The Sales Hunter

JUNE 5, 2013

If, on the other hand, they’re doing it after they’ve met with you, then this may indicate the information you’re sharing in your sales presentation is not answering their questions. Is the information that customers are gathering from the internet accurate or not accurate? If so, how is the customer responding?

Customer 250

Customer Direct Response Selling Skills Motivation 250

Zendesk Sell

DECEMBER 4, 2018

But this shift towards relationships and away from mere transactions has also revealed one of the fundamental problems in how we think about sales and customer service. The customer service team’s priority, on the other hand, is usually to reduce the number of conversations they have every day. The length of calls.

Customer Service 121

Customer Service Customer How To Lead Rank 121

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. Are you satisfied with your present…? Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is the best place to learn about your product, your competition AND your customers at the same time. Your best customer(s) trade or professional association.

Networking 325

Networking Hiring Trade Show Social Media 325

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? Get Access Today.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

SBI Growth

MAY 31, 2013

Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. The prospective company operates 25 boutique coffee shops. During the call, Rick touts that his firm prides itself on exceptional customer service. The other part: exceptional storytelling. Why should I believe you on this?”

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. As these use cases matured, the next evolution presented itself in the form of what today is known as a sales automation platform. How Does Sales Automation Work?

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

The Sales Hunter

JULY 9, 2013

The more you can get the customer to focus on their big issue, the more likely they are to realize the price is not an issue. Ignore their request and push forward with your presentation. The results you achieve will vary, but the biggest thing to remember is when the customer pushes back on your price, you do have options.

Discount 244

Discount Customer Consultative Selling Selling Skills 244

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It’s not what you say; It’s what your customer believes. You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance. customer service.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). Questions are the key element in creating an “I need to buy this” thought process on the part of your prospect.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. hire a presentation skills coach. list out your selling “areas to work on” set aside weekly prospecting time. find a new audience for your product or service. think of stories that you can use to better connect with prospects. offer a new service which your market wants.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

SBI Growth

SEPTEMBER 15, 2013

At no cost, an expert from SBI will present the full research findings. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. They changed their messaging to focus on customer care. A sales rep can quickly review the BPM.

Tools 300

Tools Sales Tools Collateral Vendor 300

The Pipeline

SEPTEMBER 15, 2014

We each presented three things you can do to close the year strong. One example is customer service, I see to many sales people dealing with “admin” type of requests from clients instead of sending it to where the task really belongs, customer support, who is usually much better prepared and equipped to deal with these things.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

No More Cold Calling

APRIL 29, 2019

Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. If we’re a prospect, we go dark. Do your clients want more from you?

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

The Sales Hunter

OCTOBER 10, 2015

I know it sounds harsh, but your sales presentation sucks — if you are relying on it so heavily that it is a roadblock to authentic dialogue. What happens when you come into a meeting with the customer or prospect and you are determined to stick to the presentation is you may actually shut down any […].

Video 100

Video Sales Meeting Prospecting 100

Sales and Marketing Management

AUGUST 31, 2017

Outside of your business, the same strong vision inspires confidence in your prospects while providing clear insight for why your business exists, and why they should work with you. A clear vision helps the right prospects to see why they should work with you. This includes everyone involved in pre-sales, customer service and sales.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Jeffrey Gitomer

MAY 9, 2011

When you have the pressure to sell, the prospect senses it, and backs off. Customer Loyalty. Presenting. There is no time like the present to change things up in 2012 to ensure its better than 2011! Then things get worse. You can’t seem to sell at all, and begin to panic. Get Sales Blog Updates. Categories.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Sales and Marketing Management

APRIL 26, 2019

Author: Steve Norman I recently saw the CMO of a high-profile company present at an international marketing conference. Instead, we need to build specialist functions and individual capabilities that will allow us to effectively and efficiently engage with the customer at each stage of the customer-driven sales model.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Sales and Marketing Management

JANUARY 16, 2019

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. Buyers lose faith when they receive conflicting information.

Channels 259

Channels Social Media Consumer Lead Rank 259

Pointclear

MARCH 19, 2013

Click to start video at this point — “What we try to do with EDGY is look at why business is broken,” Dan says, “not why cold calling is broken or why prospecting is broken. Treating employees, customers, and prospects as fellow human beings first influences both your tactics and your outcomes. The EDGY Strategy.

