SBI Growth

APRIL 1, 2013

41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. CEOs and sales leaders don't know why big deals push. We perform dozens each quarter directly with the prospects. This offer expires on April 30 th , 2013. The 80/20 rule in B2B sales is very real.

Scale 317

Scale Quota B2B Negotiation 317

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 Incentive Incentives 253

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

NOVEMBER 29, 2012

Dive in head first to enhance your 2013 Marketing Plan. Sales leaders if you want more leads in 2013, forward this blog post to your peer in marketing.). In marketing, a Persona Ecosystem is the environment of interactions that a prospect lives within. Insight into the sources influencing the prospect.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

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? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

Trends 153

Trends Decision Maker Territories Analysis 153

The Sales Hunter

JANUARY 28, 2013

It isn’t going to help me sell more — it’s only going to help me rationalize why I’m not making sales. 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.

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Sales is frustrated because of a lack of proficiency in using the persona. Integrate the Persona into the Sales Process.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Sales Quota and Sales Compensation Plans are passed out. Because they know they won’t have time for your “new” sales strategies. How do you Get your AEs to Stop Grumbling about 2013?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Pointclear

APRIL 10, 2013

Day two of Sales 2.0 Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Day two Sales 2.0 Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Upcoming 2013 Sales 2.0

Conference 150

Conference Social Selling LinkedIn Account 150

Pointclear

APRIL 9, 2013

Day 1 of Sales 2.0 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.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

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

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

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

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

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. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. It must have a way to engage prospects with quality and depth of content.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

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

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

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

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

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. Problem is too many sales managers also use the same thing to hide themselves.

Pipeline 211

Pipeline Prospecting Scale Motivation 211

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! . Superior sales prospectors know that they must follow up and must figure out the potential customer’s critical needs.

Video 210

Video Prospecting Selling Skills Motivation 210

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

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

The Sales Hunter

APRIL 1, 2013

He shared with me what made this new customer special was that his first conversation with the prospect was nearly 10 years earlier. I couldn’t help but ask him if he at any time thought about throwing in the towel on the prospect. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 217

Motivation Prospecting Sales Sales Process 217

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

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

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 246

Prospecting Telemarketing Sales Qualified Lead Cold Calling 246

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. A sales enablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales.

Data 246

Data Advertising Advertising Lead Rank 246

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

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

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

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

A Sales Guy

NOVEMBER 27, 2012

There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

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

MARCH 9, 2013

When is the best time to call those high-level prospects who consistently are hard to reach? Once you have them on the phone, there are key things you can say to garner their attention: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Video 205

Video Prospecting Motivation Meeting 205

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works. INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305