Sales 2.0

OCTOBER 14, 2012

Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 tools in general). This post is about knowing about your prospect. A key difference between marketers and sales people is the number of prospects we deal with.

Prospecting 323

Prospecting Face-to-face Google Segment 323

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

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JANUARY 17, 2013

It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. The Good News – Tools Can be Easy to Try Out and Implement. Does that ring a bell with anyone?

Tools 230

Tools Hiring Report Face-to-face 230

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. ” Sales Motivation Blog. Confidence.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

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MARCH 5, 2013

Recently I had the pleasure to interview Kyle Porter, co-founder and CEO of SalesLoft , a sales intelligence software company. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals. KP: We’ve created two services for sales folks that are connected to LinkedIn.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

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MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. FREE Resources.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. No, this means actively calling on prospects.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

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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. Try free tools to help monitor activity of your buyer – companies and individuals.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Sales Hunter

APRIL 3, 2012

There are more sales prospecting methods than I suspect there are salespeople. I recently shared with you in this blog what I saw as the big 9 sales prospecting tools. Let’s drill down on the list of 9 tools and talk specifically about #5: Focus, focus, focus. ” Sales Motivation Blog.

Prospecting 168

Prospecting Exact Objections Call-back 168

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Jan 12, 2012.

Social Media 157

Social Media Media Motivation Prospecting 157

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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. That’s the “sale”. The phone is just one tool in your toolbox.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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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. 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

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. Prospecting. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Discussing benefits rather than features.

Sales Tools 197

Sales Tools Tools Guarantee Motivation 197

The Sales Hunter

MAY 4, 2012

The number one item I get phone calls is sales prospecting. I’ve been blogging for the past several months extensively on the subject of sales prospecting. . The best sales prospecting systems are those that are simple. This is why far too many sales prospecting systems are broken.

Prospecting 174

Prospecting Webinar Metrics System Motivation 174

Understanding the Sales Force

JULY 18, 2012

Understanding the Sales Force by Dave Kurlan Three salespeople left voice mail messages for me today. The lesson here is not that salespeople should use LinkedIn inmails to replace phone calls, but they shouldn't be ignoring the power of that social media tool either. c) Copyright 2012 Dave Kurlan

Trends 180

Trends Real Estate Prospecting Cold Calling 180

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FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. This means that regularly we get new sales opportunities through a combination of Twitter and LinkedIn. Our results have exceeded even my optimistic expectations.

Twitter 232

Twitter Strategy Prospecting Promotion 232

The Sales Hunter

MAY 12, 2012

” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” One thing that is imperative in all email prospecting campaigns is to have the prospect receiving information they will find of value. Don’t make it your only tool.

Prospecting 175

Prospecting Campaigns Motivation Pipeline 175

SBI

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. The vendors I spoke to said they had higher quality conversations with higher qualified prospects. Luckily, I wrote and published a cool-tool recap on Saturday, before it kicked in. That’s good for everyone.

SalesForce 114

SalesForce Hotels Vendor Networking 114

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 09, 2012.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

MARCH 29, 2012

Yes, you can prospect using voicemail. 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. ” Sales Motivation Blog.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s 3 R’s of Prospecting Success. With a well planned Contact Program, you can Reduce the time, effort and cost of converting leads to prospects, and clients. December 2011.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Prospecting With E-Mail. Last week we looked at means of leveraging voice mail in prospecting. Sales 2.0 , Sales Technique , Success , Tibor Shanto , Video.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

MARCH 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

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

JULY 19, 2012

I’ve been looking closely at 6 secrets for prospecting success , and we’ve already covered confidence and follow-through. If you feel you don’t have the telephone skills you should have to be successful in sales prospecting, don’t feel bad. Same thing in prospecting. You’re not alone.

Prospecting 198

Prospecting Follow-up Motivation Tools 198

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

The Sales Hunter

JUNE 18, 2012

Everyone wants to believe they’re only going after high-value prospects, but the truth is far too many times the strategy being used is one that attracts low-value prospects. . If anything in your sales prospecting strategy is price-oriented, then guess what? Price should not even be a tool you use in prospecting.

Sales Qualified Lead 166

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 166

SBI

JULY 22, 2014

In 2012 it grew to around 350. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years. It’s my pleasure to announce our upcoming, inaugural issue of the Top 40 Marketing Tools guide. We want to hear from you.

Tools 123

Tools B2B Top of Funnel Marketing 123

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s 5 Ways to Boost Your Email Prospecting Response Rate. Go ahead, do it, its good for you and your sales! Prospecting via email can be wildly rewarding, or incredibly frustrating.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

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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. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. Resistance to the Cloud.

CRM 238

CRM Outbound Tools Study 238

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. Why this matters to you, the Sales Rep.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI

DECEMBER 15, 2020

4 Ways Tech Can Support Sales During Conversations (Not Distract). Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger. Prior to 2020, sales development reps used about 6 tools on average.

Conversion 127

Conversion Sales Cycle Energy Tools 127

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Success , Sales Technique , execution.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

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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. Prospect research is the most frequent LinkedIn activity.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276