The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. The sooner you know who is good and who isn’t, the better off you will be. By getting answers to these four questions, you’ll also help turn them into better customers by offering them more value. Your time is too valuable!

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

Mindtickle

FEBRUARY 29, 2024

In this video, Mindtickle Principal Product Marketing Manager Christian Pieper outlines how orgs can build a content strategy using data from your CMS, DSRs and CRM. A content strategy that’s driven by data and perfectly aligned with the buyer journey. Is traditional sales content management stifling your org’s growth potential?

CRM 52

CRM Strategy How To Data 52

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. Now what? In this episode, Corey explains why you need a strong vision, a strategic foundation, and a lot of patience.

Commission 52

Commission How To Scale Enterprise 52

Nutshell

FEBRUARY 6, 2024

When you’re in the depths of the sales process, how do you know what step to take next? How do you know what action will be most effective for moving a lead toward becoming a loyal customer? Just focusing on the desired outcome—a new sale—won’t get you there.

Top of Funnel 62

Top of Funnel How To Lead Rank Sales Qualified Lead 62

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. We’ll also delve into the best practices associated with nurturing leads to give you the edge. Table of Contents What does lead nurturing mean?

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Hubspot Sales

MAY 18, 2023

The ability to negotiate can bring you and your business tremendous advantages. Part of the problem is that we rarely have the opportunity to practice. There are only a few occasions where we typically have the ability to negotiate, and they are usually high-stakes such as buying a house or taking a new job.

Negotiation 111

Negotiation Strategy Call-back Up-Sell 111

Partners in Excellence

JUNE 22, 2020

Deal review after deal review, I see the same thing. Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). I ask, “When does the customer need to have a solution in place, what happens to them if they don’t?”

Call-back 146

Call-back Coaching Sales Process Relationals 146

Hubspot Sales

MAY 24, 2023

It’s nerve-wracking for you and your prospect. You’re under pressure to meet quota, and losing a deal at the buzzer indicates to your manager that you’re not in control of the sales process. But, there are some things you can do to lead your prospect to a resounding yes. In this article: What is a closing call?

Closing 110

Closing Proposal Call-back Vendor 110

Lead411

APRIL 17, 2024

Mastering GTM Strategy: A Comprehensive Guide to Success The difference between skyrocketing success and stagnation might be a well-executed Go-to-Market (GTM) strategy. Every company, no matter how big or little, is always on the lookout for the next great thing when it comes to GTM tactics that will help them dominate their industry.

Ideal Customer Profile 52

Ideal Customer Profile Strategy Distribution Advertising 52

The Accidental Negotiator

AUGUST 25, 2023

Negotiating is a process that needs to be carefully managed Image Credit: Vegardig All too often negotiators like to think about their next negotiation as being unique. The topics that will be discussed have never been discussed before, the people who will be negotiating may have never met before, and the outcome is up in the air.

Negotiation 98

Negotiation Face-to-face Exact Hotels 98

Alice Heiman

JANUARY 31, 2023

How did he do it? EventMobi’s early sales model was classic founder led with Bob doing it all from mining his network for leads to closing deals. His strategy worked. But in reality, you want to make sure you have product market fit and selling is the best way to determine that. [13:10]

Hiring 131

Hiring Lead Rank Promotion Cancellation 131

Hubspot Sales

MARCH 25, 2024

Are you ready for a shocking, next-level revelation that's going to turn your world upside down? Here it is: Prospects aren't always easy to deal with. That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. Let’s hear what they had to say. Let’s hear what they had to say.

Prospecting 106

Prospecting Cancellation How To Revelation 106

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection. Let’s take a look at what contributes to Q4 sales.

Data 121

Data Discount How To Quota 121

Gong.io

JANUARY 1, 2021

We know what opening lines to use on a cold call. . We know what questions to use in a discovery call. . We know how to lock down next steps or overcome the next objection. And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. A good targeting strategy asks: .

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Odds are, if you don’t want what they’re selling, you’ll hang up immediately. That’s why mastering an outbound call is so important. How to Make Effective Outbound Calls 1.

Outbound 104

Outbound Inbound Cold Calling Buyer Persona 104

Allego

MARCH 28, 2024

What separates the best sales teams from the rest in today’s unpredictable market? We try to humanize ourselves by leaving voicemails, by having the emails be a little more authentic and written by a human,” Ashe said during a recent interview with me. You didn’t know it, but it is. And we can help you.’”

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Partners in Excellence

SEPTEMBER 1, 2022

Sometimes observing what’s going on, sometimes as a contributor. And every once in a while, someone tries to win by the verbal equivalent of “slamming the ball,” defeating the other, but no one has really won. We reach a point we could not have reached individually, but only through our shared ideas.

Call-back 117

Call-back Energy Conversion Objections 117

The Accidental Negotiator

NOVEMBER 24, 2023

You can get the upper hand when you know what your BATNA is Image Credit: Kari Nousiainen Hopefully we all know what a BATNA is – it’s your best alternative to a negotiated agreement (BATNA). This is what we can use to break down barriers at the bargaining table. So what does this all mean?

Negotiation 52

Negotiation How To Analysis Face-to-face 52

Hubspot Sales

JANUARY 5, 2024

So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet. So here we are — a little over a year after OpenAI changed the landscape of what can be sped up or fully automated for anyone using the internet.

Inside Sales 96

Inside Sales Lead Rank Lead Scoring Churn 96

Alice Heiman

DECEMBER 6, 2022

The first big lesson, young, affordable, full-time staff didn’t have the requisite skills to replace Jake and properly service the accounts. His next big challenge was finding salespeople who could sell even 80% as well as he could. Hey, you know, chances are you’re probably thinking about these challenges.

