The Sales Hunter

FEBRUARY 20, 2019

Sales is not a destination; sales is a journey of continual learning. The discussion continues about whether sales is an art or a science. People are quick to point out the number of new sales tools created by advances in technology; however, all of this is just noise. This is where prospecting has to come in.

Prospecting 236

Prospecting Social Media Call-back Media 236

The Pipeline

JUNE 4, 2019

Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive. While I am not working with sales teams, I am buying. I Wanna Believe. Can You Repeat That?

Discount 268

Discount Vendor Quota Buyer 268

MTD Sales Training

SEPTEMBER 30, 2019

You may think it’s by improving your product quality or better pricing strategies or better terms to customers. Instead, your real value lies in developing your overall sales skills, so you help your clients to improve their business over time. How do you increase value? How do we define an agile mindset?

Social Media 253

Social Media Sales Media Energy 253

The Sales Hunter

AUGUST 5, 2019

Your lack of confidence is quickly going to be seen by the customer and will either turn them off towards you or make them take advantage of you if they decide to buy. Here’s a video on this topic: Your lack of confidence stems from your unbelief in yourself and how you can help others. Sales Motivation Blog.

Prospecting 174

Prospecting Positioning Intent Motivation 174

The Sales Hunter

JUNE 25, 2019

This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Ask yourself: who is your perfect customer and what outcomes can you help them achieve?

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

The Pipeline

JULY 10, 2014

Sales people are always looking for the secret to sales success, more revenue and glory. One path is to look beyond sales and see how they can drive commerce. Thus, commerce is a system or an environment that affects the business prospects of an economy or a nation-state. Focus on commerce, and sales follow.

Case Study 275

Case Study Objections ROI System 275

Hubspot Sales

JANUARY 4, 2024

Having a bad sales month? Nobody is answering the phone and emails, and it seems like your prospects are falling off the face of the Earth. Two days until the end of the month; your quota is complete by 67%. What makes a bad sales month? Sales experts set off the common seven: 1. We’ve all been there.

Top of Funnel 113

Top of Funnel How To Hubspot Forecasting 113

The Pipeline

APRIL 2, 2012

Labels matter, they drive attitudes, and attitudes drive action, and sales is all about action and execution. How you label an opportunity will dictate your actions, results, and success. Attitude is clearly part of it, how you view that client based on the label you place on them.

Prospecting 267

Prospecting Sales Cycle Energy Policies 267

Janek Performance Group

FEBRUARY 20, 2024

In movies, sales is the ideal career for anyone who would rather play golf. Afterall, sales and golf have much in common. But most importantly, sales is about relationships. With that, let’s examine how some famous golf quotes can improve your sales game. Always note your body language. Sit up straight.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. And every once in a while, they see a customer with their sales people. The universal response to anemic pipelines is, “They need to do more prospecting!” ” But then I ask them about win rates, deal/pipeline quality, average deal size, sales cycles.

Coaching 113

Coaching Lead Rank Pipeline Data 113

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Hiring 110

Hiring Salary How To Ideal Customer Profile 110

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. 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. If you want a lucrative Q4, read on for the best-kept secrets in the sales world. Set a goal.

Data 121

Data Discount How To Quota 121

MTD Sales Training

DECEMBER 7, 2017

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. Take a look and let me know what your favourites are, and what other tips you would share with others. That focus will drive you forward instead of holding you back.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Janek Performance Group

NOVEMBER 7, 2023

High-achieving sales representatives exhibit uniquely different sales behaviors compared to their lower-performing counterparts. Unfortunately, many low performers remain unaware of the sales behaviors hindering their success. This feeling is familiar among most sales reps, resulting in a lack of outreach during these periods.

Decision Maker 62

Decision Maker Ideal Customer Profile Lead Generation Sales Qualified Lead 62

The Pipeline

SEPTEMBER 24, 2019

Every project that includes what we in sales like to call “ a complex sale ,” has a corresponding “Complex Buy.” Even if you sell your stuff in six months, consider the time invested in evaluating potential solutions, then vendors. Presented differently, sellers want to talk about what the prospects are doing, the present.

Outsourcing Services 203

Outsourcing Services B2B Decision Maker ROI 203

Pipeliner

JULY 1, 2020

Thoughts affect our self-esteem and influence our attitude toward others. Clientele can sense our attitude that directs our path for moving forward or stopping in our tracks. When you think positively, attitude steps in to demonstrate you can succeed. Almost similar, most prospects will do their research ahead of time.

Leads 98

Leads Marketing Qualified Lead Ideal Customer Profile Motivation 98

MTD Sales Training

MAY 15, 2020

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! ” Here’s 18 sales mistakes that poor salespeople make. Sales Mistakes To Avoid. Lack of sales preparation. How many are you guilty of?

Face-to-face 156

Face-to-face Buyer Up-Sell Follow-up 156

MTD Sales Training

NOVEMBER 15, 2017

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their behaviours, we have put together some ideas that drive their progress.

Account 189

Account Up-Sell ROI Google 189

The Sales Hunter

JULY 6, 2012

It’s as if there is a game of hide and seek sometimes with prospects. When you want prospects, they can’t be found, and then at other times, when business is good, new prospects are falling out of the sky. What you can control is your own momentum and your attitude.

