Partners in Excellence

MARCH 27, 2024

Just got off a call with one of the best salespeople I’ve ever worked with. We were prepping for a very difficult customer meeting this afternoon. We also discussed the changing expectations his company had in the relationship with this customer. Without a doubt it was likely to be a very difficult conversation.

Conversion 96

Conversion Call-back Positioning Meeting 96

The Sales Hunter

JUNE 13, 2013

We’ve all said at one time or another under our breath while walking out of a customer’s office, “Stupid customer. ” I’d say there have been many a gathering of salespeople where the sole topic discussed is the stupidity of customers. The stupid customer or the stupid salesperson?”

Customer 218

Customer Education Motivation Prospecting 218

Selling Essentials RapidLearning Center

APRIL 19, 2022

True or false: Salespeople should emphatically NOT ask their prospects stupid questions. True or false: Salespeople SHOULD emphatically ask their prospects stupid questions. Because there are stupid questions that you should ask, and then there are “stoopid” questions that you shouldn’t. Feels so good.

Hiring 59

Hiring SalesForce CRM Software 59

Adaptive Business Services

MARCH 13, 2024

They are also easier to keep, but you have to continue to work to ensure that. Newer sales reps may avoid these, primarily due to a lack of confidence. If this is you, right now, you will need to gradually work your way up by demonstrating your ability to successfully manage larger projects. Never become complacent.

Vendor 77

Vendor Buyer Account Call-back 77

Understanding the Sales Force

JULY 12, 2017

The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet. The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet. That's stupid.

Leads 178

Leads Marketing Qualified Lead Course Up-Sell 178

Partners in Excellence

NOVEMBER 17, 2019

Sadly, every day I see more sales people committed to stupidity. As bad as those may be, it’s the commitment to being stupid that astounds me. Stupidity is a choice, and I’m stunned by the number of people that are committed to stupidity. What makes them stupid?

Ideal Customer Profile 75

Ideal Customer Profile Hiring Engineering LinkedIn 75

Partners in Excellence

SEPTEMBER 15, 2022

I was complaining about the mind numbing volume and stupidity of the marketing messages I get. Most often, they are SaaS marketing and sales technology suppliers. Why would the be doing things that don’t work? Stupid Works In Sales Your Marketing Is Driving Me Away! Or, they are SaaS unicorns.

Scale 84

Scale Customer Face-to-face Promotion 84

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. The timing isn’t right.

Prospecting 115

Prospecting Follow-up Call-back Proposal 115

The Sales Hunter

MAY 3, 2019

I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets. They are busy doing “busy” work. Ask yourself these two simple questions before you start working on anything: Will this make a difference with a customer? Will this grow sales or increase profits?

Sales Leadership 168

Sales Leadership Face-to-face Report Motivation 168

Zoominfo

APRIL 29, 2022

While the idea of getting a text from a sales professional may seem a little out of the ordinary, the rise of remote and hybrid work means sales reps are turning to text messaging more than ever. Here are a few no-no’s when it comes to contacting sales prospecting via text message: Don’t Write a Novel: Keep it short.

Prospecting 130

Prospecting Face-to-face Benefit Sales 130

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

JANUARY 14, 2013

The sad comment is that a lot of the items, though they seem stupid, are closer to reality than fiction for some salespeople: 365 Total Days in a Year. - ” - 7 Computer/systems errors — those days that just pop up where the computer system is just not working right. - ” Sales Motivation Blog.

Compensation 247

Compensation Quota Motivation System 247

The Sales Hunter

JUNE 21, 2019

It’s not good enough to just have a social media reputation that isn’t stupid. So, what does this mean for you as a sales leader? It means that you can ditch the endless commentary about the sales awards you’ve won and the number of “Top Seller” trips you’ve been on. Copyright 2019, Mark Hunter “The Sales Hunter.”

