Sales Hacker

MARCH 26, 2019

This blog will describe the common biases professional sellers face and how to use logic, examples, and stories to break down 250,000 years of evolution to win more deals. Especially during the first point of contact, sales professionals have to convey the reliability and reputation of both their products and themselves.

Represent 84

Represent Sales Technique Prospecting 84

Hubspot

SEPTEMBER 12, 2018

If a marketing qualified lead (MQL) goes dark at a critical point in the acquisition process, you're probably going to assume they were "kicking tires" or decided the information they had wasn't good enough to continue the conversation. The productive type is "inferiority," or the desire to raise yourself up to another person's level.

Real Estate 72

Real Estate Campaign Launch Promote 72

Hubspot

MAY 18, 2015

It’s not so much a case of poor principles, but more a misapplication of good principles. For more on trust seals and whether your landing page needs one, read this blog post. By including an obviously inferior option that's similar to our desired sale package, we can influence users to make the desired purchase.

A/B testing 76

A/B testing Non-Profits Price Trust 76

SBI

FEBRUARY 10, 2015

They might choose the competitor with the inferior product. Of course we as vendors have to believe our product would represent the optimal choice for them. And the number one reason prospects don’t always make the optimal choice … #1 Things are “good-enough” the way they are. 9 Adversity to risk.

Prospecting 51

Prospecting Cold Call B2B Referrals 51

Heinz Marketing

JULY 8, 2019

Pacific you can find the transcription and recording here on the blog every Monday morning. The folks that I work with who have mastered the fundamentals, who are good at both traditional and new sales methodologies, those are the people that are kicking butt, that are the top producers. Those are not mutually exclusive.

Pipeline 61

Pipeline Sales Pitch Angle 61

Sales Hacker

OCTOBER 7, 2021

When it’s good, it is the best career out there – flexible work hours, work place, and substantial financial reward. You can rise within a company selling your ideas, or you can go off on your own and be your first salesperson. I’m the only one in the room because I’m good. Doesn’t look good on your resume.

Sales 130

Sales Start-ups Up-sell Cross-sell 130

The Lost Book of Sales

JULY 12, 2021

Because it brings you a good mental model for understanding modern high-tech marketing, as well as the importance of segmenting and understanding your customers in a manner that I haven't seen anywhere else. Tips on whole product management. R&D decisions: From products to whole products. Define the battle.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52