SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. Today’s post explores designing sales territories based on your customers and prospects. More importantly, did you design your territories based on your customers and prospects? Where are the prospects that look most like your Ideal Customer?

Territories 303

Territories Marketing Analysis Segment 303

The Sales Hunter

JANUARY 28, 2013

As you look at 2013, challenge yourself to not set targets and goals based on what the economy says you should or should not be able to do. Let’s all go out and make 2013 not just a good year. Copyright 2013, Mark Hunter “The Sales Hunter.” Same thing for us in our job. ” Sales Motivation Blog. .

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? Sales reps find comfort with the persona when they don’t know what to expect from the prospect. How are you packaging your message to the prospect? Hey, Sales Operations leaders. Unfortunately, many of these projects have failed to live up to their hype. Follow @The_Meeks.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

Understanding the Sales Force

OCTOBER 29, 2013

It reminded me of salespeople who continue to bemoan what they perceive to be bad decisions by prospects who awarded business to competitors. So, as in baseball''s 2013 Playoffs, can your struggling salespeople step up and become the performers you need them to be? c) Copyright 2013 Dave Kurlan' We do that!

Up-Sell 245

Up-Sell Coaching Sales Groups 245

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen. Call to Action.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Culture at another firm required Sales Reps to do their own prospecting and sales. Most sales were incremental or competitive displacement when prospects were in an active buying cycle.

Compensation 253

Compensation Hiring Incentive Incentives 253

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. It’s about providing valuable content that prospects seek to solve a problem. Only focusing on acquiring a prospect early is too limited. It's written to a prospect in the evaluation stage. Direct Content Marketing is born.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Because of the economy and relentless competition, 2013 will be the year that many companies have to re-discover the lost art of win-loss analysis.

Trends 153

Trends Decision Maker Territories Analysis 153

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. Align each prospect with that journey, as well as your own sales strategy. New Product Launches are announced.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

Pointclear

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. . — Translate insight into value.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

SBI Growth

AUGUST 15, 2012

Typically this is something like, 30 additional prospects X average deal size = lift of $X in sales. Finally, Brutus connects with marketing again to conduct a customer and prospect survey. Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Pointclear

APRIL 10, 2013

. — Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. s20c @ nathankievman 80% of my prospects never looked at my website; they look at my #linkedin profile instead.

Conference 150

Conference Social Selling LinkedIn Account 150

Zoominfo

OCTOBER 13, 2022

Founded in 2013, AGL began as an exporter of goods for manufacturers in the forest products sector. Shortly after AGL was established in 2013, the US forest products industry experienced a period of sustained growth. We didn’t have a formal prospecting strategy,” Zambo says. “We billion to about $40.9

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

SBI Growth

DECEMBER 2, 2012

The day was extremely productive…until we landed on a prospect he had been calling for 6 months. The prospect was courteous, polite, and even sounded happy. Do you have prospects that are dragging you down? How will you be different in 2013 with your selling efforts? The Cost of Chasing the Wrong Prospects.

Ideal Customer Profile 310

Ideal Customer Profile Prospecting Segment Salary 310

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Sales and Marketing Management

JUNE 16, 2013

Issue Date: 2013-06-17. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Author: Peri Shawn. ” read more'

Prospecting 232

Prospecting Sales Process Sales 232

SBI Growth

SEPTEMBER 2, 2012

Outward-in research: Win/loss interviews determined: LinkedIn Groups is where prospects are discussing our product frequently. White papers offer prospects the greatest deal of information about our product. Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013.

Data 267

Data Analysis Sales Operations Buying Cycle 267

The Sales Hunter

JUNE 27, 2013

For some reason, too many salespeople believe if they make one phone call, send one email or mail one letter to a prospect, then that is all it takes. You just might see yourself doing exactly what I’ve described: Relying on one outreach to a prospect to be enough. Prospecting requires following up again and again.

Follow-up 259

Follow-up Prospecting Ideal Customer Profile Selling Skills 259

Zoominfo

FEBRUARY 3, 2021

By 2013, Bizo was the leading business audience marketing company in the world, with data that reached more than 120 million business professionals. Digging Deeper: What Happened to Bizo? This all begs the question: What happened?

