The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. 7 Sales Prospecting Ideas That Work.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Anthony Iannarino

MAY 31, 2019

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Everyone is scrambling to develop their own hacks, techniques, and processes for prospecting in order to move prospects through the sales funnel and turn them into customers.

Prospecting 105

Prospecting Cold Calling eBook Networking 105

Allego

NOVEMBER 3, 2022

You have a sales content library full of collateral, videos, reports, eBooks and more. Is it helping to move buyers through the pipeline and to close deals? Proving the impact of your sales content can be tricky. Effective Sales Content: Measure, Optimize, Repeat. But do you know how effective that content is?

Top of Funnel 113

Top of Funnel eBook Collateral Case Study 113

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Confessions from a buyer: 1.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

Hiring 120

Hiring Sales Management CRM Scale 120

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. . -->. FREE Resources. Negotiation.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Mark’s Insights on PRICING.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

criteria for success

MAY 11, 2022

If you don’t set expectations at the beginning of the meeting, you’re going to end up wasting valuable time in front of the prospect. Imagine this: the first 20 minutes or so (alter this time depending on the length of your meeting) is dedicated to figuring out exactly what you are expected of and what you expect of the buyer.

Sales Meeting 97

Sales Meeting Meeting eBook Exact 97

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Mark’s Insights on PRICING.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. ” Sales Motivation Blog.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Mark’s Insights on PRICING.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. . -->. Identify the prospect.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. More Resources: Why is Qualifying Prospect So Hard eBook.

Insurance 168

Insurance Insurance Margin Hiring 168

Hubspot Sales

OCTOBER 5, 2017

Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process. What Is Prospecting? Prospecting: The process of searching for potential customers, clients, or buyers in order to develop new business.

Prospecting 145

Prospecting Tools Top of Funnel Lead Rank 145

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. . -->. FREE Resources. Negotiation.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Gong.io

JULY 5, 2022

What is a B2B sales funnel? . A B2B sales funnel is a stage-by-stage model that depicts how B2B prospects move through the buying process. Now, there are a few naysayers who proclaim that “SaLeS fUnNeLs ArE dEaD.” . Let‘s say, for example, you use a B2B sales funnel model with the following stages: Awareness.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Pointclear

JUNE 15, 2017

You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created. Filtering out real buyers. Starving the pipeline of new prospects. From my estimate 85% to 90% of the buyers were filtered out.

Sales Qualified Lead 140

Sales Qualified Lead Lead Rank Lead Scoring Telemarketing 140

criteria for success

MAY 4, 2022

Many senior executives in sales and marketing don’t know who their buyers are, and don’t know how to position a selling conversation. Sell More by Understanding Who Your Buyers Are. Think of a buyer persona as a representation of the person or group of people most likely to be interested in your product. Tell Stories.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Purchasing Departments and Buyers. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. phone sales tips. sales tips.

Social Media 157

Social Media Media Motivation Prospecting 157

criteria for success

DECEMBER 1, 2021

Consider both the company and the individual buyer within a company. Will those differences interest a different type of buyer? Use Buyer Personas. As you work toward better targeting, take the time to develop rich buyer personas for your ideal clients. Sales & Marketing Alignment. Sales targeting is crucial.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. The same is true in sales management.

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

SalesLoft

NOVEMBER 20, 2023

There’s so much quality information online — in blog posts and ebooks, on social media and review sites — sellers have a shortened opportunity to impact buying decisions. That means sales reps must make the most of every chance they get to interact with a prospect. Salesloft integrates with all popular CRMs.

Sales Enablement 52

Sales Enablement Tools Customer Hiring 52

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. Guaranteed! Did you like today’s post? as our thanks to you!

Hiring 200

Hiring Insurance Insurance Margin 200

No More Cold Calling

FEBRUARY 12, 2015

There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. Between mobile, social, and big data, the sheer volume of information we handle on a daily basis is more than human beings had to manage even a few years ago. Do the math.”

Hiring 120

Hiring eBook Small Business Small Business 120

Anthony Iannarino

JUNE 26, 2020

Now, you are going to prove that you have the credibility by how you approach the sales conversation, not pointing at things external to your ability to provide sound advice about your client’s business and their future. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook!

eBook 120

eBook Sales Qualified Lead B2B Up-Sell 120

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Anthony Cole Training

SEPTEMBER 8, 2014

I just finished reading a chapter from the book – Harvard Business Review on Strategic Sales Management. The chapter is “Understanding What Your Sales Manager Is Up Against” by Barry Trailer and Jim Dickie. This article was no exception, especially when they were writing about the sales process. I liked the idea.

Decision Maker 182

Decision Maker Hiring Buyer Sales Methodology 182

Anthony Iannarino

MAY 9, 2020

The problem is that we no longer train salespeople to negotiate while purchasing professionals and buyers taught to acquire deep concessions using strategies unknown to almost all salespeople. Not only does the salesperson, their sales manager who likely wants—or needs—the deal as bad as the salesperson. Get the Free eBook!

Negotiation 102

Negotiation Discount How To eBook 102

PandaDoc

MARCH 1, 2019

One of the biggest challenges digital marketing agencies face is both generating leads, and then turning prospects into customers. It’s estimated that only 20% of leads are considered legitimate, and only 5-20% of prospects ever convert. A lot of time, effort and money can be wasted on engaging a crowd that may never make a sale.

Prospecting 80

Prospecting Reachforce Marketing Marketo 80

Anthony Iannarino

AUGUST 11, 2020

One of the most significant changes in sales is the meaning of the word “closing.” In the past, sales leaders would suggest that they wanted to hire people who could close deals, asking the prospective client to buy, and getting ink on a contract. Get the Free eBook! The Sales Manager's Guide to Coaching Outcomes.

Closing 122

Closing How To Negotiation Hiring 122

Anthony Iannarino

MAY 14, 2020

The term social selling was a set of practices that were mostly brand building and the marketing of oneself to make it easier to engage with prospects. Marketing, lead generation, and brand building are adjacent to sales. Email is one of many tools salespeople use to engage with their prospects and clients.

eBook 92

eBook Webinar Metrics Lead Generation Social Selling 92

SalesLoft

AUGUST 4, 2020

What if, when the buyer throws up a flag, the seller is able to capture the objection and provide follow-up with the appropriate response? And during future selling conversations, sales managers can coach other team members in real-time so they’re always on message when the same objection arises?

Objections 105

Objections Scale Call-back Coaching 105

Pipeliner

MARCH 11, 2023

We don’t believe it’s efficient to have more than 10 steps in a sales process because the steps can become redundant—in such a case, it might be better to combine steps. Sales Step Activities We have, for some time, contained sales enablement activities within each step— seller activity is related to buyer action.

Pipeline 52

Pipeline CRM Sales Process Sales Methodology 52

Anthony Iannarino

DECEMBER 6, 2019

One of them had an approach that allowed them to create value is the interaction, helping their prospective clients understand their world, explore change, and better recognize what they need to do to move from their current state to a better future state. Professional sales is unlike other roles. No more pushy sales tactics.

eBook 95

eBook Scale Up-Sell Follow-up 95