The Pipeline

OCTOBER 3, 2011

December 2007. Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. . Customer Care. March 2008.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

NOVEMBER 22, 2011

To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. customer service. customer service. Blog , Customer Service , leadership.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

FEBRUARY 27, 2012

Have a “customer satisfaction” phone blitz. Contact each customer you have sold to and ask them how they like your service. Remember, regardless of whether the customer likes your service, they are telling others. Don’t waste your time on any sites that don’t match well with where your customers are.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

DECEMBER 6, 2011

It’s not what you say; It’s what your customer believes. You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance. Take the time to engage with the customer. customer service. December 2007. November 2007.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

NOVEMBER 22, 2011

Customers continue to get smarter, and in today’s economy, they are using more tactics than ever to get what they want. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. Once you give the customer a lower price, they’ll expect it each time.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 2, 2011

Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. Sales Motivation: Leverage Your Best Customers. customer service. December 2007. November 2007. October 2007. September 2007. Don’t do it. cold calling. discounting.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Hubspot Sales

OCTOBER 18, 2023

But wild as this might sound, Dan actually didn't start his career in sales at HubSpot in 2007 — and I was lucky enough to have the chance to talk with him about the last 45-or-so years that he spent as a sales professional and what he has learned over that stretch. Always break down goals by revenue, new customers, and retention.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

The Sales Hunter

MARCH 2, 2012

Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. Customer satisfaction is what our customer’s choose to believe — it’s not what we expect. Our customers determine your level of success. customer service. December 2007.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

FEBRUARY 20, 2012

Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Again, you contact each customer. This is why I like tapping into existing customers for leads.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

JANUARY 24, 2012

Too many salespeople begin negotiating with customers too quickly. As soon as the customer gives any sort of resistance, it seems like the going norm is for the salesperson to roll over and play dead and give away the farm. When: You negotiate only after the customer has rejected your offer. Facebook. -->. Jan 25, 2012.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

FEBRUARY 8, 2012

I’ve spoken along these lines before, when I said that internet platforms are very effective for generating business with both existing and new customers. customer service. December 2007. November 2007. October 2007. September 2007. It’s Time To Kill Social Media. Risk of Social Media Marketing?

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 3, 2011

Phone Sales Tips When Contacting Customers. customer service. December 2007. November 2007. October 2007. September 2007. Phone Sales Tips: Voice Mail that Makes an Impression. Phone Tips: Voice Mail That Does NOT Work. Phone Sales Tips: Smartphone Messages That Work. cold calling. discounting. leadership.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 29, 2011

Take the time to contact each one of your existing customers with one objective — get referrals. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. customer service. December 2007. November 2007. October 2007. September 2007.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 19, 2011

Join groups where your customers are going to be. customer service. December 2007. November 2007. October 2007. September 2007. You need to participate in groups where senior level people are going to go themselves. Don’t waste your time joining groups made up of your peers. Go where the fish are.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Negotiation 214

Hubspot Sales

JUNE 27, 2022

Since those local outlets can no longer bring in customers and can't afford to sell their mattresses at a $300 loss, they go out of business, leaving the major retailer as the only mattress supplier in the market. Walmart and Target engaged in a price war on prescription drugs in Minnesota in 2007.

Retail 83

Retail Discount Consumer Competition 83

The Sales Hunter

JANUARY 10, 2012

Other times, sales negotiations should be seen as opportunities to take a stand or to send signals to a customer or even an industry as to how you will behave. You want to make sure you end the negotiation having earned the right, privilege, opportunity and respect to meet with the customer again. customer service. October 2007.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The Pipeline

MAY 6, 2011

December 2007. Sales in a New World – Choosing your Customer. We used to go far and wide looking for customers. Choose your customers. In addition to the marketing strategies outlined above, list out the 10-12 ideal customers your company would like to win. You really can pick your customers. January 2008.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Sales Hunter

DECEMBER 16, 2011

Make sure you have at least one positive piece of information you can share with each customer you meet. customer service. December 2007. November 2007. October 2007. September 2007. Your own enthusiasm and passion to help others will encourage others to act the same way around you. cold calling. leadership.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

