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). It was pretty challenging for Joaquin Phoenix in 2013. It’s not a rote, let me act like I care question.

Film 150

Film Lead Rank Intent ACT 150

Understanding the Sales Force

MAY 19, 2014

Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. Some prospects will never call the references yet won''t move forward without speaking with them.

Prospecting 272

Prospecting Follow-up Sales Meeting 272

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

SBI Growth

NOVEMBER 16, 2012

For example, Marketing may take money from ineffective trade show spending. Sales Rep fightin’ words : “I can do my own prospecting.” Be involved with the 2013 sales compensation planning. It’s like the waitress having to share tips with the busboy. Or the wealthy having to pay more taxes for the benefit of the 47%.

Compensation 267

Compensation Hiring Marketing Trade Show 267

The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. Check out the blog post Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects. ” Sales Motivation Blog.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

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 new content addresses questions the prospect is contemplating. Widget uptime is 99.5%.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Examples would be an industry event, a competitor, an acquisition, annual or quarterly report, press release, awards or recognition, promotion, etc.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

Understanding the Sales Force

MAY 30, 2013

In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Score More Sales

JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. Examples: “If you could try to get back to me” is weak. All of this factors in. Use, “Get back to me at _”.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

SBI Growth

OCTOBER 31, 2012

Ops managers insisted on “helping” interview prospective sales reps. For example, SBI’s Discovery includes: Sales Rep “DILO”s (Day in the Life Of): We ride with your field sales force. For example, think about the compensation battle I mention above. There was only one wrinkle: Robert’s business relationship with Operations.

Influencer 282

Influencer Strategy Policies Lead Gen 282

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. An example of how it works is you might be selling B2B in the software industry. ” Sales Motivation Blog.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

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

The Sales Hunter

JULY 9, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip' ” Sales Motivation Blog.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

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

The Sales Hunter

MARCH 19, 2013

Nothing is more frustrating than when you have a hot prospect simply go dark. The example below is one I’ve used for years with a huge success rate: Subject Line: Guidance please. Be sure to check out tomorrow’s blog as it will continue this series on email prospecting. Step 3: Get to the point. Just get to it.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

Understanding the Sales Force

MAY 5, 2014

Top 10 Indicators That You Have a Trustworthy Sales Prospect. 10 Sales Coaching Examples. Top 10 Kurlan Sales Articles of 2013. Top 15 Questions That Prospects Ask Themselves. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan'

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction!

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

AUGUST 10, 2012

Create Customer-centric demo decks and business case examples. For example, consider messaging on how to beat the status quo. Your sales team needs this from you to make your product launch in 2013 successful. Maybe I can participate or least be available to those prospects who are now interested in the new product.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. We’ve all had moments where we get great business ideas. Then reality hits.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

NOVEMBER 8, 2012

The clearest view of the future is the market view of a company’s prospects. The prospects represent the future. A change derived from a change in prospect behavior is invisible. A company’s information about prospects is limited. Customer service does not touch prospects at all. Who are the best prospects?

Customer Service 288

Customer Service Account Survey ACT 288

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Six vendors are going to get 90% of the dollars in 2013. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. A prospect is not buying this product for the first time.

Banking 288

Banking Software Software Competition 288

SBI Growth

DECEMBER 6, 2012

Let’s examine two quick examples: How often will you generate content and what will it be about? Want a battle-tested example of a Production Schedule? These are just two examples of tools you need to support an ICMA. I provided them as two examples of elements you should think through. Download this one. I thought so.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

The Sales Hunter

AUGUST 12, 2013

An example might be an analysis or testing process. Having a POE that offers you more conversation with the customer is exactly what you want. Develop 2-3 different points of entry you might be able to use with a prospect. Copyright 2013, Mark Hunter “The Sales Hunter.” Test the idea and see what the results are.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

SBI Growth

NOVEMBER 14, 2012

You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals. If you want to succeed, your 2013 strategy can’t simply be “Sell more,” or “Sell better.” Don’t wait for your manager to come to you.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Score More Sales

NOVEMBER 25, 2013

For example, Sarah is planning a wedding and trying to also focus on hitting her quota for the year in the next four weeks. If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Learn about the political landscape at _ (a prospect company of yours).

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

JANUARY 31, 2014

Micro improvements: self-improvement – finding ways to personally motivate yourself, for example. Macro improvements: overall process and methodology improvement – your whole team adopts a new process to streamline deal identification and qualification, for example. Lead by example. Micro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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. Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard?

Retention 254

Retention Company Customer Lead Rank 254

Understanding the Sales Force

AUGUST 27, 2013

But a well chosen word or phrase at just the right time can be the difference between a resistant prospect and an intrigued one. Do you pay enough attention to the things you do and say as well as how you say them just before a prospect becomes resistant or more engaged? c) Copyright 2013 Dave Kurlan' Well you should!

Conversion 224

Conversion Conference Call-back Sales Cycle 224

Score More Sales

NOVEMBER 1, 2013

You do this with the words you choose, the pace you go at, the follow-up, the examples you give, and others in their industry you have helped. Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. What do you think about the importance of trust? How do you demonstrate it?

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

SEPTEMBER 5, 2013

For example, one of the sales leaders I work with also prospects, nurtures, and closes sales. That ONE habit alone has given him ongoing referrals, new deals, and sets a great example for his reps in the office since actions speak so much louder than words. Are you a Disorganized Seller? Then he has his first cup of coffee.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Understanding the Sales Force

AUGUST 28, 2013

I''ll correct that omission with the following examples. For instance, you shouldn''t come right out and ask which competitor the prospect is buying from today. c) Copyright 2013 Dave Kurlan' In the article I mentioned "at just the right time" but I didn''t elaborate.

Conversion 245

Conversion Decision Maker Vendor Competition 245

Hubspot Sales

JUNE 12, 2018

The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline. Salespeople could quickly identify a problem through a good well-delivered positioning statement, confirm the prospect's interest in fixing it, qualify on BANT, and schedule a presentation. This used to work well.

Sales Qualified Lead 92

Sales Qualified Lead Prospecting Hiring Decision Maker 92

Understanding the Sales Force

APRIL 2, 2013

Take selling for example. Easy selling: Getting to the wrong people, Presenting, Selling on price, Sending proposals and quotes, Chasing prospects that don't respond. c) Copyright 2013 Dave Kurlan Understanding the Sales Force by Dave Kurlan People are easily confused. It's a lot like health and fitness.

Proposal 253

Proposal Sales Process Competition Examples 253

Understanding the Sales Force

SEPTEMBER 11, 2013

HubSpot’s content marketing strategy allows the rep to establish online credibility before even getting on the phone with his or her first prospect." For example, top performing salespeople are also great at developing, building and maintaining relationships. c) Copyright 2013 Dave Kurlan' A steady flow of inbound leads.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283