Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. c) Copyright 2012 Dave Kurlan They must think we are morons. Do you know who else thinks we are morons?

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

JUNE 13, 2012

Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. If you want greater success in prospecting — and more sales! Copyright 2012, Mark Hunter “The Sales Hunter.” Focus by key industry.

Prospecting 206

Prospecting Automotive Health Care Segment 206

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? Feb 14, 2012. What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

JUNE 16, 2012

How many times have you spent too much time with what you thought was a great prospect, only have them wind up being a suspect? There are two ways you can validate a prospect. For example, you could ask them if they would review something you send them and then email you their comments. ” Sales Motivation Blog.

Prospecting 197

Prospecting Intent Motivation Objections 197

The Sales Hunter

MAY 10, 2012

Sales prospecting can be very difficult, but why make it any harder on yourself by having a bad attitude? Too many salespeople fail to realize how much they’re destroying their sales prospecting results due to their attitude. The best example I can share with you is the late night hotel front-desk clerk.

Prospecting 181

Prospecting Hotels Travel Intent 181

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. HELPFUL: Download InsideView’s Twitter for Social Selling Guide here. Start with simple Google searches.

InsideView 249

InsideView Research Eloqua Prospecting 249

MTD Sales Training

JANUARY 5, 2012

As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues. When the prospect picks up the telephone, you are instantly in their living room, their office or perhaps their bedroom! However, at the time of the call, the prospect knows almost nothing about you.

Cold Calling 276

Cold Calling Prospecting Gatekeeper Face-to-face 276

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Sales Hunter

MARCH 29, 2012

Yes, you can prospect using voicemail. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. An example might be, “I’d be happy to share with you the latest findings as to how you respond to recent changes in the labor laws.” Make it less than 12 seconds.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

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. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales.

Social Media 134

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

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. December 2011. November 2011.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

DECEMBER 26, 2012

A time when we make it a goal to do, stop doing and other resolutions that we hope will make the new year better than the one that just passed; although on reflection 2012 was pretty good. For example are there actions that you failed to take in both losses and those sales without outcome, clearly something worth changing.

Referrals 326

Referrals Maximizer Sales Cycle Quota 326

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. Much easier to show value to a customer than to a prospect. March 2nd, 2012. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Selling Essentials RapidLearning Center

JUNE 29, 2023

But research does show there are behaviors and gestures that play a role in whether a new prospect considers you to be trustworthy. But a few of the “low trust” behaviors seem less intuitive – what is it about touching your hands together, touching your face, or leaning back that could create distrust with a new prospect?

Study 52

Study Face-to-face Video Research 52

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 13, 2012. Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). Manipulative questions are designed to “set up” the prospect. Client List. Testimonials.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Pipeline

DECEMBER 27, 2012

A time when we make it a goal to do, stop doing and other resolutions that we hope will make the new year better than the one that just passed; although on reflection 2012 was pretty good. For example are there actions that you failed to take in both losses and those sales without outcome, clearly something worth changing.

Referrals 222

Referrals Maximizer Sales Cycle Quota 222

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on.

CRM 238

CRM Outbound Tools Study 238

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

Understanding the Sales Force

AUGUST 2, 2012

Let's take mobile apps for example. If the salesperson says that their solution is only $5,000 per person, the prospect immediately views this as an expense - and a costly one at that. Compare the two examples above and you'll see both the answer and the obstacle. c) Copyright 2012 Dave Kurlan The answer is the context.

Comparison 251

Comparison Closing Retention Examples 251

Score More Sales

JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company?

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Pointclear

AUGUST 14, 2012

Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012). However, in 2011 and 2012 the percent of our efforts focused on inbound dropped to 22% and 11% respectively.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 16, 2012. I saw an example of this recently at and event with nearly 100 people. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION.

Networking 222

Networking Motivation Hiring Negotiation 222

Understanding the Sales Force

JUNE 20, 2012

A salesperson's follow-up questions should nearly always be derived from a prospect's most recent response and that's where the challenge usually begins. In today's article we discuss five examples of what salespeople must do to sell more effectively. Here's an example. c) Copyright 2012 Dave Kurlan

Consultative Selling 231

Consultative Selling Call-back Proposal Follow-up 231

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. Prospect buy differently today. Content marketing has gone from a nice-to-have to a must-have in 2012. An example: Step #3.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! Prospecting. 3 R’s of Prospecting Success.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 11, 2012. Before you doubt me and stop reading, let me give you a couple of examples. The questions or comments your customer states might not be one of the examples above, but the objective is the same — they want you to cave.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Research is critical, because you are learning online where your prospects and customers are, and coexisting. As in real life, you need to go where your customers are. What communities?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 03, 2012. The reason I share these two examples is simple: The time periods you select to use to make cold-calls may very well consist of nothing more than 45-minute or one-hour windows on a daily basis. prospecting. Client List.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

SBI Growth

FEBRUARY 6, 2013

All 2012 did was buy me some time. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. The first example showed Charlie how the SPB helped launch a new product. A prospect will buy this software to replace a system they already have.

Banking 288

Banking Software Software Competition 288

Score More Sales

APRIL 15, 2013

Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?” Think ahead, and work to focus on listening to the buyer to hear what is on their mind. Ask powerful questions.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Understanding the Sales Force

OCTOBER 12, 2012

Some examples of "there" exist right here in the USA! For example, Need for Approval (the need to be liked) has tremendous power to hold back salespeople in North America, where 63% of all salespeople are burdoned with it. c) Copyright 2012 Dave Kurlan Don't believe me? Maine, Alabama, NYC and the Midwest.

Comparison 263

Comparison Exact Examples Sales 263

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. prospecting. Archives Select Month March 2012. February 2012.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%. Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Sales Hacker

OCTOBER 13, 2022

And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. The good news is that most prospects want to tell someone about what’s causing them problems and want to know that someone cares enough to listen. Then with your prospects’ needs and wants.

Social Media 86

Social Media Ideal Customer Profile Lead Rank Lead Scoring 86

Understanding the Sales Force

AUGUST 2, 2012

Let's take mobile apps for example. If the salesperson says that their solution is only $5,000 per person the prospect immediately views this as an expense - and a costly one at that. Compare the two examples above and you'll see both the answer and the obstacle. c) Copyright 2012 Dave Kurlan The answer is the context.

Comparison 169

Comparison Closing Retention Examples 169