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

Hubspot Sales

OCTOBER 14, 2020

Having a feel for what to expect, what can go wrong, and what you need to do better makes literally any situation run more smoothly — and sales calls are no exception. And as a sales manager, you want to do everything in your power to put your reps in that position. You'll have time to give pointed advice after exercise is over.

Exercises 132

Exercises Cold Calling Scale Discount 132

The Pipeline

JULY 14, 2014

A large part of the problem is that a lot of the advice is focused on how to avoid the unpleasant aspects of the exercise, most specifically the objection/rejection. Part of that effort is the reality of interrupting prospects, making it more crucial that we engage that buyer as quickly as possible. I am the Zomby Woof ).

Cold Calling 308

Cold Calling Social Media Call-back Exercises 308

Understanding the Sales Force

DECEMBER 22, 2014

You’ve made your New Years resolutions to exercise, lay off the carbs, lose weight, be kind, leave the cell phone in another room at night, close the laptop by 7PM, and be an all around better person. But what can you do to kick-off the New Year so that 2015 is your best sales year ever? How many new sales or accounts are required?

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

SBI Growth

FEBRUARY 10, 2014

When we sit down with Sales Executives, this is one of the first questions we ask. None of these responses are adequate for a world class sales organization. As the SVP of Sales, you should have a crisp answer. He even knew the probability of closing a prospect based on this criteria match. Who is your ideal customer?

Customer 308

Customer Retail Segment Exercises 308

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? If you’re a manager, this is a great exercise for a sales meeting. You could do two: one for prospecting and one for the close.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

criteria for success

JUNE 21, 2022

Looking for the perfect active listening exercise for your next sales training event? An effective active listening exercise accomplishes three things: 1. Sales can often be a very solo gig. The active listening exercise shared below puts salespeople directly in the position of their buyers. Let's Talk Sales!

Exercises 98

Exercises Training Groups Exact 98

SBI Growth

NOVEMBER 19, 2013

Sales reps want solid materials to support them in sales campaigns. Having the right content enables the sales rep to have the best chance to make a sale. In this post, I’ll discuss 5 critical actions that need to take place to enable your sales force. The purpose of the exercise is to identify existing content.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. While persistence has always been important in sales, we are in uncharted territory. Most of the focus on persistence is related to contacting new prospects. Stop giving demos.

Territories 268

Territories Exercises Video ACT 268

The Pipeline

SEPTEMBER 29, 2014

No secret I am a big proponent of cold calling being an element of prospecting success, along with any other viable means of engaging with potential buyers. While I have always made the call about the prospect, that is different than taking myself out of the picture. Sales Execution Tibor Shanto' What’s in Your Pipeline?

Outsourcing Services 281

Outsourcing Services Cold Calling Call-back Exercises 281

Score More Sales

JULY 11, 2013

He was my sales colleague. It can take weeks or months for some in sales to truly qualify a sales opportunity. Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. Looking back, I remember thinking that Ron had some sort of memory problem.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

SBI Growth

DECEMBER 23, 2012

Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. Sales processes are almost always designed inward out. A group of sales managers and reps get together and determine how they think they should sell. They cobble together activities that occur during a sale. What causes this?

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

SBI Growth

NOVEMBER 19, 2018

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

Sales Operations 256

Sales Operations Exercises Ideal Customer Profile Sales 256

SBI Growth

JANUARY 11, 2014

Have you ever presented a “ sales golden nugget ” that your audience didn’t understand? It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Content won’t do it alone.

Training 303

Training How To Follow-up Exercises 303

The Pipeline

JANUARY 26, 2021

The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Not just know, but plan for and manage like any other element of sales success. As we have explored in a different context, the answer is not always more prospects. You can focus on improving other variables of the sale.

Churn 310

Churn Quota Margin Exercises 310

SBI Growth

JANUARY 13, 2014

A higher sales number to hit. As a sales representative these are a few of the hurdles you may face. You may need to call on customers and prospects in unfamiliar areas. Review notes in your CRM from the previous sales rep and support resources. Contact sales representatives who had the territory / customer before.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? If you want to make a real difference in sales performance, the key for many salespeople is coaching. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Let's Talk Sales! The same goes for remote sales.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

The Pipeline

NOVEMBER 7, 2016

I hear a lot of talk in sales about lying, not so much about how they may lie to win business, but in broader terms. While there are probably liars in both camps, undoubtedly in the same proportion and distribution as in the general population, and likely less among successful sales people.

