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 can I change in my day to give me more time to prospect? This is exactly the reason why I gave you this survey, so use it to your advantage!

Prospecting 158

Prospecting Face-to-face Survey Motivation 158

SBI Growth

JULY 3, 2013

Recently I was filling out a survey for Consulting Magazine. The survey was seeking nominations for the ‘Best’ consulting firm. The survey asked more questions about the culture of inclusion than it did questions about client results. The lowest hanging fruit today is Social Prospecting Tools. I wanted to barf.

Guidelines 300

Guidelines Referrals Construction Survey 300

The Pipeline

APRIL 8, 2013

Another cause is the fact that many organizations spend a lot of money training their people on “selling” or managing accounts or relationships, but very little on proper prospecting. Which is reasonable given the fact that they have only been trained on the latter half the process. What’s in Your Pipeline? Tibor Shanto.

Cold Calling 292

Cold Calling Referrals Social Media Objections 292

SalesFuel

FEBRUARY 18, 2025

In the most recent NFIB survey, roughly half of small businesses say they see few or no qualified applicants for their open positions. Training the existing workforce to fill these roles can be beneficial. However, only 37% have been trained to handle change management. How Can Leaders Identify and Train Future Internal Talent?

Training 59

Training Hiring Sales Qualified Lead Travel 59

Sales and Marketing Management

APRIL 9, 2018

This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates. In fact, just one-third (34 percent) of organizations surveyed for CSO Insights’ 2017 Sales Enablement Optimization Study reported achieving the majority or all of their objectives.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

The Pipeline

OCTOBER 19, 2020

Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software. Take the Hippo Video & Renbor Sales Solutions, Prospecting Survey. Your Chance To Shape The Future.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Sales Leadership 220

Sales Hacker

JANUARY 31, 2022

To get a better sense of workplace communications, Vyond partnered with TRUE Global Intelligence to conduct a nationally-representative survey in February 2020 of 1,000 adults in the United States. We conducted a follow-up survey in July 2020 and again in February 2021. How COVID-19 changed B2B communication.

Survey 130

Survey B2B Channels Face-to-face 130

Sales and Marketing Management

OCTOBER 26, 2020

The flowering of virtual sales channels and tools flies in the face of four myths, as documented by Bain & Company’s recent survey, conducted with Dynata, of more than 300 B2B buyers and sellers in the US, UK and Canada. Myth 1: Field sales reps sell primarily in person. The salient question now becomes, what cannot be sold virtually?

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

No More Cold Calling

AUGUST 14, 2019

By chance, they were conducting a customer satisfaction survey with 50 of their best clients. The survey was several rounds. To this day, I have no idea where the question came from, but that survey was the genesis of my business. The survey had a seven-point scale, with seven being high. Prospects trust us.

Referrals 291

Referrals Cold Calling Survey Scale 291

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects? Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

Hiring 145

Hiring Training Hubspot Inbound 145

Highspot

NOVEMBER 24, 2024

It might sound like a lofty goal, but there’s a proven way to get there with sales enablement training. 54% of enablement teams that manage sales training programs report a six-percentage-point increase in customer retention. What is Sales Enablement Training? What Does Sales Enablement Training Include?

Sales Enablement 52

Sales Enablement Training Top of Funnel How To 52

SBI Growth

JANUARY 11, 2013

The fundamental trick is aligning your best salespeople with your largest prospects. In the normal course of business, reps secure appointments with key customers and prospects. SBI recently surveyed and interviewed over 200 CEOs. In the field, coaching, training, and quarterbacking on key appointments?

Account 297

Account Closing Analysis Coaching 297

Zoominfo

JANUARY 23, 2019

If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your prospect lists. Instead, modern sales professionals find success by creating and reaching out to hyper-targeted lists made up of only the most qualified prospects. Let’s get into it! Step One: Understand Your Offering.

Prospecting 182

Prospecting Ideal Customer Profile Hiring How To 182

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. This will enable you to engage prospects early in the buying process. Proactively survey the path ahead. To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Highspot

JANUARY 23, 2025

Soft skills training programs help bridge this gap by providing reps with interactive techniques for excelling, driving consistent results, and building stronger client relationships. What is Soft Skills Training? Soft skills training helps sales teams learn to work well with colleagues and customers. Did you know?

Training 52

Training Negotiation Exercises Proposal 52

SBI Growth

DECEMBER 14, 2012

209 CEO survey responses. The Look-to-Book Ratio is the measurement of how many big deals were won or lost after the Chief Sales Officer visited with the prospect. Train him or replace him. This competitor was driving prospects to an online shopping cart. The panel was asked to rank these metrics on a usefulness scale.

