SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. 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 Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

Understanding the Sales Force

OCTOBER 29, 2013

Understanding the Sales Force by Dave Kurlan I love comparing baseball with selling. It all started in 2004 when I began writing my best-selling book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. Track record, recent sales and gut instinct won''t do it. We do that!

Up-Sell 246

Up-Sell Coaching Sales Groups 246

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. However, it leaves sales as the sole department with spotty metrics. If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

DECEMBER 2, 2012

Five weeks ago I shadowed a sales rep on a series of calls during a typical day. 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. I asked this sales rep what the estimated potential value of the account was.

Ideal Customer Profile 310

Ideal Customer Profile Prospecting Segment Salary 310

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. The problem with panic mode in the sales world is that salespeople tend to do stupid things. Instead, begin right now to mine your current customer list and your prospecting list. ” Sales Motivation Blog.

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Look for how the customer is engaging with the sales rep.

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

SBI Growth

NOVEMBER 16, 2012

Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. Best-in-class Lead Management programs provide sales with more than 50% of all leads. And how can HR keep the peace when LDR pay threatens Sales compensation? Sales Reps pay for the leads.

Compensation 267

Compensation Hiring Marketing Trade Show 267

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. Any reference request is a momentum stopper and at best and extends the sales process.

Prospecting 272

Prospecting Follow-up Sales Meeting 272

Understanding the Sales Force

MAY 30, 2013

Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." Isn''t this a prospecting call? It certainly doesn''t apply to a complex B2B sale!

Prospecting 247

Prospecting Telemarketing Sales Qualified Lead Cold Calling 247

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. Here’s a sample of a message I might leave someone: Hi Ron, this is Mark Hunter, The Sales Hunter. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

Sales and Marketing Management

JUNE 16, 2013

Issue Date: 2013-06-17. Teaser: Effective sales questions can help uncover information that moves the sales process forward. Here’s how salespeople can ask better questions, and stay away from questions that can alienate prospects. Author: Peri Shawn. Also, why it’s sometimes best to avoid the word “why.”

Prospecting 232

Prospecting Sales Process Sales 232

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

MTD Sales Training

JANUARY 2, 2013

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Pipeline 276

Pipeline How To Sales Prospecting 276

The Sales Heretic

AUGUST 6, 2013

As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention. More than twelve hundred of the world’s top professional speakers and trainers got together for four days to learn from each [.].

Sales 307

Sales Prospecting Customer 307

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

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

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

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Operations leaders often have a disproportionate amount of influence over Sales functions. Sales executives, by contrast, are often viewed as wanting to take foolish risks. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. A key trait of top quartile sales leaders is their ability to ask for help. Your Prospects. Read on to better understand HOW to leverage resources to Make the 2013 number. Your sales reps often don’t know the true reason they lose a deal.

Resources 321

Resources Networking Face-to-face Quota 321

SBI Growth

APRIL 3, 2013

It seldom answers the most pressing questions of the prospective buyer. Marketers have literally cracked the code on what to communicate to their prospective buyers. Traditional sales support literature. Each phase has your prospect asking questions and taking action. Email-ready tackable content. Quality website content.

Campaigns 300

Campaigns How To Energy Demand Generation Targets 300

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" Get Prospect to an Emotional level.

Sales Process 302

Sales Process Webinar Metrics Intent Call-back 302

Sales and Marketing Management

MARCH 28, 2013

Issue Date: 2013-03-29. Author: Michael D. Teaser: A good lawyer knows the answers to every question before asking it. It may not be quite the same with salespeople, but there are some key questions to avoid. A good lawyer knows the answers to every question before asking it. read more

Prospecting 274

Prospecting 274

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

The Sales Hunter

AUGUST 20, 2013

How are you doing in meeting your 2013 goal? Here are 5 steps you can take right now to close more sales faster: 1. The single biggest reason more sales aren’t closed is salespeople give up and fail to follow through. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Closing 255

Closing Discount Referrals Follow-up 255

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Your role as an industry expert can be invaluable to your prospects, so you need to flaunt that expertise. ” Sales Motivation Blog.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

JUNE 22, 2013

Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . .”

Sales Process 245

Sales Process Video Cold Calling Consultative Selling 245

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 252

Hiring Sales Management Decision Maker Cold Calling 252

The Pipeline

DECEMBER 12, 2012

Rather than resolving to do new things in new ways in 2013, why not resolve to improve a little here and a little there with things you already do or need to do; but do it in a way that ends up being greater than the individual gains on your efforts.

Pipeline 290

Pipeline Top of Funnel Sales Industry 290

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? Who is responsible for Sales Enablement ? If you leave it to the sales force, it won’t get done. They’ve never had to.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Score More Sales

JULY 11, 2013

He was my sales colleague. It can take weeks or months for some in sales to truly qualify a sales opportunity. Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. Looking back, I remember thinking that Ron had some sort of memory problem.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241