The Sales Hunter

OCTOBER 18, 2019

Recently, I had a discussion with a sales manager about how to connect with customers. The sales manager knew me well from my work with him at a previous company. Trust me, hiring a salesperson who views sales as a job and make it all about the products they sell fails faster than fast. How do you view sales?

Hiring 178

Hiring Scale Energy Motivation 178

Hubspot Sales

AUGUST 12, 2020

That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. What is inbound sales? Inbound sales is a personalized, helpful, modern sales methodology. Here's how to understand the difference between inbound and outbound sales.

Inbound 135

Inbound Top of Funnel Outsourcing Services Hiring 135

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. . -->. 4 Easy Steps to Better Prospecting. Identify the prospect. Too many salespeople make prospecting too complicated.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

MJ Hoffman

SEPTEMBER 26, 2018

However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. To excel as a manager (and someday make it to the C-suite), avoid these four significant failures. After all, the manager can’t reverse the change.

Sales Management 40

Sales Management Hiring Referrals Energy 40

MJ Hoffman

SEPTEMBER 26, 2018

However, your chances of ascending higher — to a VP or Director of Sales position — are zero. Only successful sales managers become sales executives. To excel as a manager (and someday make it to the C-suite), avoid these four significant failures. After all, the manager can’t reverse the change.

Sales Management 40

Sales Management Hiring Referrals Energy 40

No More Cold Calling

AUGUST 15, 2013

The average tenure of a sales manager is just 18 months. Yet, our sales teams need strong leaders more than ever. Sales is not a job for the faint of heart. Sales is not a job for the faint of heart. Sales management is not a job for the faint of heart either. You’re a salesperson.

Face-to-face 234

Face-to-face Referrals Salary Cold Calling 234

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

BuzzBoard

DECEMBER 13, 2023

And the first step is clear—team managers and leaders must understand and admit that obsolete management practices are resisting innovations outright. Today’s blog starts right there! By implementing AI-powered analytics and assistive technology, sales leaders can easily monitor team performance. But what’s next?

Scale 105

Scale Maximizer Remedy Analytics 105

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. Read on to learn more.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. It’s amazing how much energy and focus you’ll have if you stand to make an important phone call. phone sales tips.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

MTD Sales Training

OCTOBER 28, 2015

Your sales manager will tell you many times that you need to make all your calls and get as many appointments as possible. It’s best not to skip this important meal, as most researchers tell us that you release energy slowly during the morning when you have a quality meal. Managing Director. Have breakfast! Happy Selling!

Face-to-face 145

Face-to-face Energy Call-back Travel 145

Sales 2.0

APRIL 7, 2017

A great point highlighted on the Linkedin Sales Blog. The key point is relationships take more time and energy to establish than setting up a screen share (or worst case jumping on a plane.) I hope to be saying more about this soon. I’ve used this approach for some of my own startup gigs.

Account 150

Account Territories Conference Energy 150

Anthony Iannarino

APRIL 17, 2020

There are over 4,000 posts here at thesalesblog.com, a large percentage of them about selling, particularly B2B sales, a good many directed towards the complex sales using a consultative sales approach. Make a List of Prospects : Some certain people or companies could benefit from what you sell. You need to make sales.

How To 100

How To eBook Face-to-face Proposal 100

Partners in Excellence

NOVEMBER 14, 2022

Pile on that changes in the global political/economic situation, exacerbating the challenges from before, prices, particularly energy related skyrocketed. Disciplined time management, focused prospecting, addressing customer challenges/business problems in meaningful ways–not pitching their products. They are, also.

Outsourcing Services 122

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 122

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win. Gain sales acceptance.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Anthony Cole Training

JANUARY 23, 2012

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 120

Hiring Ideal Customer Profile Energy Motivation 120

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. It might make you feel good right now, but in the end it will only serve to suck the energy out of you. phone sales tips.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Anthony Cole Training

APRIL 11, 2011

open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). Sale Process (2). Sales (34). sales accountability (10). sales activities (25). Sales Activity (1).

Hiring 191

Hiring Ideal Customer Profile Energy Demographics 191

Crunchbase

JUNE 28, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. Your sales team is the backbone of your company, and your employees are just as vital to business success as your customers. CRM software: These allow your sales team to manage and access customer data.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

Anthony Iannarino

APRIL 18, 2020

There are over 4,000 posts here at thesalesblog.com, a large percentage of them about selling, particularly B2B sales, a good many directed towards the complex sales using a consultative sales approach. Make a List of Prospects : Some certain people or companies could benefit from what you sell. You need to make sales.

