SBI Growth

JANUARY 17, 2019

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan. You revisit a familiar framework that has always proved helpful in the past- People, Process,

Hiring 245

Hiring Revenue Sales Resources 245

The Sales Hunter

FEBRUARY 20, 2019

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What would I say is the strongest part of my sales process, and what can I do to leverage it more? What can I do to shorten my sales process?

Prospecting 158

Prospecting Face-to-face Survey Motivation 158

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Don’t worry: today’s blog post isn’t another rehashing of the same tired argument sales reps hear on a near-daily basis. Here’s how we did it.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

The Sales Hunter

OCTOBER 4, 2019

There is a major parallel between prospecting and leading. When prospecting, you have to make people see things that they might not otherwise see. Those good at prospecting do the same thing- they ask tough questions and create engaging conversations. Do you engage the prospect with your questions? Sales Motivation Blog.

Marketing Qualified Lead 217

Marketing Qualified Lead Leads Prospecting Conversion 217

Zoominfo

JULY 9, 2019

Today’s round-up features content about collecting better customer testimonials, building sales pipeline, executing data-driven business strategies, and more! 8 Ways to Collect Better Customer Testimonials in 2019. 6 Creative Ways to Build Sales Pipeline Today. And there you have it— our July 2019 B2B Blog Post Round-Up.

B2B 180

B2B Retail Segment Scale 180

DiscoverOrg Sales

APRIL 11, 2019

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. Outbound Sales, No Fluff – by Rex Biberston and Ryan Reisert. The full title of this book is the first baller move of many: Outbound Sales, No Fluff, Written By Two Millenials Who Have Actually Sold Something This Decade.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

The Sales Hunter

MAY 21, 2019

We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. Make your prospects earn the right to become prospects.

Prospecting 275

Prospecting Sales Qualified Lead Marketing Qualified Lead Leads 275

Mr. Inside Sales

APRIL 29, 2019

Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. We are deeply honored to be singled out as the top inside sales training and coaching firm among the many other fine companies in this space. So thank you very much!

Gatekeeper 147

Gatekeeper Face-to-face Inside Sales Cold Calling 147

The Sales Hunter

JUNE 18, 2019

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! The number of deals you have to close directly reflects the amount of time you spend prospecting. Always have a dedicated time to prospect each day and each week.

Prospecting 269

Prospecting Networking Banking Video 269

The Sales Hunter

JULY 1, 2019

Prospecting does not have to be painful nor does it have to be as hard as you think. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity.

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

The Sales Hunter

JULY 30, 2019

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? Have a dedicated time on your calendar to prospect. Don’t allow interruptions!

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

The Sales Hunter

JULY 23, 2019

Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. To be great at prospecting, you don’t have to be born with the “sales gene.” Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

Zoominfo

JANUARY 28, 2019

In 2019, ZoomInfo is taking to Twitter to host a series of 12 Q&A-type discussions. Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data. The 2019 #ChatZoomInfo Line-Up. B2B Sales and Marketing Alignment. But—consistent, high-quality blogging isn’t easy.

Twitter 157

Twitter Account Based Marketing Cold Calling Hiring 157

The Sales Hunter

JUNE 28, 2019

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is not to be the best prospecting person. Culture starts at the top.

Prospecting 190

Prospecting Hiring Video Coaching 190

The Sales Hunter

AUGUST 13, 2019

You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. It’s not about you.

Prospecting 215

Prospecting Real Estate eBook Objections 215

Partners in Excellence

SEPTEMBER 5, 2021

I get the chance to preview dozens of books on sales, marketing and business. The Wentworth Prospect by John Smibert, Wayne Moloney, and Jeff Clulow is stunning! More importantly, I hope it provokes you to buy and read the Wentworth Prospect. Doing More By Doing Less It's Not My Job To Teach You How To Prospect Me!

Prospecting 106

Prospecting Face-to-face Up-Sell Relationals 106

The Sales Hunter

FEBRUARY 20, 2019

Sales is not a destination; sales is a journey of continual learning. The discussion continues about whether sales is an art or a science. People are quick to point out the number of new sales tools created by advances in technology; however, all of this is just noise. This is where prospecting has to come in.

Prospecting 236

Prospecting Social Media Call-back Media 236

Zoominfo

MAY 21, 2019

These blog posts typically explore topics related to B2B marketing, B2B sales, recruiting, or business growth. If that content sends the wrong message, misses the mark, or leaves a prospect or customer with a bad impression of your business, it can be extremely difficult to get back in their good graces. Continue reading.

