The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy? Copyright 2014, Mark Hunter “The Sales Hunter.” An uneasiness about asking for the order out of fear the customer may turn you down.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

SBI Growth

OCTOBER 18, 2013

Rule of thumb is a VP should spend 25%-40% of their time on prospect calls. In addition, you''ll receive all of the other tools deigned to help you make your number in 2014. This means throwing out a discount the rep couldn’t offer. This shows the company’s commitment to their prospect. Most VPs fall within this range.

Opportunity 303

Opportunity Negotiation Discount Follow-up 303

Customer Centric Selling

OCTOBER 20, 2014

If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party. This is the final quarter of 2014. Discounting - what has it cost you in 2014? Identify the Top10 prospects that you will carry over into 2015. Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

The ROI Guy

JANUARY 16, 2014

For IT solution providers who may be using these forecasts to invest in a turnaround for 2014 revenues, another flat year could have significant implications for your organizations and your career. Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

NOVEMBER 10, 2014

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

JULY 15, 2015

YoY decline from 2014 levels. Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

APRIL 8, 2014

trillion in 2014, a 3.2% Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. For IT solution providers who may be using these forecasts and expecting a turnaround in 2014 revenues, we urge extreme caution. for the year.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”. Why Change Now? –

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

MARCH 1, 2016

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”. Why Change Now? –

ROI 53

ROI Decision Maker Proposal Forecasting 53

Smooth Sale

MAY 30, 2018

In 2014 Spiro was officially incorporated with Adam Honig, Andy Levi and Justin Kao at the helm. Spiro then automatically adds in the contact, company, and opportunity appends it with social data and even pulls in previous emails associated with their prospects. What salespeople needed wasn’t CRM, it was Scarlett Johansson. (So

CRM 88

CRM Hiring Forecasting Call-back 88

Hubspot Sales

APRIL 6, 2020

Prospect qualification. Outline what criteria a prospect meets in order to qualify them as a high-probability potential customer. This should be based on a prospect’s engagement history and demographics. With an IPO in 2014, HubSpot is now valued at over $6.5 Sales Activities. These activities include the following.

Webinar Metrics 116

Webinar Metrics Strategy Hiring Hubspot 116

The ROI Guy

FEBRUARY 5, 2014

With a late engagement and solution bias already in your prospects mind, your Sales reps often have few options other than resorting to giveaways or discounts in order to win the deal. And this “do it themselves painting” may not match your solution at all!

Research 81

Research Social Media ROI Discount 81

SBI

JULY 30, 2013

In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. The answer is that much of what salespeople do when they aren’t talking with prospects and customers are none-the-less, necessary to close a deal. Do they present the right pricing and discounting in every proposal?

Sales Process 131

Sales Process Transportation Collateral Cold Calling 131

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Overly eager to discount? In the Arena. Accelerate!

Scale 145

Scale Sage Lead Rank Lead Scoring 145

SBI

JULY 16, 2013

You can start by asking yourself these questions: - Why aren’t we talking with a higher number of qualified prospects? - Why are we talking to too many poor-quality prospects? - Why aren’t reps able to hold more effective, relevant conversations? - Why aren’t we consistently getting great call results?

Quota 135

Quota Revenue Forecasting Hiring 135

Customer Centric Selling

DECEMBER 9, 2013

Sign-up for one of the 2014 sales training workshops now open for registration and start the new year strong. Are they adept at Social Prospecting? Take vacation when your customers and prospects take vacation. You teach customers and channel partners how to wait for quarter/year-end discounts. They are relevant.

Training 45

Training Policies Channels Incentives 45

Sales Hacker

DECEMBER 2, 2019

If you’re not prospecting, you’re losing money [9:55]. See why more than half a million businesses use DocuSign with a free trial and discount exclusively for Sales Hacker listeners at go.docusign.com/saleshacker. She worked at HubSpot from 2009 to 2015 and was part of the enterprise scale up from 2011 through the IPO in 2014.

Scale 52

Scale Hiring Hubspot Ideal Customer Profile 52

The Sales Hunter

AUGUST 20, 2013

Let’s have fun making the last quarter of 2013 a huge success, and in so doing, we’ll propel ourselves forward for a huge 2014. Blog Closing a Sale Professional Selling Skills Prospecting closing a sale discount discounting price prospect prospecting sales prospecting sales techniques'

Closing 255

Closing Discount Referrals Follow-up 255

The ROI Guy

JULY 8, 2014

trillion in 2014, a 3.2% Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. for 2014, down over 34% from the 3.2% According to Gartner, worldwide IT spending was expected to reach $3.8 for the year.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Understanding the Sales Force

AUGUST 13, 2014

Speaking of losing, is it any wonder that most salespeople lose when it comes to their prospecting calls and emails? Now think about most prospecting calls. They fail to get the prospect''s attention in the first 5 seconds. They fail to engage the prospect in the first 10 seconds. Isn''t that a great way to frame losing?

Hotels 328

Hotels Call-back Banking Sales Qualified Lead 328

SBI

DECEMBER 17, 2019

Some years ago, marketers used cold calling as their main way of getting in touch with prospects. Social selling is the process of finding prospects on social media, building relationships with them, nurturing them with the right content, and converting them into customers down the line. Track social mentions to find more prospects.

Social Media 103

Social Media Social Selling Media Influencer 103

Hubspot Sales

OCTOBER 29, 2019

Social selling is the process of researching, connecting, and interacting with prospects and customers on social media networks -- notably Twitter and LinkedIn, but others certainly fit the bill. Check out the profiles of your customers and prospects. What Is Social Selling? Join LinkedIn groups and other relevant forums.

Social Selling 127

Social Selling Ideal Customer Profile Social Media Twitter 127

Sales Hacker

NOVEMBER 10, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR. So, what else can I tell you?

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130