Sales Hacker

NOVEMBER 14, 2022

Going from professional ballet dancing to running an AI startup may not seem like the most intuitive career trajectory…but when I share that body language and nonverbal communication is what brings this all together, things start to make a bit more sense. We all know how counter-intuitive it can be to talk while looking into the lens.

Video 112

Video Face-to-face Real Estate Intent 112

Sales and Marketing Management

APRIL 30, 2018

Salespeople don’t quit companies, they quit managers. He said that in football it’s easy to overcomplicate things with a massively thick playbook packed with Xs and Os. But at the end of the day, according to Holtz, your team members ask themselves three fundamental questions about you: Do you know what you’re talking about?

Sales Management 268

Sales Management Hiring Motivation Construction 268

Sales 2.0

JULY 8, 2022

Is it a good time to talk about this? Things stay as they are. Do they know the full impact of leaving things as they are? Could things get ugly later on if they don’t change something now? Is it a good time to talk about this? I’d argue in the real world this is quite valuable. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

MTD Sales Training

JULY 25, 2018

Some buyers can be quite intimidating to the point of being rude; others are quite passive and easily manipulated. To begin this process we need to look at 2 aspects of buyer behaviour; assertiveness and responsiveness. Analyticals like to analyse and compare things. This makes selling a real challenge.

Buyer 255

Buyer How To Analytics Negotiation 255

Alice Heiman

FEBRUARY 18, 2021

I love all things space. Unbelievable stories are told by people who just wouldn’t quit. They talk candidly about the highs and lows. I learn so many things. It gets me thinking about things I don’t usually think about. Tell him I sent you. . Casual Space with Beth Mund . I love my Star Walk app.

Exercises 159

Exercises Up-Sell LinkedIn Sales 159

Partners in Excellence

JUNE 29, 2023

Lahat and I have a regularly scheduled time to talk, once a month. Eventually, we found ourselves talking about memorable managers/leaders in our own careers. But then, Mary Lee (2- times), John, Jerry, and Bob (3 times) stood out. They were knowledgeable, they were focused, they did the things managers seem to do.

Report 68

Report Conversion Meeting Company 68

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. You drive me nuts with all your talking.

Customer 240

Customer Call-back ACT Selling Skills 240

Sales 2.0

AUGUST 25, 2018

Typical success rates in getting intros using this approach is approximately 1 in 2, vs 1 in 100 or 1 in 330 for cold calling. The key is to talk to someone that knows what is going on at your target account and start gathering information that will get you in. Template #2—make it easy on the “connector”. Light nudging.

Prospecting 150

Prospecting LinkedIn Banking Cold Calling 150

Julie Hanson

JANUARY 15, 2024

Yes, it’s important not to talk too much, fidget or overload your slides. Matching Your Audience’s Energy Talk about a snooze fest! Yet, the majority of presenters jump right into their PowerPoint to kick things off, missing a valuable opportunity to connect and engage with their audience. And they’re hiding in plain sight!

Face-to-face 77

Face-to-face Energy SAP Video 77

The Sales Hunter

SEPTEMBER 11, 2012

If you’re wondering what salespeople would like to tell their sales manager, below are 12 things salespeople have shared with me. 12 Things Salespeople Would Like to Tell Their Sales Manager. Quit trash talking other salespeople when you’re working with me. Why don’t you practice what you preach?

Sales Management 229

Sales Management Discount Cancellation Motivation 229

Julie Hanson

FEBRUARY 28, 2024

As an actor, I learned a number of things you should and should not do on camera, here are five common mistakes that apply equally to virtual sales: 5 Common Mistakes on Camera: 1. Forgetting the Camera Is the Eyes of your Audience Have you ever been watching a film or television show and felt like the actor was talking directly to you?

Film 62

Film Face-to-face Wireless ACT 62

MTD Sales Training

APRIL 16, 2019

Some can be quite intimidating to the point of being rude; others are quite passive and easily manipulated. To begin this process, we need to look at 2 aspects of buyer behaviour; assertiveness and responsiveness. Analyticals like to analyse and compare things. They take their time and are wary of making quick decisions.

Buyer 212

Buyer How To Analytics Negotiation 212

Julie Hanson

JULY 19, 2021

Have you ever been in a live meeting where the presenter rarely took their eyes off their slides, looked down most of the time, or never quite made direct eye contact with you? All things being equal, people do business with people they like. It Makes You Appear More Likable. The Close, But No Cigar Speaker. How do they do it?

