The Sales Hunter

MAY 24, 2019

It can be a big issue when a salesperson allows their assumptions to drive the customer’s expectations. Ask any customer service department what their biggest struggle is and this is what they will tell you. This happens when the customer’s expectations do not line up with what is actually being delivered.

Sales Process 167

Sales Process Intent Referrals Customer Service 167

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 problem is priorities: a sales team’s priority, the thing they’re judged by, is having as many conversations as possible.

Customer Service 121

Customer Service Customer How To Lead Rank 121

Zoominfo

FEBRUARY 26, 2021

Let’s be clear: whether B2B leaders realize it or not, AI has penetrated nearly every aspect of common business processes, and sales is no exception. Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

The Sales Hunter

MAY 23, 2014

Not only do we wind up confusing the customer, but many times we also wind up confusing ourselves. Salespeople are quick to blame the customer as being […]. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process'

Cold Calling 211

Cold Calling Consultative Selling Selling Skills Customer Service 211

The Pipeline

MAY 31, 2013

No this is not an alternate to Timothy Ferriss’ The 4-Hour Workweek , a good read I would recommend, many applicable ideas for B2B sales pros; but this piece is about helping sales people deal with and conquer one of our biggest challenges. Think of it as a gastric band for sales. Sales Skills Tibor Shanto' Tibor Shanto.

Face-to-face 303

Face-to-face Intent Pipeline B2B 303

Zoominfo

DECEMBER 20, 2024

The apps help businesses customize their Salesforce environment, addressing needs across sales, marketing, customer service, and finance functions. ZoomInfo empowers businesses to refine their prospecting efforts by integrating Salesforce data directly into its platform.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

SBI Growth

SEPTEMBER 23, 2012

Sales needs Marketing to generate demand , educate leads, and supply qualified opportunities. Sales can then do what they should be doing, which is selling, not prospecting. Sales Reps need to train their customers to use Customer Service.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Pipeliner

NOVEMBER 8, 2024

The integration of artificial intelligence (AI) into business processes has been revolutionising industries across the world and inbound sales is no exception. According to a study by McKinsey, businesses that use AI to streamline sales processes report a 40% increase in productivity.

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

Hubspot Sales

MAY 27, 2020

Ultimately, you want to enhance your sales process without being burdened with overly complicated software. If you're looking for Salesforce alternatives , review our list below to find a CRM that will supercharge your sales process, and eliminate friction. HubSpot CRM. Price: Free. ActiveCampaign. Freshsales.

SalesForce 131

SalesForce Sales Process Hiring Hubspot 131

Zoominfo

FEBRUARY 12, 2021

Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. B2B social selling is the process where salespeople use social media to connect with prospects.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

The Sales Hunter

JULY 9, 2013

” I say that because the sales process is never perfect, despite how much people may want to benchmark results. 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. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 244

Discount Customer Consultative Selling Selling Skills 244

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

Salesmate

MARCH 17, 2020

You are gearing up to launch your product’s sales process. You realize that your sales process and other operations can improve tenfold. You can overcome this by restructuring your sales process into different steps and prepare your sales team to tackle each of them individually. Customer-centric.

Sales Process 125

Sales Process Top of Funnel Buyer Persona Lead Rank 125

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. Understanding that there is a link between vision and sales is an important step. This includes everyone involved in pre-sales, customer service and sales.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Hubspot Sales

AUGUST 11, 2020

Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. Chances are, your sales process has moved fully online as well. Cisco Webex also has robust enterprise options for accounts that need many users and remote support for all your customer service needs.

Video 143

Video Tools Sales Process Skype 143

The Pipeline

SEPTEMBER 15, 2014

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. A variation on the delegate route, is automation.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Zoominfo

MARCH 21, 2025

Customization : Can it adapt to your unique sales processes and workflows? Vendor Support : Is onboarding, training, and customer service included? Salesforce Sales Cloud Salesforce Sales Cloud is a CRM platform used by sales professionals, managers, and operations teams to manage and support sales processes.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

The Sales Hunter

AUGUST 29, 2013

If you aren’t sure how your product benefits customers, you need to ask them! Many people think testimonials are just used in the selling process to show prospects why they too should become customers. I can’t answer this question for you, because every product and sales environment is unique.

