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

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

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. Formal training materials. Each phase has your prospect asking questions and taking action. Content Marketing is in the process of a major transformation.

Campaigns 300

Campaigns How To Energy Demand Generation Targets 300

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

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. When you provide sales training, it''s not just new skills that you ask people to learn. c) Copyright 2013 Dave Kurlan' Not really.

Consultative Selling 257

Consultative Selling Training Conference Coaching 257

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? There are three fatal mistakes most people make when email prospecting: Mistake 1: Subject Line. A rule to live by is a prospecting email should never be more than 80 to 100 words. Want to know why?

Prospecting 223

Prospecting Email Marketing Training Customer 223

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

Score More Sales

MARCH 26, 2013

Companies need to use all the data they are gathering in better ways to allow sales more insight into what their prospects have done since they last spoke, and what existing customers are doing in areas they are not working with them yet.

CRM 235

CRM Guidelines Compensation Outbound 235

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Your Prospects. Read on to better understand HOW to leverage resources to Make the 2013 number. Gain Customer & Prospect Feedback – Listen to your customers and prospects. Perform these customer/prospect research activities.

Resources 321

Resources Networking Face-to-face Quota 321

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. I’m truly honored to have my company named to Selling Power’s Top 20 Training Companies list for the 3rd year in a row. 5) strength of client satisfaction. About Profit Builders.

Company 119

Company Training Sales Coaching Coaching 119

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. Get Prospect to an Emotional level. Quantify the value of the prospect''s opportunity or cost of their problem. c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Call-back 302

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

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. Top 5 Success Factors for a Sales Training Initiative. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Leadership Tips From 2013.

Hiring 252

Hiring Sales Management Decision Maker Cold Calling 252

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. This is very different than product training. Your sales team needs this from you to make your product launch in 2013 successful. Maybe I can participate or least be available to those prospects who are now interested in the new product. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are probably twice as many books on the subject than just 10 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. It might be a prospect who has zero probability of buying, yet you are still pouring time into this person. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. .

Motivation 230

Motivation Video Prospecting Sales Process 230

Anthony Cole Training

MARCH 19, 2013

Do you have the right people that, when aligned, motivated, trained and managed, will get you to your mission? Tony Cole – President, Anthony Cole Training Group. 5 – Consistently prospected. 3 – Created urgency with prospects. 5 – Consistently prospected. 3 – Created urgency with prospects.

Hiring 196

Hiring Banking Survey Conference 196

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. 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. To get to the position of CMO or VP of Marketing, you are a top talent. Measurement.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Sales and Marketing Management

DECEMBER 1, 2013

Issue Date: 2013-12-02. To gain a competitive advantage in that regard, sales teams must invest in soft skills training - how your salespeople connect and communicate with prospects. Author: Meridith Elliott Powell. Teaser: What you offer in this economy is not nearly as important as how you offer it. read more'

Competition 238

Competition Training Prospecting Sales 238

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

SBI Growth

NOVEMBER 13, 2013

Discover insights and market trends from SBI’s research in 2013. Go see a prospect. You’ll be training. Discover insights and market trends from SBI’s research in 2013. For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. You can go here to learn more.

Hiring 303

Hiring Trends Call-back Research 303

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. learn more about your prospective clients’ business to help solve problems. hire a prospecting coach. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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. Angry customers and prospects identify themselves as in the market. Reps can use event to get an appointment with prospects.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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

MAY 10, 2013

Telling a prospect what your value proposition is, does not build value. Here are a few random thoughts accumulated through the combined efforts of evaluating more than 650,000 salespeople and training tens of thousands of others. c) Copyright 2013 Dave Kurlan' Now the salesperson is the added value. What does it all mean?

Negotiation 304

Negotiation Proposal Competition Positioning 304

SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. If you want to succeed, your 2013 strategy can’t simply be “Sell more,” or “Sell better.”

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

MAY 8, 2013

Recently I did some training for a large organization. This customized training involved a number of sessions over a few days. It was in-depth training covering several selling techniques. What was most encouraging is how the client was even surprised by the positive results of the training.

Customer 224

Customer B2C Customer Service Selling Skills 224

Understanding the Sales Force

APRIL 17, 2013

It led to a significant number of comments with one of them being this question: "Dave, in your opinion, with all the training that is available and has been delivered to sales people over the years, how come sales people still fail at executing an effective approach to qualifying a prospect. c) Copyright 2013 Dave Kurlan'

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

Score More Sales

JANUARY 9, 2014

A big one has to do with prospecting. Always be on the lookout – always be prospecting. Here are some of our most popular posts about prospecting: Phone Prospecting Strategy for Success. 4 Twitter Prospecting Strategies. Reach More Prospects with this Simple Plan. Increase Opportunities.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

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. It can take weeks or months for some in sales to truly qualify a sales opportunity. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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 Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. Of all the new capabilities leaders could drive, here were seven that stood out in 2013. New Capability Required - Modern prospecting methodology that sales reps can consistently execute. They are easy.

Scale 282

Scale Compensation Exercises Follow-up 282

SBI Growth

NOVEMBER 8, 2012

The clearest view of the future is the market view of a company’s prospects. The prospects represent the future. A change derived from a change in prospect behavior is invisible. A company’s information about prospects is limited. Customer service does not touch prospects at all. Who are the best prospects?

Customer Service 288

Customer Service Account Survey ACT 288