SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? I wrote my second book— Pick Up the Damn Phone!: PICK UP THE DAMN PHONE! INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Zoominfo

OCTOBER 13, 2022

But these questions keep Steve Zambo, founder of Ally Global Logistics (AGL), up at night. 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. billion to about $40.9

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. If you haven’t yet implemented Content Marketing into your B2B marketing team, you can catch up. Overall B2B snail mail response rates are up significantly. Direct Content Marketing is born. No worries.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

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

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

Understanding the Sales Force

MAY 30, 2013

Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. 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? It certainly doesn''t apply to a complex B2B sale!

Prospecting 242

Prospecting Telemarketing Sales Qualified Lead Cold Calling 242

The Sales Hunter

AUGUST 14, 2013

If anything, you need to pick it up while your competition is still on vacation. Instead, race like mad to set yourself up to win big from September to December. Here are 4 quick things you can do now to set yourself up for a big finish: 1. Develop a list of every prospect who you have not sold to so far this year.

Prospecting 246

Prospecting Selling Skills Follow-up Campaigns 246

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. If your goal is to get the phone call returned, don’t leave enough information to allow the person to make up their mind. Copyright 2013, Mark Hunter “The Sales Hunter.” Thanks again!

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

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

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

Score More Sales

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

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Blocking and Tackling for Sales. Put Planning Time in Your Sales Schedule.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

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. Success comes from planning and from making every minute count in your selling day.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. Let’s face it, we all suffer from frazzled customer syndrome – as best-selling author and speaker Jill Konrath would put it.

Quota 135

Quota CRM SAP Forecasting 135

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. I was averse to it.

Prospecting 96

Prospecting Pivotal Cold Calling Incentives 96

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.

Prospecting 226

Prospecting Strategy Lead Gen Email Marketing 226

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Sales Hunter

NOVEMBER 12, 2013

I must admit that I was hooked on Joanne Black’s new book the moment I read the line… “Whether you read this book in 2013, 2023 or 3013, you will witness much change throughout your lifetime. ” And those two lines were in the INTRO of Joanne’s new book, “ Pick Up the Damn Phone! .”

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

The Sales Hunter

AUGUST 31, 2013

There is much success to be had, but you will limit yourself greatly if you become consumed with how you stack up against the competition. Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Competition 226

Competition Video Consultative Selling Selling Skills 226

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. There’s a lot written these days on Social Selling. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

AUGUST 10, 2012

Here is a question for you: What happens if the new product doesn’t sell? Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? Who is responsible for Sales Enablement ?

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Problem is that questions of that type do little to help the sales process. Problem is that questions of that type do little to help the sales process. In fact, I’ll contend many times that they wind up harming the sales process.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

OCTOBER 26, 2013

The prospect or customer who wears you down on price will wear you down on everything else. You will set yourself up for dismal failure, because low prices create lousy customers. To hear more about this, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Discount 215

Discount Video Selling Skills Motivation 215

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before. You think that only happens to you? Just say no.

Territories 268

Territories Exercises Video ACT 268

Score More Sales

DECEMBER 12, 2013

Prescription without diagnosis is malpractice – it’s a phrase I heard a lot growing up since my father was a proud pharmacist of 52 years. I heard it again this week directed toward what many of us have been guilty of at one time or another in selling. Learn to sell a new technology and suddenly everyone is a prospect.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Hubspot Sales

JUNE 7, 2021

Sales principles are the fundamental concepts that ring true in every sales process. Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. Read on for the best sales principles your team should be using with every deal. This is called value-based sales.

Face-to-face 121

Face-to-face Hubspot Follow-up Call-back 121

Score More Sales

NOVEMBER 8, 2013

In talking with many sales reps this week I’m hit with two words that come up when I talk with the most engaged, most passionate, and most financially successful. One rep told me that since his prospect didn’t call back they must not be interested. But it’s easy to let this trip you up.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

Score More Sales

AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. As a sales professional, we are huge fans of LinkedIn.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. You pick up the phone and no one is answering your calls. After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. Experiencing a sales slump can make you question your ability, or worse, your entire career.

Cold Calling 118

Cold Calling Hiring Face-to-face Call-back 118

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. If you chose Option 1, you might as well stop reading and go make another not-sale. If you chose Option 2, read on for two strategies of (not) selling to incorporate immediately. Strategy 1 – Don’t Sell the Farm in Q4. What does it mean to not sell the farm?

How To 244

How To Top of Funnel Funnel Face-to-face 244

Score More Sales

JULY 11, 2013

He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. It can take weeks or months for some in sales to truly qualify a sales opportunity.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

The Sales Hunter

AUGUST 22, 2013

Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with a prospect/customer. Too many salespeople think they can use email exclusively to generate sales. Don’t use it as a data dump that winds up doing nothing but turning off the prospect.

Motivation 206

Motivation Selling Skills Customer Service Follow-up 206