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

Hubspot Sales

JULY 5, 2022

You wouldn't try to cook a new meal without a recipe or drive to a new city without a map, and your business shouldn't try to convert leads without a sales process. A B2B sales process is a detailed outline of repeatable steps that guides your sales team. B2B Sales Strategy. B2B Sales Process Steps.

Sales Process 115

Sales Process B2B Strategy Sales Qualified Lead 115

The Sales Heretic

NOVEMBER 20, 2018

You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales.

Customer 189

Customer Customer Service Prospecting Sales Process 189

Understanding the Sales Force

JUNE 20, 2014

The best way to be of value to the customer is to have the conversation that nobody else has had with them. The Buyer Journey Instead of Sales Process Understanding the buyer journey is fine, but without a milestone-centric sales process, salespeople cannot confidently move forward the sales process.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

SBI Growth

DECEMBER 5, 2013

Having an enterprise-wide Customer Master File (CMF) is the ideal first step. CMF’s provide a unified view across the organization of your customers. Sales, Finance, Marketing and Customer Service need this alignment. All your data is rolled-up to a common definition of the customer.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

SEPTEMBER 26, 2012

You need to close a few of the big ones in the late stages of your sales process to hit your number this year. The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Early stage sales activity won’t get you to the number. Q4 is difficult. It is too late.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

Sales Hacker

FEBRUARY 8, 2021

Proposals are often the least favorite parts of the sales process for many people – partially because they are a pain, and partially because they’re a mystery. There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. Why your prospect hates your proposal.

Proposal 137

Proposal Prospecting Vendor Follow-up 137

Hubspot Sales

MAY 26, 2020

Sometimes, you’re miles ahead of your competitor on pricing, features, and customer service. Other times, you’re not — and it’s better that both you and your prospects are aware of those shortcomings. Your prospects will appreciate the honesty and have properly set expectations. Download this Template. Do Your Research.

Sales Process 119

Sales Process Collateral Comparison How To 119

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. You might wonder how exactly stories apply to the sales process.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Sales and Marketing Management

APRIL 26, 2019

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. The days of the sales generalist are over. Customer experience, renewal and referrals are critical to ongoing success.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool?

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Crunchbase

JANUARY 18, 2022

Behind these impressive figures lie a range of highly methodical, highly strategic SaaS sales processes. Today, we’ll be walking you through a comprehensive guide to the SaaS sales process, before rounding up with some best practices to help you get off to the best start possible. . What are SaaS sales all about?

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association).

Coaching 126

Coaching Prospecting Customer Maximizer 126

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 Rank Lead Scoring 266

Vengreso

DECEMBER 8, 2022

Because when you have a highly motivated (and effective) sales team, then the customer experience is often better streamlined and supportive – helping to turn first-time customers into lifetime customers. How should sales leaders train to improve the customer experience?

Customer Service 78

Customer Service Motivation Top of Funnel Customer 78

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

Ideal Customer Profile 111

Ideal Customer Profile B2B Prospecting Gatekeeper 111

SalesFuel

DECEMBER 5, 2024

Referrals as a Sales Process The solution is to concentrate on referrals as a sales process in and of itself. The author suggests you focus on the ideal customer who is most likely to recommend you to a high-value prospect. This involves identifying your ideal customer profile and buyer persona.

Ideal Customer Profile 59

Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59

Zoominfo

APRIL 17, 2019

We’re speaking, of course, of the sales funnel. 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. Why is the sales funnel outdated?

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

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. They developed online friendships, and those friends became loyal customers. The Final Message: People Buy from People.

Social Media 227

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

The Sales Hunter

AUGUST 2, 2019

If you’re saying yes, then why do you think your customers are lousy? Are your customers lousy because your sales process attracts the wrong customers? It’s not a good enough reason to get a customer just to help make your monthly or quarterly number. Sales Motivation Blog.

Customer 169

Customer Prospecting Up-Sell Sales Process 169