The Sales Hunter

OCTOBER 17, 2013

When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Take a look at your sales process.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

SBI Growth

JANUARY 28, 2014

What will happen to their sales and customers? Instead, this responsibility should fall to your head of sales. The Virtual Bench of Sales Reps. Each sales leader (manager and above) needs to identify 10 or more actual rep prospect candidates. Each sales leader should have 10 influencers who they can call upon.

Hiring 256

Hiring Influencer Sports Commission 256

No More Cold Calling

JULY 11, 2013

After “retiring” from a long, invigorating career in sales, Bob Terson—founder of SellingFearlessly.com —now leverages his passion for helping others by sharing his wisdom with salespeople around the world. Seasoned sales professionals who give, give, give are a joy to meet. The Person Behind the Sale. 1 for salespeople.

Call-back 286

Call-back Small Business Small Business Enterprise 286

No More Cold Calling

MARCH 8, 2019

In honor of International Women’s Day, how can your sales team attract more female rainmakers? There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. Whatever the reason for the change, the rallying cry is to attract women in sales.

Hiring 247

Hiring Referrals Networking Conference 247

Zoominfo

JANUARY 27, 2019

Maybe an advertisement or commercial influenced your decision. Word-of-mouth marketing, on the other hand, refers to marketing initiatives that actively influence and encourage word-of-mouth discussions about your brand, company, or products. But, you can’t simply wait for customers to refer your products to their peers.

Social Media 210

Social Media Referrals Marketing Influencer 210

SBI Growth

MARCH 21, 2013

Generating New Sales Leads – Move leads through early stages of buyer’s journey, nurturing them until sales-ready. PPC advertising. STEP 12 – ENABLE THE SALES TEAM. The last step in campaign planning is Sales Enablement. Once your campaign is launched and leads start pouring in, what does Sales do?

Campaigns 319

Campaigns Lead Rank Lead Scoring Leads 319

No More Cold Calling

DECEMBER 18, 2014

These “gatekeeper” tactics are insincere, duplicitous, unprofessional, offensive, and a waste of sales time. Dump the Script We’ve all had to make calls from a script at some point in our sales career. Consider the opposite sales approach. All you need to say is who you are and who referred you, and then schedule a time to talk.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Sales 2.0

OCTOBER 23, 2023

One of the areas of complex sales that I have seen soak up tons of time from entrepreneurs and senior salespeople over my years is writing proposals. As a [Your Position] at [Your Company’s Name and what it does], I’m often tasked with drafting sales proposals to potential clients. I fed this prompt into ChatGPT 3.5

Proposal 221

Proposal Social Media Media Decision Maker 221

MTD Sales Training

JUNE 27, 2012

Once in a while, (and it really should be just once in a while,) there comes the time when you absolutely have to lower your price to close the sale. While this may seem like a simple and easy operation, it is something that sales people mess up all the time. Done correctly, a “small price drop” can indeed help close the sale.

Discount 283

Discount How To Referrals Objections 283

Zoominfo

SEPTEMBER 23, 2019

The notion dates back to the 1940s when advertisers started to explore the ways in which their marketing propositions influenced customers to buy from one company over another. . Freshworks – “Your Sales Force Needs a Better CRM”. Notice how their selling proposition isn’t simply “Your sales team needs a good CRM.”

Examples 248

Examples B2B Lead Rank Lead Scoring 248

DiscoverOrg Sales

NOVEMBER 27, 2017

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. That’s why they’re referred to as “warm.”). We’ve all seen advertisements show up on our Facebook feed for a product we recently viewed, with updated ads offering 20% off, a special checklist, or a free trial.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Hubspot Sales

APRIL 21, 2020

It contains mind-blowing facts, enthralling references, and the most compelling examples you've ever seen. This is the definitive documentation on the topic of sales puffery — how businesses leverage lucrative exaggeration. Sales puffery can be powerful when leveraged properly. Sales Puffery Examples. Image Source.