Zoominfo

OCTOBER 14, 2018

In 2007 it took an average of 3.68 94% of businesses suspect that their customer data is inaccurate ( source ). Only 13% of customers believe a salesperson understands their needs ( source ). Try to see your forms from your customers’ perspective and fix any issues that could be impacting data quality.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

The Sales Hunter

JANUARY 3, 2012

You would be crazy to not learn from these: SECRET #1: Best leads will always come from your existing customers. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. The thrill of picking up a new customer this way is incredible. customer service.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 10, 2011

Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

DECEMBER 27, 2011

You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. Ignore customers and the numerous requests they make. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

FEBRUARY 25, 2012

Call your best customer! Yes, call one of your existing customers who has always been profitable for you and generally is a pleasure to work with. Calling one of your favorite customers immediately after you are unable to close on someone else is bound to keep you from falling into a pit of frustration and disappointment.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Hunter

DECEMBER 9, 2011

Or, what would have happened if you had been able to close your last sale without offering the customer anything extra? customer service. December 2007. November 2007. October 2007. September 2007. Here’s the link. Negotiation: Are You Prepared to Live with What You Put Into Writing? cold calling.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 20, 2012

Too many salespeople roll over and play dead when the customer even hints at not being willing to pay full-price. I recently witnessed an exchange between a customer and a salesperson where the salesperson — even before putting the offer on the table — told the customer they were going to give them a lower price.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

JANUARY 7, 2012

High-maintenance customers. Go ahead and admit there are customers who can suck the life out of anyone. In this case, the best way is to contact a positive customer you enjoy dealing with right after you’ve had to deal with the high-maintenance one. customer service. December 2007. November 2007.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Sales Hunter

NOVEMBER 10, 2011

A customer who has had a bad experience buying something is more likely to talk about that experience than the countless customers who have great experiences buying something. ” “I help CEOs make their companies more customer-friendly.” customer service. December 2007. November 2007.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Facebook Hiring 190

The Sales Hunter

NOVEMBER 29, 2011

At this time of year, too many salespeople find themselves in an awkward situation with a customer, wondering how to fill a December or January order. Knowing in advance how your accounting department will be handling year-end orders will also potentially give you additional leverage in working with the customer. customer service.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

FEBRUARY 4, 2012

I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs. It also allows us to gain a benchmark as to where the customer stands and ensures we know what it is we’re negotiating about — should it come to that. customer service. discounting.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

DECEMBER 27, 2011

Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Get them out visiting customers now. I like this, because in my book, a customer who calls you is a full-profit customer.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

JANUARY 24, 2012

Don’t ask your customers for a price increase. Customers of all types are experiencing price increases. Don’t give your customer an option by asking them. Start softening up your customer now for an increase you intend to take in a month or two. Talk quality with your customer.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Sales Hunter

FEBRUARY 16, 2012

customer service. December 2007. November 2007. October 2007. September 2007. Networking: "22 Tips to Use at Your Next Networking Event" "Networking is a Con Game" 10 Deadly Sins to Kill Your Sales Motivation. cold calling. discounting. high profit selling. leadership. negotiating. negotiation.

Networking 222

Networking Motivation Hiring Negotiation 222

The Sales Hunter

JANUARY 6, 2012

Another task to do in January is to make sure you start right away prospecting on those customers who may take the better part of the year to turn into a customer. These are the big kids on the block — the prospects who when you turn them into a customer, they will create a significant amount of new business. leadership.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Pipeline

AUGUST 12, 2011

December 2007. When the customer can’t be consoled, console the employee. “I can hear the frustration in your voice,” said Sarah, to an upset customer. As I listened to the retelling, I wondered how the customer kept up his griping gyrations in the face of such calm and respectful treatment. August 2008.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. We’ve all been led to believe the way you develop sales is by developing strong relationships with your customers. customer service. December 2007. November 2007. October 2007.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JANUARY 17, 2012

The salesperson is in the role of helping their customers learn what they don’t know — but need to know. You are your customer’s research and development department. When we see ourselves as being our customer’s research and development department, it moves us to a higher level in what we look at.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

JANUARY 27, 2012

Bad Salespeople Make Cheap Customers: Sales Training Tip #408. customer service. December 2007. November 2007. October 2007. September 2007. It’s Not What You Think. Sales Training Activities That Don’t Work. Sales Training Tip #368: Are You Truly a Leader? cold calling. discounting. leadership.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204