Data 246

Data Advertising Advertising Lead Rank 246

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

A Sales Guy

NOVEMBER 27, 2012

We celebrated the hunter for his or her prospecting skills. Any sales organization that has not embraced a content marketing strategy for lead generation in 2013 is not doing its job and the leaders should be let go. Continuing to rely on sales people to do all of the prospecting and hunting is an antiquated and faulty sales strategy.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

The Sales Hunter

SEPTEMBER 19, 2013

Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 250

Prospecting Motivation Objections Up-Sell 250

Understanding the Sales Force

MAY 19, 2014

Understanding the Sales Force by Dave Kurlan Everything is going along great, your prospect seems quite interested, they''ve agreed with your points, accepted your pushback, you got them qualified and you''re heading for the home stretch. Some prospects will never call the references yet won''t move forward without speaking with them.

Prospecting 272

Prospecting Follow-up Sales Meeting 272

The Sales Hunter

OCTOBER 2, 2013

Voicemail is a tool you can use in prospecting. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Phone Sales Tips Professional Selling Skills Prospecting phone sales tips prospect prospecting sales prospecting voicemail'

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

The Sales Hunter

JULY 29, 2013

Thinking about a prospect is not the same as contacting a prospect, so it’s about time we quite confusing the two. Far too many salespeople spend all of their prospecting time working on their prospecting list, gathering information, and thinking about how they’ll prospect and what they want to say.

Pipeline 238

Pipeline Prospecting Compensation Motivation 238

SBI Growth

NOVEMBER 16, 2012

Sales Rep fightin’ words : “I can do my own prospecting.” Be involved with the 2013 sales compensation planning. Sales Compensation planners already do this for pre- or post-sales support compensation. Normally, there is some mandatory minimum payment to motivate sales participation. Time for HR to make the peace.

Compensation 267

Compensation Hiring Marketing Trade Show 267

Selling Energy

JUNE 13, 2023

I remember reading a study published by the National Academy of Sciences in 2013. If you got into this business because you wanted to save the environment, you might want to keep your agenda to yourself in certain settings.

Face-to-face 76

Face-to-face Prospecting Study Research 76

The Sales Hunter

MAY 14, 2013

Something you must keep in mind when prospecting by email is that the percentage of emails that are read on either a smart phone or a tablet is staggering and increasing each year. Second mistake people make that will destroy a sales prospecting email campaign is by writing as if you’re writing a doctoral thesis.

Prospecting 250

Prospecting Construction Campaigns Selling Skills 250

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

AUGUST 15, 2013

Too many salespeople have prospects in their pipeline that are nothing more than suspects taking up space. A simple rule I have is a prospect cannot stay at the same level of ranking in a sales pipeline for more than 2 calls. Prospecting pipelines are designed to be pipelines, not parking lots. Look at the prospects you have.

Pipeline 211

Pipeline Prospecting Scale Motivation 211

The Sales Hunter

AUGUST 14, 2013

Develop a list of every prospect who you have not sold to so far this year. A prospect who didn’t buy earlier in the year may suddenly see the need or have the money to buy now. Identify 20 prospects you can close in the next 4 months. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 246

Prospecting Selling Skills Follow-up Campaigns 246

Sales and Marketing Management

MAY 22, 2013

Issue Date: 2013-05-01. Teaser: A sales consultant states that by categorizing prospects into one of four different "tribal types," salespeople can identify communication style and other preferences that can enhance the effectiveness of each interaction. read more'

Prospecting 189

Prospecting Sales 189

The Sales Hunter

AUGUST 3, 2013

I am always amazed at the number of salespeople who say they want more success in their sales prospecting, yet they aren’t doing the two things that will help them get there! . Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Video 210

Video Prospecting Selling Skills Motivation 210

The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. Check out the blog post Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects. ” Sales Motivation Blog.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.:

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. Image credit: tang90246 / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' But these are not replacements for instinct.

Prospecting 244

Prospecting Decision Maker Study Pipeline 244

Score More Sales

JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate or stumble to answer, they know you are not seasoned.

Prospecting 199

Prospecting Strategy Lead Rank Lead Scoring 199