SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Physical mail has seen a big come back. If you haven’t added direct mail back to your marketing mix, do it. Strong call to actions would be favorable 3rd party reviews or a side-by-side comparison grid. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

A Sales Guy

NOVEMBER 27, 2012

If a “lead” did come in, it was called a bluebird. A bluebird was what we once called the unexpected lead that could come in and help us make our number. Warm leads not generated by sales people were so rare, we gave them a name, “bluebird” Back then, it was not the sales leaders job to generate leads.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

SBI Growth

OCTOBER 25, 2012

As a Sales VP, you need to understand how to get back more time. Communicated to all customers calling customer service would speed up service. Established a new 1-888 number for customers to call customer service. Call to Action: Develop a time worksheet for 25% of your sales reps focusing on the time buckets.

Hiring 310

Hiring Travel Territories Face-to-face 310

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

No More Cold Calling

APRIL 9, 2020

How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Whether you read this book in 2013, 2023, or 3013, you will witness much change throughout your lifetime. No More Cold Calling is my legacy.”. Do your salespeople?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. HBR backs me up on this, suggesting referral selling as a key strategy for gaining new-customer access: “Leverage referrals. The pandemic might be winding down, but not everyone is going back to the office.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

APRIL 3, 2013

Is your product manager creating content the same way they did back in the 80’s. The calls to action for the campaigns need to offer desirable content downloads. You have time, and the advantage is yours. Download the free Buying Process Map template. Jeopardizing Your New Product Launch. Momentum building teasers and presentations.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

Understanding the Sales Force

DECEMBER 6, 2013

The votes formed a typical bell curve with 25% saying the opening of the first scheduled call or meeting, 50% identifying the crucial mid point where the compelling reasons to buy must be uncovered, and 25% said closing. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. Listen intently.

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

SalesProInsider

MARCH 27, 2024

Working through these situations and bouncing back—and higher—each time has toughened me…and softened me. Getting Real at Work As I finish this note, I remembered that when Conversations That Sell was published in 2013, I had wanted it to be called “Get Real, Win Sales.” I’m embracing more risk – what is there really to lose?

Face-to-face 62

Face-to-face Compensation Conversion Conference 62

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Many times, they ask us the same back. Do your salespeople?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

The Sales Hunter

SEPTEMBER 24, 2013

In preparing for a sales call, you should at the minimum develop the following: 4 Questions that will allow the customer to explain to you their needs and the benefits they desire. 2 Questions that link back to what the customer shared with you on a previous call. Each time I do, I get comments back about how effective it is.

Cold Calling 240

Cold Calling Call-back Consultative Selling Closing 240

SBI Growth

NOVEMBER 13, 2013

Discover insights and market trends from SBI’s research in 2013. Did he do pre-call planning, or is he winging it? What’s your back-up plan if the milestones indicate lagging or superior performance? A back-up plan will help you if you’re caught off guard by unanticipated developments. You can go here to learn more.

Hiring 303

Hiring Trends Call-back Research 303

The Sales Hunter

SEPTEMBER 14, 2013

Think how often you call a prospect or customer and reach their voicemail. Do you ever wonder if you should leave a message — or if you should just call back another time? Check out the below video to see something you must know about voicemail: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 204

Video Call-back Motivation Prospecting 204

Score More Sales

DECEMBER 2, 2013

No return calls on voice mail messages? Here are some suggestions to help you get your messaging groove back: Start from scratch. or, The purpose of my call is to quickly show you how we make your customers happier, and it will take exactly 7 minutes to do so. Sometimes in sales you just need to start over with your messaging.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

The Sales Hunter

NOVEMBER 25, 2013

When giving your phone number, do it slowly and distinctly, regardless of whether you expect the person to return the call or not. Make the call while you’re standing in the middle of a wind tunnel or highway. State how you will call them back in a couple of minutes. Not leave your name and who you are.

Call-back 263

Call-back Consultative Selling Selling Skills Customer Service 263

Score More Sales

JANUARY 7, 2014

So start simply by thinking of three main questions you’d like answered or discussed in the next call you have with your prospect. You can always email a couple more, or call them back with the additional question. Bounce back what they said – not like a parrot, but like you really heard it.

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

The Sales Hunter

OCTOBER 2, 2013

If your goal is to get the phone call returned, don’t leave enough information to allow the person to make up their mind. Leave them with only enough information to return the call. If the person can’t write your number down easily, you’ve given them a perfect reason to not call back. Thanks again!

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

Steven Rosen

JANUARY 4, 2013

Welcome back to work. Click here and download my 2013 Goal Planning Guide and follow my “5 Steps to Achieving Success”. For more information email Steven at steven@starresults.com , call 905-737-4548 or visit [link] . Let’s face it most New Year’s resolutions fail. You may have already forgotten yours. Set time lines.