Real Estate 314

Real Estate Scale Report Survey 314

SBI Growth

OCTOBER 21, 2013

A survey showed between 10%-20% of their time was spent driving. The customer base was surveyed and asked what they required from their rep. A majority of reps focused on margin, and gave up prospecting for new accounts. Continually develop and train on new strategies. Call references and past employers.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

No More Cold Calling

JUNE 10, 2021

I was working for a global consulting and training firm. Concurrently, they were conducting a survey with different questions each round—depending on respondents’ answers to the previous questions. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

Hubspot Sales

SEPTEMBER 19, 2019

According to a study from Tulip Retail , 83% of shoppers believe they’re more knowledgeable than retail store associates, and 79% of survey respondents say knowledgeable associates are important or very important. However, basic product knowledge training isn’t enough. Sales reps should be trained in solving for the customer.

Hiring 144

Hiring Training Case Study Hubspot 144

SBI Growth

OCTOBER 12, 2013

According to a recent Content Marketing Institute survey: 73% of marketing leaders are producing more marketing content than last year. Get the sales team trained on how to sell socially. Are your territories designed to maximize time with customers and prospects? 58% have increased their content marketing budget.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling? What is social selling?

Social Selling 137

Social Selling Training Social Media How To 137

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Aside from helping you make money, training may save you money too. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Here are five reasons you should.

Inside Sales 110

Inside Sales Training Hiring Outsourcing Services 110

No More Cold Calling

AUGUST 16, 2018

The best prospecting strategies require a human touch. But a recent McKinsey survey of B2B customers highlighted a more nuanced reality. McKinsey also created a template of what this human/digital communication preference looks like throughout the buying cycle, based on their surveys of business buyers. Believe that?

Fashion 219

Fashion Buying Cycle Cold Calling Survey 219

Hubspot Sales

DECEMBER 4, 2018

It's easy to sell to prospects who are already interested in your product. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects. How to Earn Your Prospect's Interest.

Prospecting 142

Prospecting Hiring Up-Sell Guarantee 142

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial.

Loyalty 274

Loyalty Customer Face-to-face Video 274

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Scoring 297

Sales and Marketing Management

AUGUST 20, 2020

In the non-technical category, HR reps are prioritizing increased communication from management and clarity on expectations, but employees expressed a greater desire for increased interactions with peers and more access to virtual training and coaching. Work From Home COVID-19 Survey” from Allego can be downloaded with registration here.

Survey 177

Survey Resources Report B2B 177

DiscoverOrg Sales

AUGUST 19, 2016

So, we set up training for recruiters to help them message and speak about the company’s strengths and differentiators just like we did for sales and marketing; the training involved role-playing, one-minute pitches, email messaging, cold call prospecting, and SLAs for response times. How Can You Improve Your Strategy?

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Sales 2.0

MAY 15, 2023

For instance, I might say, ‘I’m prospecting this customer and this industry and this individual, what are the top 10 issues they might be thinking about?’” We did a, a survey for a very large company about time available for selling, and we found that their salespeople only had 9% time available for selling! Dave: Yes.

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Sales Evangelist

JANUARY 22, 2021

It’s not uncommon to have unresponsive prospects. In situations such as that, what are the best sales strategy for engaging unresponsive prospects? Engaging unresponsive prospects Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him.

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Zoominfo

FEBRUARY 12, 2025

If youre not actively working to move those prospects through the pipeline, you might as well not have bothered. Train your team on engagement tactics, from quick pitches to in-depth demos. Elevate the Experience with Personal Touches Host intimate dinners, happy hours, or breakout sessions for high-value prospects.

B2B 130

B2B Marketing Strategy Lead Scoring 130

Sales Evangelist

FEBRUARY 21, 2025

He provides fractional CRO services, one-on-one coaching, and tailored sales training that empower professionals and entrepreneurs to achieve sustainable growth. Sales is about helping prospects connect the dots and showing them that youre the right person to help them. Try it for yourself at hubspot.com/sales.

Scale 76

Scale Hubspot LinkedIn Survey 76

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Hubspot Sales

AUGUST 31, 2020

This data comes from a recent survey conducted by Selling Power and ValueSelling Associates that surveyed more than 300 B2B sales professionals about their quotas. In researching quota attainment, our survey showed that three main factors that impact quota attainment are: Not having enough opportunities in the sales pipeline.

Quota 142

Quota Research Survey Lead Scoring 142

Hubspot Sales

SEPTEMBER 22, 2022

In the HubSpot Blog's recent survey of over 500 sales professionals, we tried to see what sales leaders hope to achieve when training reps and the top sales coaching tactics they use to get there — and our survey produced some interesting insight on both fronts. Of the sales leaders we surveyed, 63.3% And finally, 37.8%

Sales Coaching 139

Sales Coaching Coaching Hiring Survey 139