The Sales Hunter

MAY 28, 2019

You can’t make too many sales calls of any type without encountering one. You don’t have to think that the gatekeeper is the person waking up in the morning with the sole intent to keep you out. Let’s first look at who is the gatekeeper. If you don’t know who you want to speak with, we’ll get to that later.)

Gatekeeper 220

Gatekeeper Decision Maker Call-back Follow-up 220

No More Cold Calling

FEBRUARY 14, 2019

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. Reps also engage in this mindless activity because their managers make them do it. They’re personal. These reps wait for a response.

Lead Gen 307

Lead Gen Call-back Lead Rank Lead Scoring 307

Zoominfo

MAY 7, 2020

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. “We You might think that positive language is a good thing, but it’s not. “You You might think that positive language is a good thing, but it’s not.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Nutshell

MARCH 25, 2024

You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied. You may think that your welcome and monthly check-in emails are enough to keep your clients satisfied. And you wouldn’t be alone—this is how many businesses introduce their clients to their products and services. Find out here.

Positioning 127

Positioning Customer Churn Face-to-face 127

MTD Sales Training

FEBRUARY 3, 2020

Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Think about it….who

Customer 246

Customer How To Call-back Cold Calling 246

Marc Wayshak

AUGUST 16, 2023

And one of the coolest things about being a high-ticket closer is that you get leads fed to you , and ultimately the goal is to just sell that high-ticket product or service over and over again. But every great high-ticket closer must follow an important process. Research your prospects up front. Check it out: 1.

How To 77

How To Fashion Video Sales Qualified Lead 77

No More Cold Calling

NOVEMBER 2, 2018

My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. That’s how you build relationships and trust. That’s what makes referrals so powerful. But trust must be earned, and we don’t earn that right with digital referrals. What a difference!

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

The Sales Hunter

SEPTEMBER 17, 2019

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. That will make the biggest difference.

Ideal Customer Profile 129

Ideal Customer Profile Prospecting Segment Referrals 129

Understanding the Sales Force

AUGUST 13, 2014

He told us about a team who went 0-7, losing each game by the mercy rule. For those of you who aren''t familiar with it, if a team is losing by 12 runs or more after 4 full innings, the game is stopped, showing mercy to the team who was getting slaughtered. Isn''t that a great way to frame losing?

Hotels 328

Hotels Call-back Banking Sales Qualified Lead 328

Hubspot Sales

MAY 17, 2023

Executives can make or break your company. Great execs help steer the ship with sustainable strategies, while those that aren’t the ideal fit create more stress than success. As a result, the right executive interview questions are critical. What are executive interview questions? Personality Interview Questions 1.

Hiring 82

Hiring Motivation Face-to-face Examples 82

Pipeliner

SEPTEMBER 24, 2023

Technology has given sellers so many ways to connect with buyers, yet prospecting is only getting more difficult. The answer is that technology has also given buyers more independence. The challenge for sellers is to demonstrate their ability to do so during prospecting. This is important because the prospect is busy.

Prospecting 69

Prospecting Face-to-face Churn Buyer 69

MTD Sales Training

MAY 15, 2020

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! ” Here’s 18 sales mistakes that poor salespeople make. How many are you guilty of? ” Could you do it? or even worse.

Face-to-face 156

Face-to-face Buyer Up-Sell Follow-up 156

Sales and Marketing Management

APRIL 30, 2018

Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. As a manager, that goes for you, too!

Sales Management 268

Sales Management Hiring Motivation Construction 268

Hubspot Sales

JANUARY 9, 2024

So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. The skills you learn on the job may also help you climb the sales career ladder. Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. But that’s not all.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Pipeliner

JULY 3, 2020

Are You “Cleared to Sell?”. By the time an airline pilot receives that confirmation from the control tower, you can bet that a pre-flight safety checklist has been performed. At least you would have enough napkins to soak up whatever slopped onto the table tray from your in-fight cocktail. You must have at least a clue.

Customer 98

Customer Airlines How To Call-back 98

Partners in Excellence

AUGUST 18, 2021

.” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” But just because the customer can answer those questions doesn’t necessarily mean the deal is real from the customer’s point of view. But we fail too often in poorly broadly defined ICPs.

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Mindtickle

NOVEMBER 2, 2023

Those who do are able to present bespoke solutions that solve their customers’ unique challenges. We’ll also share some of the key challenges and benefits of making the shift to the solution-selling methodology. We’ll also share some of the key challenges and benefits of making the shift to the solution-selling methodology.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Marc Wayshak

JULY 22, 2021

For as long as sales has been around, a fierce debate has always raged about whether selling is a science or an art… I think the answer is somewhere in the middle. In this video, I’m going to show you the art of selling in 11 words. To master the art of selling, we must first understand our prospects.

Call-back 118

Call-back Face-to-face Lead Rank Lead Scoring 118

criteria for success

JULY 8, 2021

Are you struggling to make headway with indecisive prospects? When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. You don't want to waste your time, but you also don't want to rush your potential clients into something they don't want or aren't ready for.

