Nutshell

OCTOBER 2, 2020

First, it’s important to differentiate between B2B and B2C: B2B stands for business to business , meaning you are a business selling your product or service to another business. B2C stands for business to consumer , meaning you’re selling your products or services directly to a consumer. B2B vs. B2C.

B2B 99

B2B B2C Social Media How To 99

Hubspot Sales

JANUARY 31, 2018

I’ve been selling for over 30 years, and it’s been a blast. I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. The first thing you need to do?

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. Click here to learn more about Win-Loss Analysis. Each vendor, most likely, has equally talented, friendly, and professional salespeople who come to your office.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Sales Hacker

JULY 27, 2020

Today, I’m going to show you how to apply some email marketing principles to your cold emails to get more responses and close more deals. PART II: A Weird Visualization to Help With Sales. Build context for what their daily life is like. Think about your prospect like a new friend who you don’t know well (yet).

Call-back 96

Call-back Email Marketing Up-Sell Groups 96

LeadFuze

DECEMBER 31, 2021

Business Acumen for Sales Professionals: The Ultimate Guide to Improving It. There is a lot of talk about what skills and traits are necessary for successful salespeople, but it turns out that business acumen (or more specifically, the ability to be good at selling) plays an important role. That spend money on Adwords.

Hiring 52

Hiring How To B2B Banking 52

SalesLoft

MAY 8, 2019

Want a blueprint for how to become the best salesperson in the world? You can use it to become a better, more well-rounded sales professional. Tony Hughes explores the 30 best qualities to have in sales in his book, The Joshua Principle. Much like dogs can smell fear, prospects can smell a lack of confidence.

Energy 94

Energy Face-to-face Buyer Account 94

Sales Hacker

FEBRUARY 26, 2018

Obviously, you don’t want to be perceived as “desperate.” Not by your friends, your co-workers, or your romantic partner. After all, customers often arrive at a purchasing decision based more on how they feel about the salesperson and less about the actual solution. Begging for the sale. Rushing the sales cycle.

Cold Calling 79

Cold Calling Discount Lead Qualification Infusion 79

Sales Hacker

APRIL 26, 2018

Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. No sales leader in her right mind would let loose a sales rep who lacks every one of those crucial attributes on the floor. In essence, business acumen is knowing how businesses behave.

Enterprise 54

Enterprise Enterprise Lead Rank B2B 54

Sales Hacker

JANUARY 9, 2018

If you’re knowingly in a sales role just for the cash but you don’t really care about solving customer problems, then you’re in the wrong biz. If you’re trying to do right by the customer but you lack the skills and know how, then it’s likely a management problem. Our friends at Gong.io

Up-Sell 80

Up-Sell Lead Rank Lead Scoring Sales Qualified Lead 80

DiscoverOrg Sales

JULY 25, 2017

That’s why we partnered with noted sales linguist and researcher, Steve W. Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Read Part 1: What Do B2B Buyers Want?

Study 120

Study Buyer Decision Maker Vendor 120

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts. What is one a-ha moment you’ve had in your sales career?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Hubspot Sales

SEPTEMBER 13, 2023

It turns out you can do that through sales projections. However, projecting sales is riddled with uncertainty because you‘re trying to estimate revenue generated from leads that you haven’t yet captured. So, how do you create an accurate sales projection for your company? Table of Contents What is a sales projection?

Top of Funnel 91

Top of Funnel Forecasting Sales Forecasts Hiring 91

Sales Hacker

MARCH 13, 2020

As the coronavirus sweeps across the country, more and more people are finding themselves working from home. After working from home for more than a decade, I’ve developed some routines that keep me productive and happy. But I wanted to hear from others as well. More than likely, you’ve already got the technology.

Face-to-face 129

Face-to-face How To Call-back Video 129

LeadBoxer

MARCH 28, 2019

Truth is, every sales rep has the same amount of time in their day. Only some of them use sales prospecting tools to help them find prospects faster, and close deals quicker. If you’re prospecting and would like to focus on identified leads, you can do that easily with LeadBoxer. Looking for more qualified leads?

Tools 75

Tools Pipeline Prospecting Ideal Customer Profile 75

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

Trends 97

Trends Outsourcing Services Top of Funnel Account Based Marketing 97

Sales Hacker

MAY 13, 2019

This week on the Sales Hacker podcast, we speak with Ashley Grech , Head of Sales at Square. Join us as we discuss how to invest your time into a company before taking the next step in your sales career. What Square sells (it’s more than a square!). How to break your sales team into three “pieces”.

Scale 56

Scale Hiring Small Business Small Business 56

Sales Hacker Training

NOVEMBER 21, 2022

It takes a lot to succeed in sales. And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! Don’t make it more difficult than it already is. You need empathy, grit, and drive. You need to know your customers intimately.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52