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

SBI Growth

OCTOBER 31, 2012

Data is the most effective way to influence strategy, especially against political headwinds. Ops managers insisted on “helping” interview prospective sales reps. It’s indispensable for fighting the status quo and accelerating revenue growth. In fact: In the absence of crystal clear data, the Sales VP loses the strategic negotiation.

Influencer 282

Influencer Strategy Policies Lead Gen 282

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! Here are three strategies: Strategy 1: Leverage a recognizable interest. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

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? Because of the economy and relentless competition, 2013 will be the year that many companies have to re-discover the lost art of win-loss analysis.   6.

Trends 153

Trends Decision Maker Territories Analysis 153

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? This should be the first step in your sales strategy.

Ideal Customer Profile 310

Ideal Customer Profile Prospecting Segment Salary 310

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. You need to know where growth lays for any sales strategy recommendations you make. Customer Spend: Calculate the ideal revenue from your prospects. Won deals in half the time.

Opportunity 316

Opportunity Strategy Banking Territories 316

A Sales Guy

NOVEMBER 27, 2012

We celebrated the hunter for his or her prospecting skills. In most cases, that was the extent of the lead generation strategy of sales leadership. Any sales organization that has not embraced a content marketing strategy for lead generation in 2013 is not doing its job and the leaders should be let go.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

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

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. The strategy has 3 steps: Step 1: Determine 4 key talking points. There are a couple of key initiatives that would be critical to your strategy.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

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. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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

Score More Sales

MARCH 26, 2013

Companies need to use all the data they are gathering in better ways to allow sales more insight into what their prospects have done since they last spoke, and what existing customers are doing in areas they are not working with them yet.

CRM 235

CRM Guidelines Data Compensation 235

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

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. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

The Sales Hunter

MARCH 14, 2013

The company sending this email was looking to help the prospect recruit partners. I have time on Wednesday afternoon or Friday morning to share these strategies with you. Subject line is relevant to the prospect’s responsibilities, which were found in a quick Google search on the company. Why does this email work?

Examples 202

Examples Prospecting Email Marketing Google 202

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” The best strategy is to gather a little intel on the person you are emailing. What you can learn about a prospect on Linkedin is invaluable! Copyright 2013, Mark Hunter “The Sales Hunter.”

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

The Pipeline

JANUARY 17, 2022

Jake and Skaled, help with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current marketing and sales strategies. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc.,

Scale 173

Scale Revenue Industry Strategy 173

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. This is likely because enablement strategies are wide-ranging in scope, meaning it can be difficult to know which aspects to prioritize.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

Anthony Cole Training

MARCH 19, 2013

During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. 5 – Consistently prospected. 3 – Created urgency with prospects. BISA is the Bank Insurance and Securities Association. 4 – Had conversations with the right people – decision makers. 1 – Asked better questions.

Hiring 198

Hiring Banking Survey Conference 198

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. 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. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Below is a bonus strategy on what to do with your B’s and C’s.

How To 244

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

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call. This is about how to do it, step by step, no academia here, nothing but a proven methodology for efficiently and effectively turn cold calls to conversations to prospects.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

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. I think you’ll like what Kyle says in the video.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

No More Cold Calling

APRIL 30, 2020

Think about all the things we do—almost by rote—and never stop to wonder why we do it that way or whether we should consider a different strategy. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The #1 Way to Land Top Prospects Now. Yep, wimpy.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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. Sales Strategy Projects you Should be Working On. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. Then reality hits.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Score More Sales

MARCH 18, 2014

This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. We will be sharing thoughts from the top colleagues in social selling and how they are shining a light on strategies that work. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Zoominfo

NOVEMBER 20, 2020

SMACT Works provides strategy, management, consulting and managed services for digital, data & analytics, Cloud and Enterprise Technologies. Founded in 2013, SMACT works as a leading management and enterprise IT services company. Our CEO, @HenryLSchuck , defines it as “actionable information on prospects and target accounts.”

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

SBI Growth

MARCH 17, 2013

Marketing strategy has evolved at breakneck speed. Don't think that marketing strategy is like an ageless classic car. New buyer-centered proceses are at the center of marketing strategy. In the past year we’ve seen the following new advances that impact marketing strategy; Buyer Process Mapping (BPM) to the micro-decision.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. learn more about your prospective clients’ business to help solve problems. hire a prospecting coach. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

The Pipeline

JUNE 24, 2013

Here we are the last week of the first half of 2013, the first full week of summer, what better time to focus on every seller’s second favourite topic, voice mail. By Tibor Shanto – tibor.shanto@sellbetter.ca. The Discovery channel has their annual tradition of Shark Week, and now we introduce Voice Mail Week. Tibor Shanto.

Video 267

Video Cold Calling Sales Leadership Channels 267

Score More Sales

DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Close More Deals.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. Copyright 2013, Mark Hunter “The Sales Hunter.”

Webinar Metrics 180

Webinar Metrics Construction Cold Calling Advertising 180

Score More Sales

JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. So start simply by thinking of three main questions you’d like answered or discussed in the next call you have with your prospect. Do you know everything there is to know about your prospects? Why did they go to that page on your website?

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225