Face-to-face 293

Face-to-face Call-back Study Coaching 293

Score More Sales

NOVEMBER 1, 2013

Touches are the times you contact the buyer in some way — be it a phone call, proposal, video conference, or in person visits. Rather than calling and calling to reach someone, rarely leaving a message, I suggest building trust while leaving some amount of voice mail messages. You will call them back.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

The Sales Hunter

OCTOBER 28, 2013

They know the past doesn’t last, and the best way to get back on top is by preparing now for the next opportunity. It’s gone and isn’t that fantastic? Salespeople are quick to take all of the baggage they can carry into the next sales call. Quit looking back. Focus on the call you’re about to make.

Call-back 235

Call-back Sports Energy Motivation 235

Score More Sales

JANUARY 24, 2014

If you said you were going to call back Wednesday morning DO IT – a call Wednesday afternoon is not the same. Also sometimes I’m on a call that I just can’t type at the same time – so I’ll jot the high points down, summarize, and turn digital. So I’ll transcribe notes later.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

The Sales Hunter

DECEMBER 17, 2013

Every sales call you’ve made has always been perfect, so this is not for you, but I will ask you to read it anyway. I will admit I have blown more than my fair share of sales calls and I have learned a few lessons along the way. Disastrous sales calls are never as disastrous as we think. You’ve never made a mistake.

Cold Calling 265

Cold Calling Call-back Selling Skills Closing 265

Score More Sales

SEPTEMBER 13, 2013

Reps who make dozens, if not hundreds of calls, who craft emails and need to be fired up every day. Ability to educate or entertain – specifically, giving something back rather than “pitching” continually. Think outside of the box? Popularity – i.e. visitor numbers. Social media exposure – Tweets, LinkedIn/Facebook/Google+ promotion.

Resources 232

Resources B2B Oracle Lead Rank 232

Score More Sales

FEBRUARY 28, 2014

Sure, I’m slightly vain, and some of my friends have already called me “crazy” But cancer is crazy bad. I do not know my hat size but will find out – certainly is not too big of a head (despite what some of you may think), I’ll post that here as soon as I know, so check back. How could I resist?

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

The Sales Hunter

JUNE 18, 2013

While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

FEBRUARY 19, 2013

Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. Too many times when a call is not going good, it becomes too easy for the salesperson to think there is nothing else they can do. That’s the worst perception a salesperson can have.

Closing 230

Closing Call-back Follow-up Motivation 230

Score More Sales

JULY 29, 2013

That seller who regularly runs into obstacles and they always seem to bounce back? How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? Would you like just a little bit of that to help get you where you want to be? They have grit.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

Score More Sales

JUNE 25, 2013

Those with remote selling roles are in an office on the phones, and those calling on companies in person use the phone to set appointments, hold conversations, confirm meetings, and ultimately bring business to a close through the telephone. Most of us are reading email on our mobile devices, and making calls almost every chance we get.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

The Sales Hunter

JUNE 10, 2013

We all want to start off the week on a high note, so one of the easiest ways to do that is by calling one of your favorite customers every Monday morning. By calling a great customer on a Monday morning, you will hear from them why they like working with you. It can be a huge way to help get yourself back on track.

Motivation 235

Motivation Customer Call-back Quota 235

The Sales Hunter

OCTOBER 7, 2013

Make the tough call now. Putting off the tough call is one of the worst things anyone can do, because all it does is eat away at you and suck energy that should be used to go after building the business. If you have a difficult customer who needs to be called back, don’t put the call off, thinking somehow it will go away.

Motivation 258

Motivation Call-back Customer Service Energy 258

The Sales Hunter

OCTOBER 29, 2013

The prospect who calls you asking for your price is most likely doing it to help them rationalize why they should buy from whoever it is they’ve already met with. Third reason – and this is the most deadly — is they want your price to allow them to go back and negotiate a better deal with another company.

Customer 259

Customer Call-back Negotiation Prospecting 259

Score More Sales

OCTOBER 28, 2013

Eliminate phrases like, “If you have a chance to give me a quick call back” to simply, “Call me back at xxx-xxxx.” Be on a colleague’s phone call with prospective buyers to hear what they are asking about and what they are focused on in their position. ” Act the part.

Inside Sales 201

Inside Sales Call-back Lead Rank Lead Scoring 201

The Pipeline

FEBRUARY 11, 2013

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. Which is why I am here to say that the much maligned closed ended question does have a place in B2B selling in 2013; hell I’ll go further to say it has a place in Sales 2.0

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Score More Sales

AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. Do you see how you can incorporate a very brief but compelling snippet of a story into a voice mail or email and a longer version on a phone call?

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

Understanding the Sales Force

NOVEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. Pushing back on put-offs.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Score More Sales

MAY 20, 2013

This idea has impacted me and hundreds of individual contributors making calls from that day forward whom I’ve had the pleasure to train and coach. Some sellers call and call and don’t leave voice mail. This makes the call warm, and more likely to catch your buyer’s attention. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250