SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Email used to be for only acquisition and customer communications. Content Marketing allows you to sell the way a customer wants to buy. It’s about providing valuable content that prospects seek to solve a problem. Direct Email.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! It failed because the Sales people were relationship builders accustomed to slow growth in existing customers. Culture at another firm required Sales Reps to do their own prospecting and sales.

Compensation 253

Compensation Hiring Incentives Incentive 253

The Sales Hunter

JANUARY 28, 2013

As you look at 2013, challenge yourself to not set targets and goals based on what the economy says you should or should not be able to do. Let’s all go out and make 2013 not just a good year. Copyright 2013, Mark Hunter “The Sales Hunter.” Same thing for us in our job. ” Sales Motivation Blog. .

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

Zoominfo

OCTOBER 13, 2022

Founded in 2013, AGL began as an exporter of goods for manufacturers in the forest products sector. Shortly after AGL was established in 2013, the US forest products industry experienced a period of sustained growth. We didn’t have a formal prospecting strategy,” Zambo says. “We billion to about $40.9

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Unfortunately many companies don’t perform any type of win-loss analysis so they don't understand their customers in these regards. management thinkers.

Trends 153

Trends Decision Maker Territories Analysis 153

SBI Growth

AUGUST 15, 2012

What data can we mine to generate insights about our customers? Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. Typically this is something like, 30 additional prospects X average deal size = lift of $X in sales.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. Align each prospect with that journey, as well as your own sales strategy. New Product Launches are announced.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

DECEMBER 2, 2012

The day was extremely productive…until we landed on a prospect he had been calling for 6 months. The prospect was courteous, polite, and even sounded happy. Do you have prospects that are dragging you down? How will you be different in 2013 with your selling efforts? Do they fit one of your Ideal Customer Profiles?

Ideal Customer Profile 310

Ideal Customer Profile Prospecting Segment Salary 310

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. When you are doing research what you will find is one piece of information can be used with multiple sales prospects.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

SBI Growth

SEPTEMBER 2, 2012

Developing a holistic understanding of the customer and looking at the world from an outward-in perspective will make data analysis truly meaningful. To gather customer information and develop an outward-in focus, sales operations has to disconnect from analyzing spreadsheets and start talking to customers.

Data 267

Data Analysis Sales Operations Buying Cycle 267

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

The Sales Hunter

JUNE 13, 2013

We’ve all said at one time or another under our breath while walking out of a customer’s office, “Stupid customer. ” I’d say there have been many a gathering of salespeople where the sole topic discussed is the stupidity of customers. The stupid customer or the stupid salesperson?”

Customer 218

Customer Education Motivation Prospecting 218

The Sales Hunter

MAY 8, 2013

When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. ” Sales Motivation Blog.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

JULY 29, 2013

Thinking about a prospect is not the same as contacting a prospect, so it’s about time we quite confusing the two. Far too many salespeople spend all of their prospecting time working on their prospecting list, gathering information, and thinking about how they’ll prospect and what they want to say.

Pipeline 238

Pipeline Prospecting Compensation Motivation 238

The Sales Hunter

SEPTEMBER 10, 2013

Not all customers are good customers. In fact, there are some customers who are just plain stupid. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. Don’t prospect with those who want to make every decision by way of a committee.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). When you ask it from a place of caring, you forge a stronger authentic connection with your customer.”

Film 150

Film Lead Rank Intent ACT 150

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

NOVEMBER 2, 2013

If you have a few moments with the customer, make sure you are using that time wisely. The infamous elevator speech (or any similar situation when you have a short time with a prospect/customer) can work to your advantage. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 187

Video Customer Motivation Prospecting 187

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. But acquiring new customers remains extremely difficult. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

The Sales Hunter

SEPTEMBER 19, 2013

Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 250

Prospecting Motivation Objections Up-Sell 250

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. What is the realistic untapped revenue potential within your existing customer base? What is the revenue opportunity from prospects?

Segment 288

Segment Customer Territories Penetration 288

The Sales Hunter

OCTOBER 2, 2013

Voicemail is a tool you can use in prospecting. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. I have some new information about what customers like to see in salespeople. Copyright 2013, Mark Hunter “The Sales Hunter.” Key is to leave a voicemail that reflects you in a positive manner.

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

The Sales Hunter

AUGUST 14, 2013

Develop a list of every prospect who you have not sold to so far this year. A prospect who didn’t buy earlier in the year may suddenly see the need or have the money to buy now. Follow up with each of your existing customers to uncover new opportunities. The best leads will always come from your happiest customers.

Prospecting 246

Prospecting Selling Skills Campaigns Follow-up 246

The Sales Hunter

MAY 25, 2013

Do you struggle keeping your prospect or customer engaged after the sales call? There are specific techniques to keep the customer engaged in a way that will increase your likelihood of making a sale. Check out the below video to hear more about these prospecting techniques: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 205

Video Customer Consultative Selling Selling Skills 205

The Sales Hunter

OCTOBER 29, 2013

We’ve all had situations where out of nowhere a prospect emerges. You’re salivating over how they’re perfect and how quickly you intend to turn them into a customer. Reason for your excitement is based on the customer asking you right at the start of the conversation what your price is.

Customer 259

Customer Call-back Negotiation Prospecting 259

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? What percentage of my customers have done research on the internet before meeting with me? Is the information that customers are gathering from the internet accurate or not accurate? If so, how is the customer responding?

Customer 250

Customer Direct Response Selling Skills Motivation 250

The Sales Hunter

AUGUST 15, 2013

Too many salespeople have prospects in their pipeline that are nothing more than suspects taking up space. A simple rule I have is a prospect cannot stay at the same level of ranking in a sales pipeline for more than 2 calls. Prospecting pipelines are designed to be pipelines, not parking lots. Look at the prospects you have.

Pipeline 211

Pipeline Prospecting Scale Motivation 211

The Sales Hunter

OCTOBER 12, 2013

Every sales call is an opportunity to learn insights from one customer — that you can then apply with other customers. I’m talking about broader business insights that equip you to better serve other customers. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 196

Video Customer Consultative Selling Selling Skills 196

Score More Sales

SEPTEMBER 27, 2013

Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Go to a restaurant for the first time in hopes of having a high value customer experience – it is rare. Also, in their study, customer expectations were exceeded only 16% of the time.

Retention 254

Retention Company Customer Lead Rank 254

The Sales Hunter

AUGUST 3, 2013

I am always amazed at the number of salespeople who say they want more success in their sales prospecting, yet they aren’t doing the two things that will help them get there! . Superior sales prospectors know that they must follow up and must figure out the potential customer’s critical needs.

Video 210

Video Prospecting Selling Skills Follow-up 210

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. And win more orders in less time.

Face-to-face 132

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

The Sales Hunter

APRIL 30, 2013

Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. New insights into their customers, giving the company competitive advantages. • Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? Now think of your ideal customer. You are sending them emails and so are your competitors, along with their colleagues, bosses, customers, friends, family members, blog sites, and favorite stores.

Prospecting 223

Prospecting Email Marketing Training Customer 223

Understanding the Sales Force

MAY 30, 2013

He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." Isn''t this a prospecting call?

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

SBI Growth

APRIL 3, 2013

It seldom answers the most pressing questions of the prospective buyer. Marketers have literally cracked the code on what to communicate to their prospective buyers. Each phase has your prospect asking questions and taking action. The phases represent major milestones in your customer’s journey to purchase.

Campaigns 300

Campaigns How To Demand Generation Targets Demand Generation 300