How To 76

How To eBook Face-to-face Proposal 76

The Pipeline

DECEMBER 23, 2011

New sales leads are danced through the sales process from the first handshake to the delivery of the solution. Energy is high when Prancer is in the office and everyone loves Prancer. Yet, securing the goal to increase sales is rarely attained. A Random Walk Up Sales Street. Prospecting. Sales Compensation.

Pipeline 217

Pipeline Hiring Cold Calling Top of Funnel 217

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. I have also managed sales teams. Work to minimize interruptions - it is hard enough to keep focus on your own. Close More Deals.

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

The Pipeline

JANUARY 16, 2012

Not Different – Sales eXchange – 132. Stored in Attitude , Buying Process , Communication , EDGE Sales Process , Gap Selling , Impact Questions , Planning , Productivity , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. A Random Walk Up Sales Street. Prospecting.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Zendesk Sell

JULY 2, 2019

Measuring salesman productivity has always been an important activity for sales managers. Now that businesses are more data-driven, it is even more crucial for every sales team to have effective productivity tracking practices. While many reps may go through the motions of talking with lots of prospects (e.g.,

How To 110

How To Sales Qualified Lead Forecasting Sales Forecasts 110

The Pipeline

DECEMBER 12, 2011

So rather than spending time talking and worrying about price, sellers need to spend that time and energy building value in the mind of buyer, based on their current requirements and circumstance. A Random Walk Up Sales Street. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Pipeliner

DECEMBER 13, 2017

and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly involved with their sales process.

Compensation 79

Compensation Lead Rank Lead Scoring Quota 79

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Worse, they often present only superficial solutions to deeper problems and divert time and energy away from real solutions.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

Jeffrey Gitomer

OCTOBER 28, 2011

I had new attitude lessons and new sales ideas, and if you can imagine a daily sales lesson lasting four hours, I was ON FIRE! Why would I waste that energy on having lunch with co-workers? I wanted to channel that energy, harness that energy, and direct it toward a sales prospect. Sales Management.

Hiring 181

Hiring Social Media Loyalty Energy 181

Anthony Iannarino

FEBRUARY 14, 2020

One manager decides that revenue is more critical than the guidance on margins, and to make their number, instructs their team to match their “good enough” competitor’s pricing, a strategy that might work in another company. The misalignment here is one of changing the sales organization’s strategy.

Margin 119

Margin Positioning Construction Sales Qualified Lead 119

Anthony Iannarino

JUNE 26, 2020

Some in sales believe that “what they sell” is capable of creating a preference on its own, and one strong enough to win a big deal. Their companies contribute to this belief by spending more time and energy teaching them to sell the features and benefits of their products than how to sell. You need to make sales.

eBook 120

eBook Sales Qualified Lead B2B Up-Sell 120

criteria for success

NOVEMBER 26, 2018

All November, we've been writing and talking about targeting both on the blog and in the podcast. So in this "CFS Talks Sales" roundtable, we share some best practices for sales targeting. In this episode of Let's Talk Sales, you'll hear from Rebecca Twomey, Natalija Novakovic, and me, Elizabeth Frederick. The good news?

Lead Rank 49

Lead Rank eBook Webinar Metrics Lead Qualification 49

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Leaders keep the focus of the organization on the true objectives and do not allow the energy of the organization to be spent elsewhere.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

No More Cold Calling

JULY 2, 2015

Your resources (and energy) will be drained. Worst of all, PITA clients waste time, energy, and creativity that would be better spent serving your Ideal Clients —those you enjoy working with and who give you what you need to help them grow their businesses. Likewise, in most sales organizations, reps don’t get to say no to business.

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. So, what tips do you have for sales reps looking to be more productive and get more done? A Sales Guy U is the place on the web for the best sales and sales leadership resources—Keg stands optional.”. KeenanTakeover ”.

Journal 171

Journal Influencer Case Study Sports 171

The Spiff Blog

OCTOBER 28, 2022

Unfortunately, sales isn’t the only function experiencing high levels of burnout. Nearly 3 in 5 employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). We answer these questions and more in today’s blog post.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Anthony Iannarino

NOVEMBER 13, 2019

Instead, you do all the things necessary to produce the outcomes that eventually result in a prospective client signing a document that makes them an actual client. How you open your first sales call and set an agenda for the meeting provides your prospective client with some idea as to what it’s going to be like to work with you.

Guarantee 87

Guarantee eBook Cold Calling Lead Rank 87