The Sales Hunter

NOVEMBER 12, 2013

” And those two lines were in the INTRO of Joanne’s new book, “ Pick Up the Damn Phone! How People, Not Technology, Seal the Deal. ” She also wrote a great sales book called “No More Cold Calling.” Joanne’s heart is with referral selling, and it’s no wonder why.

Sales Technology 191

Sales Technology Face-to-face Referrals Cold Calling 191

Understanding the Sales Force

MARCH 20, 2024

As I read and learned about the author’s methods for uncovering the truth, or proof, I felt that salespeople could learn a lot about proof of concept, presenting facts, backing up claims, return on investment, and offering credible testimonials. But that’s not the analogy I’m going to make.

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

CloserIQ

MARCH 4, 2019

Adopting new sales technology is a big deal. Whether you’re looking to switch from non-VoIP to VoIP phone systems , get the latest sales engagement software, purchase or enrich a lead database, invest in LinkedIn Sales Navigator, or otherwise, you’re making a major commitment. How Sales Technology Impacts Recruiting.

Retention 61

Retention Hiring Sales Technology Sales Talent 61

Sales 2.0

AUGUST 1, 2023

I believe we are at another inflection point in the evolution of professional selling. The last decade, or so, has been the era of bringing science to sales, or certainly mathematics. Ironically, this next wave of tech-powered selling may seem to some like a step backwards. Are you authentic?

Scale 195

Scale Enterprise Enterprise Outbound 195

SBI

APRIL 30, 2019

How to Stop Fighting the Monster of Sales Technology Complexity. You have a sword, but each time you strike off one of the Hydra’s heads, two more heads spring up in its place. The dirty little secret is that most technology companies don’t want to solve the technology complexity problem. Here’s the scenario.

Sales Technology 94

Sales Technology Hiring How To Retail 94

Force Management

DECEMBER 28, 2023

For revenue team leaders, today’s decisions will help define where the company ends up in twelve months. As budgets get approved and your annual kickoff approaches, give your organization an edge by making sure your plan for the coming year incorporates digital tools and technology that drive results and power today’s top teams.

Tools 121

Tools Revenue Survey Software 121

Highspot

AUGUST 9, 2019

But modern buyers demand fresh, digital sales tactics , so doing nothing simply isn’t an option. Follow these three steps to ensure that your sales technology investments are a success. Says Sandrine, “In the end, sellers selling the tool to other reps was the most impactful method.”

Sales Technology 40

Sales Technology How To Sales Enablement Influencer 40

Mindtickle

JUNE 29, 2017

In this 15 minute podcast, Nardin outlines: How the sales industry and sales technology have changed in the past eight years. How you can use technology as a strategic differentiator for your business. Whether sales technology should influence your hiring practices.

Sales Technology 52

Sales Technology Hiring Influencer Industry 52

Mindtickle

JUNE 29, 2017

In this 15 minute podcast, Nardin outlines: How the sales industry and sales technology have changed in the past eight years. How you can use technology as a strategic differentiator for your business. Whether sales technology should influence your hiring practices.

Sales Technology 52

Sales Technology Hiring Influencer Industry 52

No More Cold Calling

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. Referral selling—and the tenets of a referral-selling system—help you get ahead, stay ahead, and ace out the competition in any economy.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Fill the Funnel

JANUARY 23, 2013

There is more activity in the sales web tools and technology arena than I have experienced over the last five years. There are new sales tool experts popping up everywhere and for good reason – sales people now understand the power that these tools wield. ” Miles Austin. What is your experience?

Sales Technology 125

Sales Technology Top of Funnel Trends Tools 125

No More Cold Calling

JUNE 9, 2019

Have you forgotten that selling is social? These practices only alienate potential customers and eat up company time and resources in the process. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. The Sales Technology Tipping Point.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

SBI

NOVEMBER 4, 2014

Garin: Before you hire that next person, make sure that you’ve analyzed your marketing/sales technology tool kit. Nancy: What would you challenge sellers and/or marketers to think about for the near term? . Be sure you’re efficient with your current team before you add more.

Up-Sell 130

Up-Sell Closing Revenue Decision Maker 130

No More Cold Calling

JUNE 6, 2019

Have you forgotten that selling is social? These practices only alienate potential customers and eat up company time and resources in the process. Consider this: Despite the ever-growing treasure trove of new sales technology, sales is actually harder than it used to be. The Sales Technology Tipping Point.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Janek Performance Group

OCTOBER 22, 2021

This is just one example of a sales technology interfering with the customer relationship. Technology is supposed to make it easier and more efficient to reach prospects and sell to customers. And the good news is, when the right technology is combined with the right strategy, processes, and skills, it certainly can.

Top of Funnel 118

Top of Funnel Exercises Sales Technology Churn 118

Miller Heiman Group

NOVEMBER 3, 2020

With rapidly shifting buyer expectations, sales teams and leaders have an unprecedented challenge to provide insight and value to customer in a strategic way. Artificial intelligence helps modern sales teams better understand customer needs and sell more effectively. Pair Artificial Intelligence with Your CRM.

CRM 90

CRM Forecasting Lead Rank Sales Methodology 90

Miller Heiman Group

FEBRUARY 18, 2020

Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. Yet, although most organizations have deployed at least 10 sales technology tools—with four more on the way , seller efficiency and effectiveness have not improved. Lack of seller adoption of the sales technology stack.

