. Dubai, Turkey, and Romania.

Meeting 95

Meeting Apparel Company Hiring 95

Gong.io

NOVEMBER 7, 2022

But how do you handle multiple decision-makers? How do you maintain deal momentum and keep large deals from “slipping”? One of the main distinctions of a complex sale is you have to convince multiple stakeholders. One of the main distinctions of a complex sale is you have to convince multiple stakeholders. before closing.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62