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

Zoominfo

MAY 19, 2020

There is a lot of confusion surrounding these questions. There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide. Whether a message is spam does not answer whether it is illegal.

Guidelines 182

Guidelines ACT Campaigns Scale 182

Vengreso

JUNE 10, 2022

Whether you’re a recent graduate, a newly-established freelancer who’s trying to generate leads, a job seeker in the market for a new job or position, or a seasoned sales professional, the strength of your LinkedIn profile can have a huge impact on your ability to attract and engage with the right audience.

LinkedIn 105

LinkedIn Ideal Customer Profile Hiring How To 105

Marc Wayshak

JULY 16, 2021

I can’t tell you how many salespeople tell me, “I use solution selling” or “My focus is on being a solution salesperson.” Your prospects are weary. What they want is to talk to someone who can demonstrate insight, someone who shows that they can bring value to their business or to their life.

Solutions Selling 118

Solutions Selling Objections Call-back Decision Maker 118

Autoklose

JANUARY 30, 2024

Here is a situation you probably experienced a number of times. You are working tirelessly to generate new leads, create the best prospecting strategy, and write the perfect outreach email. You send the emails expecting high response rates, but there is no answer. The thing is, you shouldn’t lose hope!

Follow-up 52

Follow-up Strategy How To Campaigns 52

Zoominfo

JUNE 9, 2019

If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. Good questions and the answers they produce can make a huge difference in your ability to close deals faster. Sales Questions To Close Deals Faster 1. How did you hear about us?

B2B 100

B2B Closing Scale Guarantee 100

LeadFuze

JULY 8, 2021

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. Given enough time, you’ll hire a dud. Face-to-Face Interview.

Hiring 98

Hiring Face-to-face Sales Qualified Lead Lead Rank 98

Gong.io

NOVEMBER 12, 2021

So you want to learn what skills the best-of-the-best sales pros use to close more deals, crush their goals, and make boatloads of cash? Of course, you do. You are reading this blog post! To emulate what the top sales professionals do, you can: . and cross your fingers that you sat in on the “right” calls.

Cold Calling 118

Cold Calling Negotiation Face-to-face Objections 118

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. Whether your prospect says yes or no is up to them. But, there are some things you can do to lead your prospect to a resounding yes.

Closing 102

Closing Proposal Call-back Vendor 102

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

Rob Jolles

SEPTEMBER 8, 2023

Spoiler Alert: You don’t need to say a thing! You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. Rather than responding, the best move you can make is to ask for clarification of the objection stated.

Objections 52

Objections Call-back Up-Sell Referrals 52

Rob Jolles

SEPTEMBER 8, 2023

Spoiler Alert: You don’t need to say a thing! You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. Rather than responding, the best move you can make is to ask for clarification of the objection stated.

Objections 52

Objections Call-back Up-Sell Referrals 52

LeadFuze

MARCH 10, 2021

How to Collect Prospects Before Making Sales Calls. Before you make a phone call, you should have a list of leads first. And LeadFuze can help you in that regard. Here are some benefits you can enjoy when you use LeadFuze: Building a list of leads is automated on LeadFuze.

Ideal Customer Profile 98

Ideal Customer Profile Sales Qualified Lead Hiring Decision Maker 98

Vengreso

MARCH 7, 2022

Anyone responsible for selling knows that prospecting includes cold emails (aka unsolicited emails), but who’s actually good at it? First, we have to answer the question of: What’s a ‘good’ open rate anyway? How Can You Be Persuasive In A Cold Email?

How To 98

How To Cold Calling Webinar Metrics Lead Rank 98

Mindtickle

SEPTEMBER 13, 2023

These buyers also have high expectations for great experiences throughout the purchase journey. These buyers also have high expectations for great experiences throughout the purchase journey. Those who practice consultative selling prioritize relationship-building. Most likely, you found yourself in one of two scenarios.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Mindtickle

JUNE 22, 2023

Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report. Here are our tips for both sellers and sales enablement leaders on how to make your sellers amazing cold callers.

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Hubspot Sales

SEPTEMBER 20, 2023

Operationally, conversational AI speeds up processes within tools like your CRM or CMS, makes reporting easier, decision-making more effective, and so much more. These conversational AI tools can process commands input and deliver a response in a way you can understand. Thankfully, there’s AI for that.

Conversion 105

Conversion Hubspot Lead Nurturing Ideal Customer Profile 105

Gong.io

JULY 25, 2022

So, this leaves a pretty big question on the table: How can we sell to a prospect without them feeling like they’re being sold to? One answer to this question is the Sandler pain funnel, a method of establishing need and urgency with prospects that feels more like a consultative interview than it does a sales pitch.

Top of Funnel 117

Top of Funnel Funnel Scale Sales Methodology 117

Sales Hacker

SEPTEMBER 24, 2022

Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. The 4 stages of a sales funnel.

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118