Sales Management 99

Sales Management Sales Technology Study Quota 99

Zoominfo

SEPTEMBER 24, 2021

“Early adopters of sales automation consistently report increases in customer-facing time, higher customer satisfaction, efficiency improvements of 10 to 15 percent, and sales uplift potential of up to 10 percent, ” management consulting firm McKinsey & Company reported in 2020.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have those kinds of sales conversations? I wrote my second book— Pick Up the Damn Phone!:

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales and Marketing Management

FEBRUARY 5, 2021

Can the quantity of your outreach attempts take the place of thoughtful selling practices? . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Sales technology has been a necessity for quite some time.

Scale 177

Scale Maximizer Strategy How To 177

Miller Heiman Group

JUNE 13, 2019

It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights. Clean Up Your Data .

Data 113

Data CRM Lead Rank Sales Methodology 113

Miller Heiman Group

OCTOBER 20, 2020

At a time when sellers have immense pressure to close deals with limited time to engage customers, sales technology is an invaluable tool to give organizations clarity regarding what they need to do to be successful. How does Korn Ferry Sell change the game for everyone in your sales organization? higher win rates and 8.1%

Benefit 75

Benefit Scale Analytics Sales Technology 75

Partners in Excellence

MAY 20, 2023

. “ In February, I hosted Corey Richardson of Teamworks and Jeff Freund of Akoonu in a discussion on “ Leveraging Sales Technology For Maximum Impact.” ” In May, I had a fascinating discussion with Nigel Edelshain, on AI in Selling. We discussed, “ More Human Selling.”

Scale 62

Scale Video Twitter Sales Technology 62

Vengreso

NOVEMBER 3, 2022

Subscribe to Modern Selling on the app of your choice! With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? But, how do sales leaders effectively close this gap is quickly becoming a hot button topic in the sales community. That is the Sales Paradox.

Top of Funnel 116

Top of Funnel Quota Trends B2C 116

Sales and Marketing Management

FEBRUARY 5, 2021

Can the quantity of your outreach attempts take the place of thoughtful selling practices? . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Sales technology has been a necessity for quite some time.

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

The Pipeline

JUNE 30, 2016

In sales, we must continue to touch-base or follow-up as it’s also known to stay in the game of sales. When your rep loses a real opportunity, it’s because of a poor follow up. You sales rep couldn’t touch base either in the right manner or failed to follow-up enough. . The Follow-up challenge!

Follow-up 189

Follow-up ACT Up-Sell Sales Qualified Lead 189

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

No More Cold Calling

JUNE 29, 2019

Obviously, selling is not combat, but the lessons about ongoing training and practicing the fundamentals still apply. Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. But referral selling is easier said than done. Call or text me anytime.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Janek Performance Group

JANUARY 9, 2024

It’s a reminder that new sales technology should be applied judiciously with careful consideration of the strategic vision. In selling, effectiveness should take precedence over efficiency. Effectiveness in sales is about achieving the desired outcomes. The marriage of AI and sales is not a distant vision.

Ideal Customer Profile 62

Ideal Customer Profile Outbound CRM Data 62

No More Cold Calling

FEBRUARY 24, 2021

In late 2019, 61 percent of salespeople said the job was tougher than it was five years before, even though they had better sales technology and more marketing-generated leads. Digital marketing and lead nurturing wasn’t living up to its promises to fill pipelines with hot leads, even before the pandemic. In the same study, 71.4

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Vendor Neutral

JULY 30, 2021

In A Hybrid Working And Selling Environment. Which sales technology tools and solutions can arm RevOps with everything they need for success. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. Enabling Revenue Operations. REGISTER NOW.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

SBI

DECEMBER 18, 2018

It’s important to think about how to optimize your business processes and technology. I sat down to discuss this topic in a webinar with Nancy Nardin, Founder of Smart Selling Tools and Vendor Neutral. Only 36% of sellers’ time is actually spent selling. B2B companies are in planning mode this time of year.

Ideal Customer Profile 123

Ideal Customer Profile Webinar Metrics Data Lead Rank 123

Allego

JANUARY 4, 2022

I’ve rounded up eight sales books from experts and influencers in the space that I believe carry key insights instrumental to our growth as sales professionals in the year ahead. Selling to Big Companies by Jill Konrath. But continuously using the same strategies won’t result in a sale. Problem Prospecting?!:

Hiring 127

Hiring Webinar Metrics Sales Enablement Maximizer 127

Vendor Neutral

MARCH 11, 2021

Your sales team drives the revenue for your company, and if you aren’t strategically enabling them with resources, processes, and tools, you’re leaving potential profits on the table. How is this discipline evolving, though, and how you can utilize the most up-to-date sales enablement methods to improve your overarching sales landscape?

Sales Enablement 72

Sales Enablement Sales Technology Collateral Lead Rank 72

DiscoverOrg Sales

APRIL 11, 2019

Spring break means vacation – and vacation means plenty of down time to catch up on reading! We have mad respect for the classics – but we’ve updated the sales reading list for 2019. Outbound Sales, No Fluff – by Rex Biberston and Ryan Reisert. Agile Selling – by Jill Konrath. What will it be?

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

SBI

AUGUST 14, 2018

“I’m a salesperson by training and by enthusiasm,” says Nancy Nardin, founder of Smart Selling Tools and co-founder of Vendor Neutral. “I I believe in sales, I love salespeople, I love the art of selling. It’s difficult and anyone who can get up in the morning and face rejection time after time is a superstar in my book.”.

Top of Funnel 95

Top of Funnel Vendor How To Sales Technology 95

No More Cold Calling

SEPTEMBER 28, 2017

Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. Artificial intelligence is the perfect account based sales development tool, or is it? AI doesn’t replace good sales skills.

Account 245

Account Lead Rank Lead Scoring Referrals 245