The Sales Hunter

JUNE 28, 2012

This is why so many salespeople struggle getting beyond what I see as the three big barriers in sales: Closing the sale. Discussing benefits rather than features. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Prospecting.

Sales Tools 197

Sales Tools Tools Guarantee Motivation 197

The Sales Hunter

JULY 14, 2012

Far too many salespeople are willing to give in and give a new customer a discount thinking it’s what is needed to close a sale. If you find yourself in a situation where you feel you have to offer a lower price to close a sale, try instead offering the customer extended payment terms. ” Sales Motivation Blog.

Discount 176

Discount Tools Prospecting Benefit 176

Score More Sales

FEBRUARY 8, 2012

Sales Tips and Strategies to Grow Revenues. CRM Is the Tool and Sales Follow Up Is Key. by Lori Richardson on February 8, 2012. The same is true with any cloud-based (SaaS) tools to help you in your business – they must be used, and used properly for you and your company to benefit. Consulting.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. MarketingSherpa, 2012).

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 7 Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The Sales Hunter

MAY 11, 2012

Because of this reality, if you intend to use the telephone to develop sales prospects, then you have to be able to use voicemail effectively. Your message can become the silver bullet when it contains a value statement that benefits the prospect. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 166

Prospecting Tools Insurance Insurance 166

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Jan 18, 2012. I’ve had it with the sales pundits who proclaim cold-calling has no place in today’s business world.

Cold Calling 209

Cold Calling Motivation Negotiation Ideal Customer Profile 209

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

MARCH 14, 2013

Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. These users feel that LinkedIn is an essential business tool.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. The benefits of team selling? Comp plans?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

I’m spending the next three days at the largest International conference for Inside Sales Professionals at their annual Dallas Leadership Summit. If you are a sales leader, you should be here – and you might still be able to squeeze in by going to the AA-ISP website. The benefits of team selling? Comp plans?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 10, 2012

Track Your Sales Opportunities! Are you a sales data naysayer? Metrics and measurement save the lives of your sales opportunities. Metrics and measurement save the lives of your sales opportunities. If you sell commodity items in a single conversation, this would not be a complex sale. What are the trends?

Pipeline 215

Pipeline Lead Rank Lead Scoring Decision Maker 215

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. At this critical stage, defining the vision for the project, most buyers are researching options on their own, and not involving sales in the process. Serious budget constraints make even high ROI projects hard to get approved.

Case Study 70

Case Study Comparison Decision Maker ROI 70

Score More Sales

APRIL 27, 2012

To be good at this, first get well-connected on LinkedIn and have a paid account to really benefit from all of LinkedIn’s research tools. Remember that conversations are not about you telling a prospect all the features and benefits of your products. That’s the “sale”. The phone is just one tool in your toolbox.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

To be good at this, first get well-connected on LinkedIn and have a paid account to really benefit from all of LinkedIn’s research tools. Remember that conversations are not about you telling a prospect all the features and benefits of your products. That’s the “sale”. The phone is just one tool in your toolbox.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Jan 12, 2012. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 157

Social Media Media Motivation Prospecting 157

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Avoid the conventional lip service you pay sales strategy development ; that’s old school, develop a sales strategy that the sales team understands and can really rally behind.

Strategy 293

Strategy Analysis Quota Resources 293

The Sales Hunter

JUNE 26, 2012

Here’s my list of what I say are the 6 secrets you need to master if you’re going to become a sales prospecting expert: 1. The most important trait I believe you have to have to be a success in sales prospecting is confidence in yourself and your process. Benefit statements. ” Sales Motivation Blog.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. As well, a tool is included – a sample rollout communication plan. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. But to ensure the highest adoption, Sales must leverage HR.

Compensation 292

Compensation Channels Fashion Construction 292

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Score More Sales

SEPTEMBER 17, 2012

Remember the business conference or sales offsite you attended to sharpen your skills – perhaps you were a speaker. Even if you were an attendee, you can benefit from being connected to a great event through curation. This was done on Pinterest, a tool that many scoff at for B2B use.

B2B 194

B2B Opportunity Banking Conference 194

Sales Hacker

DECEMBER 29, 2022

I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer. Solution selling is a sales methodology in which the seller diagnoses the prospect’s problems or pain points and presents their product as a solution to that problem. Table of contents.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

The Sales Hunter

MARCH 29, 2012

View the message you’re leaving as a tool to build awareness about how you’re different than 95% of all other salespeople. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. It must include one benefit statement the customer will see value in.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. What about Plaxo and dozens of other second-tier networking tools — same thing. Negotiation.

Social Media 152

Social Media Media Motivation Hiring 152

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Look at the specifics of the content and how it relates to your accounts, you sales. December 2011. November 2011.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Score More Sales

FEBRUARY 12, 2013

1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire. 2) They tell me that only “some” of their clients are using social tools. Matt Heinz, who will also present shares some of his favorite social selling tools here. You know why I’m excited?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

SBI Growth

OCTOBER 14, 2012

As the SVP of sales, you need to figure out why fast. Sales leaders have a tendency to blame comp plans, talent, or lack of training. As a Sales leader you may be too close to the problem. To define the problem correctly, you need to understand what piece of the sales supply chain is broken. What is a sales supply chain?

Hiring 292

Hiring Sales Qualified Lead Lead Generation Revenue 292

SBI Growth

AUGUST 6, 2013

However, the tremendous hype on what marketing can do for sales is falling short. The answer is your sales team. 57% of B2B the buyer’s journey happens before your sales rep gets engaged. Give your team the tools to become “Social Sellers”. This article will explore getting your sales team engaged in social selling.

LinkedIn 306

LinkedIn How To Social Selling Social Media 306

The ROI Guy

APRIL 25, 2012

In this environment, traditional sales and marketing won’t work, as you now have to challenge the buyer’s statusquo in order to get to yes.” The Alinean tools help answer the key purchasing decision questions of “Why Change?”, “Why Now?” in a more quantified and compelling way than traditional marketing collateral and sales pitches.

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Never before has the linkage between Marketing and Sales become more important. So what’s your next move?

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Score More Sales

MAY 31, 2012

After that, it is company process training – meaning more about the internal workings of how orders flow through the organization than even close analysis of the key steps within sales for a predictable process to happen. No single sales performance improvement provider is right for every company’s requirements”. It is very simple.

Sales Coaching 200

Sales Coaching Coaching Lead Rank Retention 200

Score More Sales

FEBRUARY 22, 2013

We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool. My hope is that you see clearly why being vague, impersonal or one-sided does not work with LinkedIn requests, or in sales as a whole.

LinkedIn 248

LinkedIn Networking Ideal Customer Profile Outbound 248

CloserIQ

OCTOBER 10, 2018

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. This is by no means an exhaustive list, but here are some great companies to consider for your next sales job. ProfitWell.

Hiring 76

Hiring Company Policies Analytics 76

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data.

Marketing 247

Marketing Outbound Inbound Vendor 247