Prospecting 171

Prospecting Motivation ACT Objections 171

No More Cold Calling

JANUARY 11, 2018

Is sales an art or a science? The Sales Hunter answers that question. Neither are account based sales teams. If you want referrals, you need to bring your good old human self to the table. Mark Hunter, in his post “ Why Sales Will Never Be the ‘Science of Selling ,’” explains why we need human interaction more than ever.

Account 204

Account Competition Cost per Acquisition Referrals 204

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Nutshell

JANUARY 30, 2023

Customer relationship management (CRM) platforms like Nutshell help you collect valuable data from your audience, sales processes, and marketing strategies. CRM data is an invaluable tool that helps you improve your sales and marketing efforts to earn a higher return on investment (ROI) and power business growth.

CRM 62

CRM Data Top of Funnel Sales Qualified Lead 62

The Pipeline

FEBRUARY 6, 2018

A common question I am often asked about sales is what are the characteristics or attributes of successful salespeople. Control helps you invest your time in those endeavours likely to directly impact your results. Your goal as a sales leader, or if you are looking to change your mindset, is to start with mindset.

Coaching 247

Coaching Lead Rank Incentives Incentive 247

Partners in Excellence

MAY 24, 2022

The gaming process is the natural reaction of people to respond these rules, even if they, wittingly or unwittingly, drive behaviors counter to what management is trying to achieve. ” It’s very easy, particularly with technology, for sales people to achieve any call goal that’s set.

Policies 80

Policies Pipeline Sales Cycle Forecasting 80

Apptivo

AUGUST 17, 2022

Sales is an important part of business. In reality, sales people face a lot of tension and negativity in their day to day routine work. It is definitely hard to keep oneself motivated in spite of being rejected and working among uninterested hostile prospects. What are good sales quotes? Introduction.

Motivation 52

Motivation Harvest Incentives Incentive 52

The Pipeline

JUNE 19, 2014

A few weeks ago I put out a question based on a discussion I had with a sales rep about the need for and, value of confirming appointments. To be specific, appointments where the prospect had accepted the appointment both verbally on the phone, and then again accepted the electronic invite (Outlook or Google) you e-mailed.

Cold Calling 325

Cold Calling Face-to-face Travel Account 325

The Pipeline

JULY 10, 2014

Sales people are always looking for the secret to sales success, more revenue and glory. One path is to look beyond sales and see how they can drive commerce. Thus, commerce is a system or an environment that affects the business prospects of an economy or a nation-state. Focus on commerce, and sales follow.

Case Study 161

Case Study Objections ROI System 161

The Pipeline

OCTOBER 7, 2013

I have the pleasure and opportunity to “sales” with a lot of people, some in sales themselves, some management, and some who don’t sell but have firm unfounded opinions they like to share or yell. One area they all seem to have opinions on is whether sales is a numbers game or not. Klipfolio.com).

Intent 260

Intent Account Sales Process Coaching 260

The Pipeline

JULY 31, 2014

Earlier in the week I wrote about the need for sales people to be “multilingual” in order to better understand and communicate with the types of buyers they may not have prospected or sold to in the past. Front line folks, sales people, factory workers, database analysts, etc. What’s in Your Pipeline?

Decision Maker 296

Decision Maker Enterprise Enterprise Objections 296

Sales Hacker

DECEMBER 29, 2022

Have you ever walked into a store, told the salesperson what your requirements were, and they pointed you in the direction of the solution that answered your needs? I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

Sales and Marketing Management

JUNE 20, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results. The results.

Vendor 166

Vendor Hiring Discount Retention 166

Janek Performance Group

APRIL 25, 2022

Sales is a lot like golf. And just like with golf, we also keep score and measure our sales metrics and KPIs. If the numbers are not what we like, both golf and sales can be a humbling experience. In this article we explore famous golf quotes and how they can be applied to improve your sales game.

Sports 62

Sports Lead Rank Lead Scoring Course 62

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. Here are some ideas that will help when you are holding a virtual meeting with a prospect online. Don’t try to ‘sell’.

Meeting 156

Meeting Face-to-face How To Call-back 156

Sell Integrity

JANUARY 18, 2021

This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. In fact, your success in 2021 depends on it. It’s also clear that the shift to a remote sales model isn’t just a temporary fix.

Pipeline 116

Pipeline Lead Rank Lead Scoring Social Media 116

The Pipeline

DECEMBER 28, 2015

This means your message will be better understood if you use visual references and use visual examples. Whereas with the latter are more auditory, as a result your communication geared to the spoken word, yours and theirs, leveraging sounds and noises to emphasize or accentuate things. You know”. Tibor Shanto.

Hiring 120

Hiring Cold Calling Quota Conference 120

SBI Growth

JULY 3, 2013

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. In some cases the sales team uses the QBR as an open forum to ambush marketing. They drive a strategic discussion.

Guidelines 300

Guidelines Referrals Construction Survey 300

Zoominfo

MAY 21, 2019

These blog posts typically explore topics related to B2B marketing, B2B sales, recruiting, or business growth. Today’s installment features content about getting ahead in your career, personalized marketing, lead generation roadblocks, brand trust, and more! If it’s any consolation, you’re not alone in your lead generation struggles.

B2B 189

B2B Lead Generation Lead Rank Consumer 189