Social Media 180

Social Media Ideal Customer Profile Google Media 180

The Sales Hunter

JULY 9, 2013

Salespeople think for some stupid reason they have to show off their brilliance by asking complicated questions. In reality, the only thing that happens is it winds up confusing the customer, and the salesperson winds up looking stupid. Rarely do I ever have a salesperson say the questions didn’t work.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

The Pipeline

NOVEMBER 28, 2011

The Pipeline Renbor Sales Solutions Inc.s It’s About the Buyer, Stupid! Sales eXchange – 125. Stored in Attitude , Business Acumen , Compete , EDGE Sales Process , Interactive Selling , Proactive , Sales 2.0 , Sales eXchange , execution. Reminded me of the debate between Sales 2.0

Buyer 219

Buyer Pipeline Twitter Hiring 219

SalesProInsider

MAY 26, 2022

Have you ever considered how the “language” and “customs” of your buyers affects what they need to make a confident decision to move forward with working together? We discussed our thoughts on what keeps the first type of traveler from engaging in these customs: Not wanting to feel uncomfortable or a belief that they will look stupid.

Customer 62

Customer Travel Buyer Conversion 62

Go for No!

JANUARY 31, 2023

Go for No is a sales and marketing strategy that encourages individuals and teams to embrace rejection as a necessary step toward success. In sales, going for no is typically a one-on-one (or small team) endeavor. Trial and error to find what works and what resonates with people. Or, that’s so stupid.

Marketing 132

Marketing Social Media Scale Top of Funnel 132

The Pipeline

SEPTEMBER 2, 2013

But day after day you see sellers come to play with either the wrong questions, dull questions or just plain stupid questions. A couple of weeks ago I had someone trying to sell me a piece of technology that would “just rock my sales”. It may take time and effort up front, but it beats getting one right answer but no sale.

Follow-up 282

Follow-up Up-Sell Pipeline Buyer 282

Partners in Excellence

MARCH 4, 2024

He’s also written one of the best books on “communications,” in Lean Communication , as well as Strategic Sales Presentations. I had no formal sales training and no way to differentiate my product (what’s more of a commodity than money?). Our relationship didn’t start that way, in fact it was contentious.

Banking 73

Banking Industry Exact Training 73

No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. Social media, marketing automation, AI, predictive analytics, and all kinds of technology have cast doubt on traditional sales techniques and encouraged organizations to rely on digital sales prospecting. I already know the answer.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

Understanding the Sales Force

MAY 27, 2014

Understanding the Sales Force by Dave Kurlan From time to time I get pretty cool emails that make me want to write positive articles instead of negative ones. Capabilities of the Different Sales Managers. OMG''s customized Sales Candidate Assessments could say that a candidate is recommended, not recommended or worthy of consideration.

Hiring 224

Hiring Ideal Customer Profile Enterprise Enterprise 224

SalesProInsider

AUGUST 11, 2022

And the words we choose to use during our sales conversations can make or break the opportunity to close that sale and help that person. Remove these from your language during sales conversations to describe, ask for, or commit to something: Try. “ We bring expertise for XXX to working with you …”. . Words are powerful.

Closing 132

Closing Education Conversion Sales 132

Zoominfo

NOVEMBER 30, 2020

While the idea of getting a text from a sales professional may seem a little out of the ordinary. Yet, in the current remote working universe, sales reps are turning to text more than ever before. . Rules for Texting Sales Prospects. Texting your sales prospects is in. How NOT to Cold Text Your Sales Prospects.

Prospecting 195

Prospecting Face-to-face Cold Calling Benefit 195

The Pipeline

AUGUST 27, 2019

The old stat that is thrown around that salespeople only spend 23% their time selling is stupid and insulting. While it may be realistic to expect inside sales teams to sell more than 23% of their time, it is not for others. At best, you’re saying, “I’ll give you a better price if you don’t make me work for it.” By Tibor Shanto.

Wireless 264

Wireless Discount Face-to-face Scale 264

No More Cold Calling

NOVEMBER 29, 2016

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice. Are you fully booked for Q1?