Video 143

Video Face-to-face Negotiation Intent 143

Nutshell

APRIL 4, 2024

More communication is always a good thing, as it helps unify everyone toward your core goals and improve their ability to work together. Microsoft Teams Price: $4+ per user per month Microsoft Teams is an interesting tool, because it can do quite a lot of things. And that, in turn, leads to more revenue.

Tools 77

Tools Microsoft Google CRM 77

Score More Sales

OCTOBER 28, 2013

It is a tricky thing in sales careers when it comes to confidence. I talked about quick wins recently – whether your manager assists you or you do it on your own, find low-hanging opportunities you can bring to closure – buyers who are very close to buying, and gain the muscle memory of closing a deal in your newer role.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

Cience

OCTOBER 8, 2020

Talk about persistence paying off! The main thing is the main thing: he got the client. Maybe it’s a fear thing…. When the 1st follow-up comes in, 81% of prospects aren’t even ready to talk to a salesperson. At CIENCE, we’ve learned that a 2-3 day gap between sales follow-ups works the best. And I get it.

Follow-up 115

Follow-up Strategy Lead Rank Lead Scoring 115

Hubspot Sales

APRIL 26, 2023

If you changed billing terms or offered a slight discount, would that change things? Simply talking to you isn’t enough — the prospect needs to be able to move the deal forward. Instead, keep things positive and ask that point of contact who (besides them) should be involved in the conversations. Not necessarily.

Prospecting 113

Prospecting Decision Maker Lead Rank Lead Scoring 113

The Spiff Blog

DECEMBER 7, 2023

The Outdated Spreadsheet Unfortunately, no one let your boss know that commission management technology has evolved quite a bit beyond his decades-old spreadsheet. No Escaping the Spreadsheet When you’ve got nothing but Excel to help you track commission, you come to learn one thing very quickly: there’s no escaping the spreadsheet.

Commission 80

Commission Banking Cold Calling Scale 80

MTD Sales Training

DECEMBER 18, 2017

Even though you are doing the same things that you were doing when sales were up, you enter that phase where nothing closes, no-one wants to talk to you and the competition start taking over. Here are some tips that will improve your motivation and drive when things aren’t going according to plan. But it needn’t.

Motivation 181

Motivation Follow-up Competition Campaigns 181

The Sales Hunter

DECEMBER 4, 2012

Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. Recently Zig Ziglar passed away and I can’t help but remember how much he used to talk about this. It starts with you, not with what you sell.

Closing 260

Closing Video Motivation Up-Sell 260

Understanding the Sales Force

JULY 20, 2014

It''s not quite as simple to figure out how many were actually hired but we have our ways. We instruct our clients to run a 5-step process where the first 2 steps are to follow a link to an online application, and after completing that, follow another link to the online sales assessment. What if You Don''t Get 40 Resumes per Role?

Hiring 240

Hiring Real Estate Incentives Incentive 240

Alice Heiman

JUNE 17, 2021

We’ve talked in the past about the sales leader’s role in conquering the complex sale. Before we jump into the actions, let’s make sure we understand what we are talking about when referring to a ‘complex sale.’ But quite often, organizations don’t get the hiring process right. Action #2: Set Goals . Tweet This!

Hiring 140

Hiring Quota Call-back Webinar Metrics 140

Partners in Excellence

SEPTEMBER 15, 2022

They take high attrition rates/turnover as “the way things are.” Low engagement, the great resignation, quiet quitting are now business constants that leaders have to manage around. At the same time, I seldom hear leaders talking about the implications of this. Too many leaders seem to have given up.

Buying Cycle 89

Buying Cycle Lead Rank Lead Scoring Coaching 89

Partners in Excellence

JANUARY 28, 2023

And the email started with: Two years ago, the issues most critical to people like you in [name an industry] were these…… And the letter went on to talk about how the sender could help. Terms like the great resignation, quiet quitting, work-life balance, while always important seem to dominate our thinking as business leaders.

Face-to-face 62

Face-to-face Hiring Energy Retail 62

Hubspot Sales

JUNE 29, 2023

High Failure Rate According to Investopedia , over 90% of new life insurance agents quit within the first year. Insurance segments like health do not have these high quit rates. Sometimes, agents quit because they get burned out trying to convert company leads that a half-dozen ex-agents may have pitched. Image Source 2.