B2B 189

B2B Lead Generation Lead Rank Consumer 189

SBI

MAY 7, 2019

The Top Sales Tools of 2019 Guide. It was way back in 2010 when I published the first Guide to Sales Tools. The 100 page guide, the first exhaustive list of sales technologies to be published, included just 53 solutions. Engage Prospects. It’s got everything you could want in a Guide to Sales Technology.

Sales Tools 101

Sales Tools Top of Funnel Tools Funnel 101

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

Data 122

Data Insurance Insurance Cold Calling 122

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. All prospects are not the same. What I mean by this is that the prospects in their pipeline are only doing one thing: plugging things up. So, here’s the first question: is the prospect asking you great questions?

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With so much money – and excitement – on the line, how do you connect with new prospects? f their entire budget.

Trade Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227

The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. The issue I have is that networking by nature operates on a different timetable than prospecting.

Networking 203

Networking Prospecting How To Quota 203

The Sales Hunter

JULY 9, 2019

How can you ever expect to achieve the results you need from prospecting if you aren’t prepared to prospect? Prospecting is tough enough, so you shouldn’t make it even harder on yourself. Prospecting effectively includes getting ready and this always has to involve working a day ahead. Sales Motivation Blog.

Prospecting 153

Prospecting eBook Motivation Video 153

Alice Heiman

DECEMBER 26, 2018

The sales industry is incredibly progressive. So, we decided to ask a group of sales experts this one question: What is the biggest trend you expect to see in the sales industry in 2019? . Sales Trends of 2019 . AI for Sales . AI for Sales . More Sales Time – Less Sales Admin Time .

Trends 114

Trends Face-to-face Scale Direct Mail 114

The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. Let’s shift gears now and talk about how you engage the prospect that will not respond. First, ask yourself: are you giving the prospect a reason to respond to you? Check out my ebook on prospecting “10 Reasons Most Prospecting Plans Fail”: 10 Reasons Most Prospecting Plans Fail eBook.

Prospecting 234

Prospecting eBook Call-back Cancellation 234

SBI

DECEMBER 12, 2018

I asked thought leaders from various sales technology firms, how they think SalesTech will change the way salespeople sell in 2019. Historically, Customer Relationship Management (CRM) systems have tended to create work for sales people, rather than simplify their job. In 2019, that all changes.

Sales Qualified Lead 139

Sales Qualified Lead Lead Rank VanillaSoft Lead Scoring 139

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Scoring 131

Lead Scoring Lead Rank Sales Qualified Lead Prospecting 131

Igniting Sales Transformation

MARCH 20, 2019

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. Priorities important in 2015 are even more important today, in 2019. You, the sales rep, need to own and understand the target buyer persona too. Message matters.

Conference 101

Conference InsideView Cold Calling Scale 101

Zoominfo

AUGUST 7, 2019

Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. If not for the sake of your sales and marketing campaigns, do it for the sake of your bottom line. The Impact of Bad Data on B2B Sales. Our stance on B2B data is no secret.

Data 150

Data B2B Lead Nurturing SalesForce 150

The Pipeline

OCTOBER 8, 2019

We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. Not Your Daddy’s Phone.

Prospecting 241

Prospecting Call-back Face-to-face Lead Scoring 241

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. Find out more about how to sell to multiple decision makers in my video below: You can’t be in sales long before dealing w ith this issue. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Zoominfo

FEBRUARY 5, 2019

But, we’re back and better than ever with our February 2019 installment. Create a practical exercise or project that mimics the actual responsibilities of the role—such as a writing prompt for content writers or a practice sales call for sales reps. Imagine a prospect researching two similar products. Continue reading.

B2B 150

B2B Buyer Persona Hiring Ideal Customer Profile 150

The Sales Hunter

SEPTEMBER 24, 2019

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

The Sales Hunter

SEPTEMBER 13, 2019

A few weeks ago, I received a prospecting email that contained over 15 different links. Your focus while prospecting is on uncovering a need and creating confidence. Your focus while prospecting is on uncovering a need and creating confidence. Still, this only applies to a long way down in the sales process.

Prospecting 158

Prospecting Lead Rank Lead Scoring Conversion 158

Vengreso

JANUARY 7, 2019

Practice makes perfect, and when it comes to sales, the leadership team at Vengreso has a lot of practice under its belt. Vengreso’s leaders, or the “Fantastic Eight” as Mario calls them, share their best sales or sales leadership tips for 2019 in the video below. Vengreso’s Best Sales Tips for 2019.

Ideal Customer Profile 100

Ideal Customer Profile LinkedIn Video eBook 100

The Sales Hunter

JUNE 4, 2019

Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. I bet prospecting would be on the list too if everyone had to do it.

Harvest 215

Harvest Prospecting Lead Rank Lead Scoring 215