Sales and Marketing Management

SEPTEMBER 28, 2020

Following the 2008 recession, it took larger companies an average of four years to recover their pre-recession level of GDP , while smaller companies took six years. Many companies will need to make drastic changes to overcome the challenges they face. in the next year. B2B Sales Operations Are Changing for Good.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Too many salespeople make prospecting too complicated.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Client List. Testimonials. Mark’s Insights on PRICING.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Pipeline

MAY 27, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. March 2009. February 2009.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Is Your Company Ready for Year-End Sales? So, you tell me — is your company ready for year-end sales? prospecting. to “Is Your Company Ready for Year-End Sales?” December 2008. November 2008.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Sales and Marketing Management

MAY 6, 2020

Helping companies survive seems to be a new mission in marketing and sales, but it has always been our common goal. In essence, there will be a tight collaboration between marketing and sales as each company finds its unique winning formula to drive and repeat sales success, like a mantra. Questions That Matter.

Marketing 265

Marketing Churn Lead Rank Lead Scoring 265

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Sales Leaders at nearly every company complain about CRM compliance. Sales Leaders at nearly every company complain about lack of new business.

Motivation 156

Motivation Pipeline Hiring How To 156

Zoominfo

AUGUST 1, 2022

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Companies evaluate prospective new technologies with greater scrutiny or postpone such investments entirely. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

The Pipeline

AUGUST 22, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

MAY 13, 2020

While most employees focused on surviving the storm, leaders were in a more secure room reimagining their post COVID companies. For leaders, the conversation is about reshaping their companies and industries. I remember during the economic meltdown in 2008, I met with a VP of Strategy and a VP of Sales at a larger Canadian corporation.

Outsourcing Services 279

Outsourcing Services Real Estate Ideal Customer Profile Objections 279

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. Sales Motivation: When is One of the BEST Times to Prospect?

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Pipeline

SEPTEMBER 9, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Your company’s products and related services are utilized by companies of all types and sizes, Fortune 50 to mom and pop basement operations.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

JANUARY 13, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. I had a call from Bob, a director of sales with software company. Prospecting. August 2009. April 2009. March 2009. February 2009. January 2009.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

OCTOBER 31, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. Prospecting.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. prospecting. December 2008. November 2008. October 2008. September 2008. August 2008.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Always have the person’s name and the name of their company on a piece of paper in front of you as you call. prospecting. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings. Spend all day figuring out who you should prospect.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Pipeline

FEBRUARY 24, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Prospecting. 3 R’s of Prospecting Success. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

JANUARY 16, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Let me get this straight, normally you have prospects lined up out the door, round the block, but because I was coming today you cleared the lot, right?

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

NOVEMBER 11, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. I knew one company that had a desperate sales process. Prospecting. 3 R’s of Prospecting Success. ©2008 Copyright by The Pipeline.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

MARCH 9, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Prospecting. 3 R’s of Prospecting Success. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

JULY 18, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Through the mid and late 1990’s I sold an information solution, delivering live content directly into companies LANs, allowing them to create alerts.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

FEBRUARY 6, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. Prospecting. August 2009.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

DECEMBER 12, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Let’s be clear, this does not exclude new sellers, experience includes leveraging the collective experience of your company and fellow sales people.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales. You DO pour healthy effort into prospecting.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Companies don’t buy anything. ” It refers to the impact various people can have in an organization on what is actually the right investment a company should be making. prospecting. December 2008. November 2008.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Pipeline

MAY 6, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. . – Or they buy a company.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

JULY 4, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. August 2009. April 2009. March 2009. February 2009. January 2009.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

MAY 12, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. I see this over and over again in the early stages of sales development at every company we help. Prospecting. August 2009. April 2009. March 2009.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Sales and Marketing Management

DECEMBER 8, 2019

The trickle-down effect of this reality applies to companies of all sizes – but might be most crucial for small and midsize businesses. If an SMB is resource-constrained in terms of workers, it has to get smarter about how it uses technology to not only find or engage prospects, but also win customers and keep them for the long term.

PeopleSoft 254

PeopleSoft Social Media Customer SalesForce 254

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Again, this is an opportunity to ask the person with whom you are talking for the names of companies and individuals you may contact who could benefit from what you offer. Related posts: 5 Secrets to Get Better Prospecting Leads. prospecting.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. As a speaker and consultant, I spend time with salespeople, managers and company leaders across a wide spectrum of industries. prospecting. December 2008. November 2008. October 2008. September 2008. August 2008.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. ” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.” prospecting.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Companies are rarely able to look at everything they need to look at. For the salesperson who spends their time prospecting or dealing with a large number of customers, this concept still has value. prospecting. December 2008.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Pipeline

APRIL 29, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

OCTOBER 3, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Prospecting. August 2009. April 2009.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227