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

The Sales Hunter

MAY 17, 2019

Sales and leadership is about connecting with people, and this means listening to people. The first universal thing of every egotistical person is that they are quick to view everyone else as stupid and not hesitant to say it out loud to whoever is listening. Ask yourself, would you want to work for a person who doesn’t value others?

Sales Leadership 146

Sales Leadership Churn Referrals Lead Rank 146

Hubspot Sales

OCTOBER 13, 2020

Do you have a new class of sales development reps starting soon? That's why training is so important for your sales team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Below, let's learn HubSpot sales managers' top tips for training your SDR team. Use a sales training template.

Hubspot 120

Hubspot Training Hiring How To 120

The Sales Hunter

JANUARY 23, 2014

Sales, including upstream and downstream sales, can be easily generated based on our extensive leading edge products and expertise. Our three innovative IT systems will facilitate your sales during the whole process.” Let’s just say it right now — stupid! Let’s just say it right now — stupid!

Direct Mail 201

Direct Mail Selling Skills Software Software 201

Partners in Excellence

JANUARY 7, 2020

In F2F, we had the time of the sales person, the travel expense and so forth. As a result, we do a lot of stupid things, because the cost of stupidity (from a cost of selling/marketing perspective is virtually zero. And if that doesn’t work, we 10X it. But what are the real costs of stupidity?

Lead Gen 62

Lead Gen Sales Qualified Lead Collateral Travel 62

Alice Heiman

AUGUST 1, 2023

Are you a CEO perplexed by your company’s stagnant sales? According to the insightful Larry Mandelberg, renowned author of “Businesses Don’t Fail, They Commit Suicide,” CEOs often become detached from the sales process and unknowingly hinder their team. The solution may lie within your own actions.

Guidelines 62

Guidelines LinkedIn Enterprise Enterprise 62

No More Cold Calling

NOVEMBER 17, 2016

Are your sales reps missing this crucial step in the sales process? A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Bluebirds are great, aren’t they?

Cold Calling 120

Cold Calling Prospecting Referrals Social Media 120

The Sales Hunter

JULY 25, 2013

A stupid salesperson working for a stupid sales manager. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Who cares?! How much time is the customer talking?

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

No More Cold Calling

JUNE 19, 2014

So the secret to increasing sales effectiveness isn’t finding complicated, impressive ways to explain what you do. Why Your Video Doesn’t Work for Me. Read “ Why Your Video Doesn’t Work for Me.”). Sage advice from a sales VP I used to work under: “Joanne, never leave a meeting without giving your buyer a task.

Gatekeeper 280

Gatekeeper Referrals Cold Calling B2C 280

Pipeliner

OCTOBER 15, 2020

Whether we work within a large corporation or attempt to sell to one, we need to simplify doing business. One sales training quote commonly used by sales trainers is forever in my mind. However, I don’t recommend using it: “Keep It Simple Stupid.”. The same is true when we work with entrepreneurs.

Sage 98

Sage Social Media Follow-up Loyalty 98

Partners in Excellence

FEBRUARY 17, 2021

In spite of how much I hate looking stupid to whoever’s doing the role play with me, I know they will help me be better. I know the work enables me to improve–so I don’t make mistakes (or at least fewer) with my customers. After all, it’s better to look stupid with our own team mates than with our customers.

Coaching 105

Coaching Fashion Sports Training 105

The Pipeline

MARCH 27, 2018

Those of you who have followed Gerald over the years know that he has dabbled in careers from banking to preaching, but had he picked sales as a career, he could have leveraged his observation above and found a stable, rewarding and reliable source of income. In a word, work. Looking At The Wrong Dot. Give Me An Uber. How Do I Do That?

Lead Rank 259

Lead Rank Lead Scoring Buyer Banking 259

MTD Sales Training

JANUARY 25, 2018

No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently.

Influencer 181

Influencer Research Objections Industry 181