Advertising 123

Advertising Advertising Face-to-face Consumer 123

Zoominfo

MARCH 6, 2019

Customers are 92% more likely to trust the word of their peers over traditional advertising ( source ). This is because referrals are hyper-targeted— as customers refer peers who they genuinely believe will want to buy a product or service. Referred customers have a 37% higher customer retention rate than other customers ( source ).

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Sales and Marketing Management

OCTOBER 30, 2020

We have more tools at our disposal to implement and measure marketing, and, until the pandemic hit, advertising budgets were at record levels. Too many marketers measure themselves with what startup trailblazer Eric Ries refers to as vanity metrics. Author: Jim Ewel This should be the golden age of marketing.

Marketing 207

Marketing Advertising Advertising Twitter 207

Partners in Excellence

OCTOBER 26, 2023

” In the Middle Ages, it evolved to refer to setting up a stall or spot where one could sell goods, as in “pitching” a tent or stall in a market. Over time, the term evolved further to refer to the act of promoting or advertising a product or service, as in making a sales pitch. It is one way!

ACT 149

ACT Advertising Advertising Promotion 149

Zoominfo

JUNE 17, 2018

In the marketing world, brand storytelling refers to campaigns that use creative narratives to showcase a brand or product. Google Adwords is a web advertising service that most B2B marketers are already familiar with. Contact our sales team today to learn how our contact database can inform and enhance your marketing efforts.

Examples 237

Examples B2B Microsoft Telecommunications 237

Nutshell

JUNE 21, 2024

But what does Facebook advertising actually cost, and how do you know you’ll be able to afford it? In short, the cost of Facebook advertising depends on numerous factors, including your ad budget, industry, and promotional goals. If so, you may want to leverage Facebook’s 2 billion-plus daily active users by investing in Facebook ads.

Paid Content 71

Paid Content Cost Per Click Cost per Acquisition Cost Per Thousand 71

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Why am I doing a monthly Sales TV Show? We’ve all had to make calls from a script at some point in our sales career.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Zoominfo

OCTOBER 21, 2018

B2B Vlogging: As we discussed in a previous post, B2B blogging is an effective way to drive organic traffic to your website, engage potential buyers, and generate high-quality leads for your sales team. Testimonials and Case Studies: More than 70% of Americans reference online reviews to inform their buying decisions ( source ).

Webinar Metrics 157

Webinar Metrics Video Strategy Marketing 157

Zoominfo

APRIL 30, 2018

The term web analytics refers to the collection and analysis of web data for the purpose of understanding and optimizing your online presence. Paid advertising. Example: A fictional HR company advertises their jobs across all of the aforementioned channels. Social media (LinkedIn, Twitter, etc.). Job boards.

Analytics 208

Analytics Google Analytics Social Media Channels 208

Sales and Marketing Management

JANUARY 5, 2018

Doing marketing” refers to the execution of marketing. This includes tactics related to attracting, acquiring, and retaining customers through avenues like email, social, content, events, advertising and much more. In fact, many companies are still using spreadsheets, slide decks and borrowed technologies from finance and sales.

Enterprise 214

Enterprise Enterprise Marketing Microsoft 214

Hubspot Sales

JUNE 4, 2020

Marketing, as a concept, is devoted entirely to propping up, promoting, and facilitating another facet of a company's business operations — sales. That figure is known as incremental sales, and if you're interested in knowing whether your marketing efforts are actually working, it helps to have some understanding of the concept.

Marketing 107

Marketing Social Media Advertising Advertising 107

Zoominfo

JULY 17, 2018

73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). For example – let’s say you spend a large portion of your advertising budget on paid search ads. For reference, the average webinar costs between $100 and $3,000 depending on promotional and technological costs ( source ).

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Zoominfo

JANUARY 22, 2021

There are a million reasons why personalized content is widely promoted as a sales and marketing best practice, one of them being that it’s more effective than any kind of ‘spray and pray’ method. In the world of B2B and SaaS, this usually refers to anyone with buying capabilities at an organization. Research Your Competition.