Insurance 98

Insurance Insurance Salary Policies 98

Hubspot Sales

FEBRUARY 7, 2023

Talking to people drains your energy. If you’re someone who gets energized talking to new people, sales is often a great fit. If even talking to coworkers drains your social battery, you may quickly find yourself worn out after even a few phone calls. It’s one thing to come home tired. Sales is about talking to people.

Cold Calling 107

Cold Calling How To Hiring Travel 107

Hubspot Sales

AUGUST 31, 2022

They are thrilled when: Someone else decides to quit their job and travel in South America for 6 months. How do they talk about their accomplishments? Take these characteristics into account when you’re talking to a customer, a colleague, or your team. They want to talk about their stories. They are humble. Themselves.

How To 145

How To Face-to-face Study Film 145

LeadFuze

JANUARY 1, 2022

As a manager, you probably expected things to turn out differently. Option 1: Quit Your Sales Job. If you want to quit, just do it. Its important to know before leaving sales job that there are many things other than pay and commission structure for motivating people. Step 2: Tie Up All Loose Ends.

Hiring 52

Hiring Commission Top of Funnel Lead Rank 52

Partners in Excellence

AUGUST 18, 2021

There are four conditions that we and our customers must meet to maximize the probability that the buying effort is real and can end successfully, rather than withering away as more important things divert the customer attention. I was talking to a client and asked them to describe their key ICP. “It’s technology companies!

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Autoklose

FEBRUARY 12, 2024

The first thing you should get right is capturing their attention and intriguing them enough to click on your email. Catch Their Attention With the Right Subject Line Networking subject lines Sales/Offers Job seeking 2. Psychologically speaking, what we’re talking about here is a phenomenon called the Similarity-Attraction Effect.

How To 52

How To Networking Follow-up Call-back 52

LeadFuze

AUGUST 7, 2021

Salespeople sometimes find the buying patterns of buyers to be quite baffling. What sorts of things can we conclude from this? If you can’t offer a good reason why a buyer should talk to you now , don’t be surprised if your attempts to pursue a sale stall out. 2 Understand that Buyers are Risk-averse. 2 Focused on price.

Buyer 98

Buyer Vendor Consumer Negotiation 98

Nutshell

JANUARY 3, 2024

The only thing you need to start this business is a lawn mower and maybe some additional equipment like a weedwhacker. This isn’t quite as easy as lawn care, but it’s still not too hard—once again, all you really need is the right equipment and some basic knowledge of how to use it. Both of those things are pretty easy to acquire.

Transportation 71

Transportation Industry Insurance Insurance 71

Nutshell

JANUARY 3, 2024

The only thing you need to start this business is a lawn mower and maybe some additional equipment like a weedwhacker. This isn’t quite as easy as lawn care, but it’s still not too hard—once again, all you really need is the right equipment and some basic knowledge of how to use it. Both of those things are pretty easy to acquire.

Transportation 71

Transportation Industry Insurance Insurance 71

Jeff Shore

JUNE 19, 2018

(Author’s note: This is part five of a series on how to talk to your customers. We cannot accurately answer that question, but I think we can agree that the degree to which fear impacts our lives is probably quite high. You must do the thing which you think you cannot do.” Should you talk to your customers about fear?

Customer 111

Customer Face-to-face ACT Positioning 111

Sales Evangelist

AUGUST 4, 2023

Knowing who to talk to and how to reach them can save you from getting caught up in drawn-out back and forths with the wrong people. They talk about boosting efficiency and effectiveness in the sales process through focusing on ideal buyers. Things change. Not all decision-makers think or act the same way.

Ideal Customer Profile 40

Ideal Customer Profile Decision Maker Top of Funnel How To 40

Jeff Shore

JANUARY 10, 2019

Talking Too Much. You cannot talk and learn at the same time. Talking too much during a sales conversation is often inspired by insecurity, bad strategy, or just a lack of curiosity. Talking too much during a sales conversation is often inspired by insecurity, bad strategy, or just a lack of curiosity. Using the “I” Word.

ACT 104

ACT Buyer Follow-up Influencer 104

Hubspot Sales

OCTOBER 13, 2020

No-such-thing-as-a-stupid-question policy. Training an SDR isn't a one-day thing. I don't know everything, that's for sure, but together we can figure things out, come up with plans or find the people who do know the answers. Never quit. Never quit. That way they will remember things more. Set expectations.

Hubspot 120

Hubspot Training Hiring How To 120