The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. “What company is moving into that big office building under construction along the freeway?” Related posts: Sales Prospecting: Office Phone or Cell Phone?

Motivation 155

Motivation Real Estate Hiring Construction 155

Hubspot Sales

OCTOBER 14, 2020

And as a sales manager, you want to do everything in your power to put your reps in that position. You can see, first-hand, what they're doing well and where they have room to grow when interacting with prospects and customers. What's your position? Prospect Demanding a Discount. Who are you supposed to be?

Exercises 120

Exercises Cold Calling Scale Discount 120

Highspot

MARCH 21, 2024

It’s ideal for reaching newly discovered prospects, assessing their interest, keeping in touch, or arranging meetings. Sales Prospecting Emails Prospecting emails are salespeople’s way of finding interested leads and getting them curious. Fortunately, sales teams can now easily address these issues with AI and automation.

Lead Rank 96

Lead Rank How To Lead Scoring Follow-up 96

Janek Performance Group

JANUARY 17, 2023

Shadowing Rick for a few days, I noticed he spent 90 percent of his time on the phone talking to prospects, customers, or manufacturer reps. It did not matter their title or position; Rick was having conversations. The construction industry is a small community, and word travels fast. Daily Sales Discipline.

Hiring 62

Hiring Construction Exercises Face-to-face 62

Hubspot Sales

AUGUST 6, 2019

Train reps on how your company handles prospecting. How does your company prospect? A good rule of thumb: Provide positive feedback first, then move to areas for improvement. Foster this rule in your sales organization to create a team that embraces constructive criticism instead of being afraid or resentful of it.

Hiring 124

Hiring Training Hubspot Inbound 124

Janek Performance Group

NOVEMBER 20, 2023

First and foremost, for many of us sales professionals, a day without a hot cup of coffee is like a day without talking to a single prospect. It becomes the cornerstone on which we construct our reputation, one deal at a time. This surge of dopamine creates a positive feedback loop, reinforcing the behavior of expressing gratitude.

Face-to-face 77

Face-to-face Chemicals Journal Quota 77

Vengreso

DECEMBER 21, 2023

Your team’s ability to understand customer needs and position your offerings as solutions are key success determinants. A New Approach to Modern Selling This innovative program dives deep into practical methods of prospecting in today’s digital world. Sharpen your #skills from #prospecting to negotiation for growth.

Training 52

Training Revenue Lead Rank Retention 52

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. Luckily, there are courses made for entry-level positions, internships, and career pivots. Luckily, there are courses made for entry-level positions, internships, and career pivots.

Training 92

Training Lead Rank Hiring Course 92

Pipeliner

NOVEMBER 22, 2022

Stressful events can include job interviews, excessive workloads, group presentations, prospecting and sales calls, multi-million dollar revenue quotas, deadlines, moving, injuries, illness, divorce, marriage, loss of a loved one, and other high-pressure situations. Don’t let it turn into a negotiation with yourself.

Exercises 98

Exercises Positioning Call-back Networking 98

Mindtickle

JUNE 21, 2023

Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals. BANT BANT is an acronym commonly used in sales to qualify and assess potential leads or prospects.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Vengreso

JUNE 27, 2022

To drive B2B sales, you need a team of highly trained B2B sales professionals who fully understand the B2B environment, and prospective buyers, and can be capable of selling products and services which align to the company’s goals and the buyer journey. Prospective customers within B2B sales tend to have multiple stakeholders and.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Corporate Visions

MAY 22, 2019

Even if you sell a truly remarkable product, prospects aren’t likely to recognize the full value you offer. In fact, most prospects either don’t recognize or can’t articulate the root of the challenges they struggle with on a daily basis. Position and Differentiate In Your Sales Strategy. and “why should I do it now?”.

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

Hubspot Sales

JANUARY 15, 2020

Imagine you’re a prospect, and you stumble across my profile. The most successful reps know that sales isn’t about them — it’s about the prospect. Here's the template: [One- to two-sentence description of common prospect problem.]. To create an immediate rapport with your prospects, show them what makes you tick.