Conversion 264

Conversion Automotive Face-to-face Decision Maker 264

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Research 128

Research Prospecting Face-to-face Twitter 128

SBI

FEBRUARY 22, 2018

These insights can help you understand where to spend time prospecting and upselling – not to mention how to frame the conversation – instead of wasting resources on blind alleys and manually updating your CRM. With the right data, you should no longer be in the dark when your favorite prospect hits the road.

Decision Maker 139

Decision Maker Closing Prospecting Top of Funnel 139

Sales and Marketing Management

SEPTEMBER 24, 2017

Digital selling yields the best results when companies offer consistent experiences across all channels, including brand image, media releases, client presentations, customer service, and product engagement. Silos also present huge barriers to effective digital selling strategies.

Strategy 166

Strategy B2C Top of Funnel Sales Qualified Lead 166

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Here are a few ways you can earn all of that from your prospects. Build your thought leadership through conference presentations and podcasts. You can even benefit your entire industry.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Pointclear

FEBRUARY 21, 2013

Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible. Bob says that busy customers no longer want to spend hours in a conference room, often preferring a quick WebEx conversation. e-mail communication.

Inside Sales 240

Inside Sales Skype Face-to-face Field Sales 240

Zoominfo

APRIL 17, 2019

The sales funnel represents the theoretical customer’s journey to making a purchase. Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. Prospects enter the funnel at the top, and exit at the bottom as paying customers.

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

SalesFuel

FEBRUARY 13, 2025

Many prospects are struggling to harness AI, adjust workplace dynamics and exploit innovative technology. Citing expertise in business presentations, Ron Torossian , a PR professional, lists trends shaping how your prospects consume new information. Below are just a few of his observations.

Vendor 59

Vendor Hiring Decision Maker B2C 59

Hubspot Sales

JUNE 20, 2019

To reiterate, a sales demo is the process of providing a prospect with a demonstration of your product or service. A product demo is the same process but it involves a current customer. At virtually every company, a sales rep will deliver a demo to the prospective customer. Research Your Prospect.

Closing 104

Closing Prospecting Face-to-face Call-back 104

Zoominfo

MARCH 4, 2018

Today’s customers are faced with hundreds of different buying options. Think about it: When a consumer is constantly presented with hundreds of different brand messages, how can you cut through the noise to capture their attention? 86% of respondents said they would be willing to pay 25% more for better customer experience.

Marketing 194

Marketing Scale Segment Channels 194

Hubspot Sales

OCTOBER 16, 2024

Ideally, you’ll identify a company whose reputation aligns with the kind of prospecting you’re already doing. This allows your team to focus on core business activities such as product development , strategic planning , and customer service. Pro Tip: Establish a robust communication process with the outsourced team.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Hiring 105

Sales and Marketing Management

MARCH 19, 2018

Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. It’s easy for prospecting to get pushed to the back burner, especially when dedicated time isn’t set aside for the task.

Sales Qualified Lead 221

Sales Qualified Lead Marketing Qualified Lead Leads Lead Generation 221

No More Cold Calling

OCTOBER 4, 2018

Equally important, they need to know the business reason to refer you—that you have something valuable and relevant to offer the prospect. Find out how they know your prospects, what’s important to your prospects, what their challenges are, what they value, how they communicate, and what might get in the way of your sales success.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 266

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

Zoominfo

MARCH 3, 2019

As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. Although we’ve primarily seen Sprout Social used for marketing and customer service purposes, the platform has a host of features that can help the average B2B sales rep learn more about the companies they’re trying to sell to.

Research 233

Research B2B Tools Company 233

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. What is B2B prospecting? B2B prospecting is one of the earlier stages in most B2B sales processes.

Ideal Customer Profile 111

Ideal Customer Profile B2B Prospecting Gatekeeper 111

The Sales Hunter

APRIL 5, 2019

Your questions cannot be ones that the customer has a routine answer for. You won’t uncover additional opportunities with your presentation but with your questions. Be confident as a sales leader, because you know you can help the customer. You have to ask the questions that lead to more questions. Sales Motivation Blog.

Sales Leadership 223

Sales Leadership Motivation Sales Customer 223

LeadFuze

OCTOBER 1, 2021

What Does Prospecting Mean? Sales prospecting techniques are important matters in sales but before we dive directly into them, let’s get to know what prospecting means first. Historically, prospecting refers to the hunt for resources such as gold. 25 Prospecting Techniques In Sales . Likewise, for prospecting.

Prospecting 95

Prospecting Top of Funnel Sales Qualified Lead Ideal Customer Profile 95