Wireless 303

Wireless Face-to-face Quota Distribution 303

No More Cold Calling

NOVEMBER 23, 2021

If virtual sales training was ever needed, this was the time. The importance of eye contact in sales (even virtual sales) can’t be overstated. Without it, your prospects figure you’re not interested, and they tune out. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings.

Video 289

Video Cold Calling Exercises Conference 289

Jeffrey Gitomer

MARCH 19, 2019

If you knew you could win 75% of the prospects you pitched, you'd do it, wouldn't you? Sales games are no different than sports games. You win more sales when you sell them at home. How many of your prospects, who you want to become customers, get an invitation to play the championship game (the sale) at your ball park?

Sports 250

Sports Scale Proposal Call-back 250

MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! I’m being bombarded with sales pitches at the moment. Make sure you have a routine, take time for exercise. Network with prospects and clients. MTD Sales Training | Sales Blog | Image courtesy of Master Isolated Images at FreeDigitalPhotos.net.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

The Pipeline

JUNE 25, 2019

In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. The complete opposite of what it should be, we need to focus on buying cycles to shorten sales cycles.

Buying Cycle 241

Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

SBI Growth

APRIL 13, 2013

In a recent Sales Benchmark Index survey of 312 CMO’s and VP’s of marketing; the majority answered this question “I don’t know”. Does Sales ignore my leads? This benchmark exercise is often referred to as a Marketing Productivity Benchmark (MPB). Customer & prospect interviews (inc. Is my Marketing Strategy broken?

Remedy 308

Remedy Marketing Face-to-face How To 308

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Today we’ll address step #3 of the LinkedIn sales process. These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Connecting online gives you and your prospect more information about each other. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

The Pipeline

JULY 27, 2017

Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call. Clear concise communication is key to sales, especially in the pressure packed first few seconds of an unscheduled prospecting call, yes, a cold call. In what way?”

Transportation 225

Transportation Trade Show Exercises Call-back 225

The Pipeline

NOVEMBER 13, 2014

Then I remembered that in sales we see this all the time, over and over, people are trying to kill cold calling. Not only that but depending on who you are prospecting, it is important to note that some groups’ social media activity is in decline. Step back you don’t wanna get any on your shoes). . Sad but true.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI Growth

FEBRUARY 4, 2014

After a few slightly awkward sales calls you break for lunch. You may already have a target list created by your sales operations department. Segmenting your accounts is an important first step in any Sales plan. Answering the following questions enables companies to create valuable ranked prospect lists.

Construction 323

Construction Ideal Customer Profile Territories Lead Rank 323

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

The Pipeline

MAY 15, 2014

To use a sport analogy, your pipeline is your core, no matter what sport you are in hockey, tennis, or running, a strong core, a well exercised and maintained core adds to athletic performance and lifts one competitor to victory over a comparably talented athlete with a less conditioned core. Let’s explain what I mean by binary.

Pipeline 300

Pipeline Top of Funnel Funnel Sports 300

The Sales Hunter

SEPTEMBER 27, 2019

Why Relationships Matter in Sales: Think about your current customers, past customers and even solid prospects. Now, go back and look at your list of customers and prospects again. If you’re serious about relationships and their value in sales and business, repeat this exercise with everyone that you work with in your company.

Sports 180

Sports Exercises Lead Rank Lead Scoring 180

The Pipeline

SEPTEMBER 25, 2013

On Monday, in the first post of this series , we defined “cold calling”, and looked at overlooked real opportunities for sales and revenues one misses when not including cold calling in their biz dev routine. ” I guess I am not alone. On to number two! They may not do it now, but they used to! What’s in Your Pipeline? Tibor Shanto.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

SBI Growth

DECEMBER 16, 2013

Additionally, there must be 100% synergy between the sales and marketing strategies. Too often, the sales and marketing leaders work in siloes. Sit down with your sales counterpart and talk through each other’s 2014 goals. Prioritize the prospect universe by potential spend. It pulls prospects along their buying journey.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. Part of that is mixing it up so it’s not staid and the exercises are not too easy. into similar “birds of a feather” groups.

InsideView 223

InsideView Scale Exercises Call-back 223

Shari Levitin

JUNE 30, 2021

No doubt you’ve changed the way you shop, exercise, eat, travel, watch movies, and more. What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. I’ll bet you have, too. Create T-Shirt Moments.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. Good sales pipeline management can protect the health of your bottom line.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions. Scott has over 20 years of Sales and Sales Management Experience.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251