Ideal Customer Profile 221

Ideal Customer Profile Marketing Buyer Persona B2B 221

Zoominfo

FEBRUARY 26, 2018

As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. But, what if we told you a quick reading break might actually increase your sales productivity? Here are 25 of our favorite sales blogs. Top 25 Sales Blogs for all Sales Professionals. 1. Factor8: Your Inside Sales Advisor.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Zoominfo

NOVEMBER 20, 2018

In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. Example: A prospect sees a paid Facebook advertisement for a recent blog post about essential tools for modern sales reps.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

Zoominfo

AUGUST 27, 2018

Modern customers demand authentic, valuable content over more traditional marketing content that resembles a sales pitch. As you may have guessed, user-generated content (UGC) refers to content created by users or customers who are not professionally affiliated with your brand. UGC drives more sales than traditional content.

Social Media 221

Social Media Survey Media Channels 221

Zoominfo

JUNE 24, 2020

Broadly speaking, an inbound lead refers to any prospect who personally reaches out to a brand to learn more. At some point, outbound marketing became a black sheep — the term was once labeled “interruption marketing,” while inbound marketing was often referred to as “permission-based marketing.”. Sales agrees!

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Hubspot Sales

MARCH 6, 2018

What is a sales process? Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. A good sales process helps your reps consistently close deals by giving them a framework to follow. What are the steps of a sales process?

Sales Process 145

Sales Process Sales Methodology Inbound Churn 145

Hubspot Sales

JANUARY 9, 2018

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

SocialSellinator

SEPTEMBER 28, 2021

From an advertising perspective, you're missing out if you don't spend some time on social media platforms looking for potential leads and getting that much closer to the people who matter most-your customers. Let's start with some important advertising tips. There are three basic ways to target people with Facebook advertising.

Real Estate 145

Real Estate Facebook Ideal Customer Profile Marketing 145

BuzzBoard

APRIL 17, 2024

The Importance of ROI Analysis in Local Business Paid Advertising Programs The importance of ROI (Return on Investment) analysis in local business paid advertising programs is often overlooked. ROI analysis aids in pinpointing the profitability of individual advertising activities by determining the potential financial gain or loss.

Advertising 52

Advertising Advertising Analysis ROI 52

Hubspot Sales

JANUARY 9, 2019

It also refers to vacant land, such as undeveloped land and land on which homes or buildings are being assembled. It’s important to understand the different types of real estate because the sale and purchase of property differ depending on its type. Guiding the negotiating of the sale price. Listing and marketing the property.

Real Estate 144

Real Estate Paid Content Hiring Advertising 144

Janek Performance Group

OCTOBER 1, 2021

News flash—part of the responsibility of every sales manager is to teach their salespeople how to help clients make decisions. If your sales team is not consistently generating referrals from clients and instead view it as a problem, then treat it as a coaching opportunity. It’s called reciprocity and it’s rarely used in sales.

Referrals 118

Referrals Scale Influencer Lead Rank 118

Hubspot Sales

JANUARY 20, 2021

In an ideal world, salespeople would be able to focus strictly on sales. For most sales organizations, that's the goal. And while that objective isn't always attainable, most companies still work towards it by leveraging something known as sales support. It's the perfect model of how they'd like their operations to run.

Hiring 134

Hiring Lead Generation Lead Rank Sales Qualified Lead 134

Smooth Sale

DECEMBER 1, 2023

Target Car Shoppers with Paid Advertising Paid advertising is something to research carefully and in-depth. Targeting your car shoppers is essential for effective selling, and you can do that well with paid advertising. Use platforms like Google and social media channels to maximize your advertising efforts.

Automotive 110

Automotive Paid Content Customer Advertising 110

Hubspot Sales

MAY 31, 2020

Marketing pioneer John Wanamaker once said, "Half the money I spend on advertising is wasted; the trouble is I don’t know which half.". Sales organizations that wait until a sale is won or lost to judge a playbook’s success only have one metric by which to measure their efficacy. Sales Activity Metrics.

Inside Sales 119

Inside Sales Forecasting Quota Pipeline 119