LinkedIn 123

LinkedIn Ideal Customer Profile Pharmaceuticals Retail 123

Hubspot Sales

FEBRUARY 2, 2022

Sales negotiation is a delicate art. Even if you've properly qualified a prospect and correctly managed their expectations through the sales process, the deal can still end in a negotiation. That's why every salesperson needs to have a solid grip on how to negotiate effectively. Why is negotiation important in sales?

Negotiation 105

Negotiation Discount Decision Maker Lead Rank 105

Mindtickle

AUGUST 10, 2022

As a result, the prospect feels like they’re being heard; like their issues are being addressed. The platform records their calls, provides feedback, and links to useful content, while helping reps track prospect questions and objections. And managers can quickly add recommendations and constructive feedback when they review calls.

Conversion 52

Conversion Lead Rank Lead Scoring Hiring 52

LeadFuze

JULY 13, 2021

From prospects who cancel all their appointments last minute to secretaries who won’t let us get any time on the phone with the decision-makers. So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! There are three reasons why prospects reject your product.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Allego

SEPTEMBER 20, 2018

Quick prospecting tactics and recaps of key buyer personas. After all, there’s no sense in training reps on best practices for negotiation before they’ve even got deals in the pipe. Too much constructive criticism without accompanying positive reinforcement can discourage new reps and produce stress.

Hiring 63

Hiring Buyer Persona Video Lead Rank 63

BrainShark

JUNE 28, 2023

Some sales skills to continuously coach for are: Business Acumen Storytelling Active Listening Objection Handling Negotiation Skills Buyer Research Judgment Find more in 17 Sales Skills All Reps Need. Say a VP of Sales is on a call where the reps mishandle a competitive positioning response. See also: What vibes help you sell?

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Xactly

JULY 11, 2018

As a sales professional, one of the most common things you hear from prospects is an objection. It’s important that reps understand that when prospects give an objection, they are still giving you valuable information. Sound constructive, not confrontational. In sales, objections come every day. Take Time to Listen.

How To 48

How To Face-to-face Incentives Incentive 48

Pipeliner

APRIL 5, 2019

Studies, as we might guess, show that pre-call planning increases the likelihood of success, citing factors like the value of research into the individual prospect, the power of specific objectives and the importance of understanding where the account is in the buying journey. They simply don’t believe in it.

Enterprise 74

Enterprise Enterprise Ideal Customer Profile Face-to-face 74

John Barrows

APRIL 5, 2018

They decided to enter into exclusive negotiations with a huge corporation. The organic, constructive methods we had used for growth stopped mattering. We were told it would just be a few months, but the negotiations dragged on past two quarters. Our founder who led the negotiations looked like he hadn’t slept in a month.

How To 126

How To Banking Negotiation Face-to-face 126

Mindtickle

MARCH 11, 2020

Let’s review some traditional onboarding approaches that have earned such a bad reputation that organizations often fail to take advantage of the positives. Your sellers only get one shot to make a first impression with a prospect, so you can’t afford less-than-ideal interactions and recovery attempts – or outright losses – and stressed reps.

Buyer 64

Buyer B2B Lead Rank Lead Scoring 64

Mindtickle

MARCH 11, 2020

Let’s review some traditional onboarding approaches that have earned such a bad reputation that organizations often fail to take advantage of the positives. Your sellers only get one shot to make a first impression with a prospect, so you can’t afford less-than-ideal interactions and recovery attempts – or outright losses – and stressed reps.

Buyer 52

Buyer B2B Lead Rank Lead Scoring 52

Close.io

OCTOBER 1, 2018

While all sales manager undoubtedly need hands-on experience converting prospects into customers themselves, there are a wide range of other (equally important) sales manager skills you’ll need to command in order to excel in this role. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

SalesLoft

JUNE 18, 2019

I’d love to start at the beginning and understand what you learned about engaging prospects. Black & Decker was really interesting because they positioned it as a sales job. Find all the job sites, all the construction workers, and demo tools all day long to get them to buy. John: I was my first job.

