SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Check out the Time Optimization Tool to see how much time you can save by restructuring your AE’s time. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

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

SBI Growth

SEPTEMBER 15, 2013

This tool has been around for a few years now. You will have access to guides, templates and tools to help your BPM drive revenue. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Data Monitoring. Customer Evolution.

Tools 300

Tools Sales Tools Collateral Vendor 300

SBI Growth

NOVEMBER 16, 2012

Sales Rep fightin’ words : “I can do my own prospecting.” Sign up now and you’ll receive many useful tools. One of these tools is an LDR compensation evaluator. And receive valuable tools to use!). Be involved with the 2013 sales compensation planning. Or, “My potential slice of the pie just got smaller.”.

Compensation 267

Compensation Hiring Marketing Trade Show 267

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

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities.

CRM 235

CRM Guidelines Compensation Outbound 235

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.” Now, that had my attention.

Motivation 217

Motivation Prospecting Sales Sales Process 217

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

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

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

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! Google – As you know, Google has a wealth of information and my favorite tool that I use daily is the Google alerts. Their performance record.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There is more free content on sales and selling than anyone could have imagined. There are probably twice as many books on the subject than just 10 years ago. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. And please vote for OMG, a finalist for Top Sales Assessment Tool. (c) c) Copyright 2013 Dave Kurlan' They choose to!

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

The Pipeline

FEBRUARY 11, 2013

If you look at questions as tools of the trade, there is no such thing as one tool fits all; there may be tools that are appropriate to various tasks, others may be useful less often. So I am on a mission to reintroduce this tool to your sales tool kit. and/or Social Selling.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

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. And win more orders in less time.

Face-to-face 132

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

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

SBI Growth

NOVEMBER 14, 2012

You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals. Build those skills by utilizing the tools around you. Your manager is one of those tools. You have the tools to get better if you want to.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. open rate (Google, 2013). These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Connecting online gives you and your prospect more information about each other. It’s not a new tool in a bag of tricks.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Knowing which opportunities are the priorities will help you split time accordingly among the most important prospects. At this point, he is most useful priming your B’s and C’s for Q1 2013.

How To 244

How To Top of Funnel Funnel Face-to-face 244

Understanding the Sales Force

MAY 5, 2014

Top 10 Indicators That You Have a Trustworthy Sales Prospect. Top 10 Kurlan Sales Articles of 2013. Top 15 Questions That Prospects Ask Themselves. 13 Most Important Tools for Coaching Salespeople. Top 10 Sales Leadership Tips From 2013. In no particular order they are: Top 10 Sales Competencies.

Hiring 252

Hiring Sales Management Decision Maker Cold Calling 252

Sales 2.0

NOVEMBER 22, 2019

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). What tools and technologies are you going to use to get these projects done?

Vendor 307

Vendor Face-to-face Tools Prospecting 307

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. And Smart Selling Tools itself was nominated in several categories.

Quota 135

Quota CRM SAP Forecasting 135

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

SBI Growth

MARCH 17, 2013

This will enable you to engage prospects early in the buying process. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. Download this tool here to help you. Your team needs a solid strategic plan supported by modern buyer processes. Marketing Processes are what ties everything together.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. Equipping sales team with the skills they need to engage prospects with social selling.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

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 Rank 111

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI

DECEMBER 18, 2012

You still need to talk with the right prospects, at the right time, about the right things, so they can determine whether you have the right solution, in order to make a purchase decision. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle. And we have big plans for 2013.

Vendor 128

Vendor Sales Cycle Software Software 128

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

NOVEMBER 10, 2013

They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Discover insights and market trends from SBI’s research in 2013. Interview prospects, customers and lost/no decision opportunities. Ask the reps to provide prospects and customers to interview.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Score More Sales

MARCH 18, 2014

The big change now is the tools and technology. This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. 10 tools and technologies to be most helpful. The basics that are often overlooked.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Sales 2.0

AUGUST 3, 2014

How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). What tools and technologies are you going to use to get these projects done?

Vendor 285

Vendor Face-to-face Tools Prospecting 285

Score More Sales

JULY 11, 2013

Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

The Sales Hunter

SEPTEMBER 21, 2013

The “Out of Office” auto reply feature can be a great tool to capitalize on sales opportunities. Think about it… your customer or prospect emails you. Check out the below video to see how this works: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Video 218

Video Selling Skills Customer Service Motivation 218