Scale 125

Scale Outsourcing Services Hiring Sales Process 125

Alice Heiman

MAY 27, 2020

Right now, it can be tough for salespeople to know what’s really going on with customers and prospects. While you might be able to get away with that when the wind is in your sails, it isn’t good enough right now. While you might be able to get away with that when the wind is in your sails, it isn’t good enough right now.

Pipeline 139

Pipeline Closing Opportunity Follow-up 139

Gong.io

OCTOBER 19, 2021

Have mercy, it’s your everything. Tons of software came along to do that quite effectively in recent years. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Let’s start by answering this simple question: “What is Sales Enablement?”. And here’s what it’s not….

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Partners in Excellence

AUGUST 18, 2021

They weren’t really relevant, I had actually done my homework and I had questions on several specific issues. I stopped the sales person, saying, “Here’s what I’m concerned about…… ” The sales person paused, then started asking questions, but they weren’t about my issues.

Call-back 132

Call-back Compensation Customer Software 132

Partners in Excellence

APRIL 8, 2022

I love looking at the racing strategies. It turned out, after each race, the teams had terabytes of data they wanted to analyze to improve how they performed in the next race. It turned out, after each race, the teams had terabytes of data they wanted to analyze to improve how they performed in the next race.

Face-to-face 115

Face-to-face Competition Course Study 115

Babette Ten Haken

JULY 23, 2020

If you are not invested in your own professional story, why continue to urge others to invest in your story? There just may be a disconnect of belief between what you say you do and who you really are. You see it, I see it, we all see it. Then, repositioning professionals another way next week.

Ideal Customer Profile 114

Ideal Customer Profile Call-back Engineering Campaigns 114

Hubspot Sales

NOVEMBER 2, 2020

Because of the constantly changing sales landscape, sales leaders and reps found themselves needing to make quick decisions about their strategies and how they approached customer-facing conversations. To do this, many brands looked to data to help them make tough calls and build new strategies. Focus on the right sales metrics.

Analytics 136

Analytics Enterprise Enterprise Pivotal 136

Partners in Excellence

DECEMBER 6, 2021

Most of our time, as sales people, is figuring out, “What do we do next to win this deal?” We think of things like, “Who are the decisionmakers, how do we reach them? How do we respond to competition? What more information should we be providing them?

Face-to-face 86

Face-to-face Sales Qualified Lead Buyer Sales 86

The Accidental Negotiator

FEBRUARY 2, 2024

What we want to do is to create value at the bargaining table Image Credit: Ron Mader Let’s face it – no matter how highly we may think of ourselves, none of us are perfect. What this means is that every time that we enter into a negotiation, we arrive with our own set of personal cognitive biases.

Negotiation 52

Negotiation Face-to-face Real Estate System 52

The Accidental Negotiator

DECEMBER 8, 2023

If you want to achieve a win-win outcome, you have to let the other side know it Image Credit: Epic Top 10 Hopefully by now we all know what win-win negotiating is all about. Although this may be a good goal to have, it can often turn out to be difficult to do because of the competitive nature of most negotiations.

Negotiation 52

Negotiation Advertising Advertising Exact 52

The Accidental Negotiator

MAY 19, 2023

Using MESOs can help you to create value in your next negotiation Image Credit: henry… If you want to be able to reach a deal with the other side of the table, then you are going to have to be able to present them with something that they want. How can you go about doing that? What Are MESOs?

Negotiation 52

Negotiation Proposal Lead Rank Lead Scoring 52

Marc Wayshak

DECEMBER 30, 2020

When a prospect hits you with the dreaded objection , “I’ll get back to you…” what do you do next? What exactly do you say to get around this common pushback ? How do you keep the conversation moving forward ? Prospects never get back to you.

Prospecting 115

Prospecting Call-back Objections Exact 115

Nutshell

AUGUST 28, 2023

Even if your sales team is already driving good results, establishing a sales process or improving your existing one can take your business to the next level of growth. Even if your sales team is already driving good results, establishing a sales process or improving your existing one can take your business to the next level of growth.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

MAY 24, 2023

As a sales rep, you straddle the space between helping your prospect find a solution that works for them and protecting your company’s interests. By the time you’ve reached the negotiation phase of the sales process, you and your prospect have a common goal: getting your company’s offering into their hands. Will they sign today?

Negotiation 119

Negotiation Hiring Margin Buyer 119

Hubspot Sales

DECEMBER 31, 2020

In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. What is a sales territory strategy? No matter what it looks like for your team, territory mapping has a definite benefit. Ask yourself: Who are you selling to?

Territories 131

Territories Hoovers Decision Maker Ideal Customer Profile 131

Allego

FEBRUARY 27, 2024

They equip sales teams with resources to enhance productivity, align strategies, and deliver personalized experiences, ultimately driving revenue growth through efficient workflows and informed decision-making. Key Features: What Makes a Great AI-Powered Sales Enablement Platform? You want something powerful but still easy to use.

Sales Enablement 62

Sales Enablement Analytics Follow-up Ideal Customer Profile 62

Hubspot Sales

FEBRUARY 9, 2021

Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Holding Onto Outdated Positioning Statements.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Partners in Excellence

APRIL 17, 2023

The other evening, I just wanted to relax, do something mind numbing. ” His head seems to be on a 360% swivel, taking in everything going on around him, developing strategies for dealing with anything that might arise. Even if he is in deep conversation, he somehow seems to be hyper conscious of what’s going on.

Face-to-face 89

Face-to-face Research Conversion Training 89