Construction 45

Construction Call-back Up-Sell Tools 45

Close.io

JANUARY 14, 2019

Then after that, we’ll dive into the hard sales skills every rep needs to hone, like how to use specific tools & technologies, prospecting, lead qualification, negotiating and more. What happens when you dial a prospect and they pick up the phone? Not every prospect will be a good fit for becoming a customer, and that’s ok.

Inside Sales 108

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 108

Close.io

JANUARY 14, 2019

Then after that, we’ll dive into the hard sales skills every rep needs to hone, like how to use specific tools & technologies, prospecting, lead qualification, negotiating and more. What happens when you dial a prospect and they pick up the phone? Not every prospect will be a good fit for becoming a customer, and that’s ok.

Inside Sales 71

Inside Sales Top of Funnel Cold Calling Sales Qualified Lead 71

SalesLoft

JUNE 20, 2019

I’d love to start at the beginning and understand what you learned about engaging prospects. Black & Decker was really interesting because they positioned it as a sales job. Find all the job sites, all the construction workers, and demo tools all day long to get them to buy. John: I was my first job.

Hiring 63

Hiring Up-Sell Call-back Construction 63

PandaDoc

JANUARY 17, 2023

It’s a process that is individual for each bid, amassed before the prospect sends you a request for proposal (also referred to as RFP) and gives you a better chance of winning the deal. Through capture planning, you get to know each prospect and forge a relationship with them even before they make a purchase. What is a capture plan?

Closing 52

Closing Proposal Negotiation Analysis 52

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. In selling, powerful prospects are trying to outwit you on a three dimensional chess board with a backgammon board underneath.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

LeveragePoint

FEBRUARY 20, 2018

It is the time when a sales rep is working to connect with a new prospect and to develop that prospect into a qualified opportunity. The symptoms of a qualification problem are usually clear enough: The prospect can’t assemble the right buying team to consider a purchase. This is a lonely time for a sales rep. Differentiate.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Mindtickle

MAY 5, 2022

One of my kids is like that: he negotiated with me at three years old. I created a video the other day that said something like: just do some research before you jump on a finer prospect. You might not be super passionate about construction estimation software. Man, I love an underdog story. That’s some basic stuff.

Sales Enablement 52

Sales Enablement Hiring Tools Call-back 52

Sales Hacker

JANUARY 13, 2021

Therefore, it is essential to define the parameters of the deal structure in advance of price negotiation. These are yet another set of variables that will influence value and cost levers, thereby directly affecting the price negotiation. All the deal structure parameters will have a direct impact on value and cost, hence price.

Licensing 74

Licensing Software Software Enterprise 74

Highspot

JANUARY 28, 2024

To boost the chances of turning those prospects into actual customers. They use these pieces of content to engage prospects. Clarify Your Offerings Developing product collateral presents prospects with a straightforward value proposition and benefits of your product or service. This can be telling.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Highspot

JUNE 6, 2023

Seller confidence surveys gauge seller confidence in areas such as pricing, differentiation, and negotiation. To effectively reach your prospective customers, you must keep a pulse on who they are and what they care about, so that you can personalize every engagement and position your product as a solution that solves their pain points.

Closing 52

Closing Hiring How To Lead Rank 52

Sales Hacker

OCTOBER 7, 2021

Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. Remember this when you are negotiating your pay. Heck, stand at the head of it. Doubt is a part of life.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Bigtincan

DECEMBER 8, 2021

In addition, many Fortune 500 clients from financial institutions, manufacturing industries, pharmaceuticals, health care, technology, retail, and energy have adopted Bigtincan to help their sales reps effectively engage with prospects and customers. 4: Get useful data on what content prospects are engaging with the most.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59