The Sales Hunter

JULY 23, 2019

Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. To be great at prospecting, you don’t have to be born with the “sales gene.” Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.

Prospecting 96

Prospecting Pipeline Drivers/motivators Technology 96

Partners in Excellence

NOVEMBER 22, 2020

It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. Football, baseball, tennis, cycling, endurance athletes all do the same thing. Football, baseball, tennis, cycling, endurance athletes all do the same thing. The comment got me reflecting. Yet, we aren’t doing better.

Technique 110

Technique Sports Consult Sell 110

Partners in Excellence

SEPTEMBER 29, 2022

Increase sales by 50%? More SDRs, AEs, sales engineers. More SDRs, AEs, sales engineers. Can we increase win rates, deal values, reduce sales cycles. As I study organizations, three strategies emerge. Do More is the dominant strategy I see. It’s a simple strategy. Sometimes, there are nuances.

Cross-sell 64

Cross-sell Growth Pipeline Up-sell 64

Lead Fuze

JUNE 30, 2023

We’ll discuss the importance of persistence and thorough research in achieving your sales goals. You’ll learn how to overcome common pitfalls like ‘happy ears’ syndrome, which can cloud your judgment during crucial stages of the sale. This post will delve into key aspects that define successful salespeople.

Objectives and Key Results 52

Objectives and Key Results Objection handling Technique Pitch 52

Lead Fuze

SEPTEMBER 2, 2023

Whether you’re a seasoned sales professional or new to the field, understanding The different types of leads in sales is crucial for your success. With an array of lead categories each requiring unique strategies, mastering this concept can significantly enhance your conversion rates. What types of leads are there?

Objectives and Key Results 52

Objectives and Key Results Lead generation SQL Sales 52

Partners in Excellence

OCTOBER 30, 2022

We know the incessant mantra around maximizing the number of calls we make every day. We know, almost daily, we have to make more calls than we did yesterday, last week, last quarter. Fewer customers are responding, so to make our numbers, we have to make more calls. What if we tried something different?

Prospecting 68

Prospecting Pitch Conversion Start-ups 68

Sales Hacker

JULY 8, 2022

The big difference between the typical sales and marketing approach is the you — the human being who is personally reaching out to the prospect. This can be anywhere from 60-90 days or longer, depending on your sales cycle. Maybe the prospect’s ignored your messages because the timing was off. Learn more on this topic here.

Prospecting 84

Prospecting Closing Conversion CRM 84

Lead Fuze

SEPTEMBER 2, 2023

According to Forrester Research, companies that excel at lead nurturing generate 50% more sales-ready leads at a 33% lower cost. The answer lies in mastering the art and science of lead nurturing. Let’s delve deeper into this key strategy for sales success. Understanding this concept can be pivotal to your success.

Objectives and Key Results 52

Objectives and Key Results Non-Profits Trust Sales 52

Hubspot

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% So, how can you improve your sales skills?

Technique 95

Technique Angle Profit margin Sales 95

Jeff Shore

MAY 16, 2018

If you were in sales in 2005, things were booming. From the sales person perspective it was both good and bad. When the market is kind, the majority of sales people relax their behaviors. Regardless of what type of sales environment you operate in (B2C, B2B) prospecting is your way to write your own paycheck. Yes, and no.

B2C 98

B2C Sales Follow-up Presentation 98

SaaStr

DECEMBER 14, 2022

Everything comes in cycles: explosion followed by consolidation, bundling followed by unbundling, et cetera. That’s why Yamini sat down with Jason Lemkin, Founder & CEO at SaaStr, to share her thoughts with the SaaStr community! The Challenge of Digital Expansion for SMB. This pace cannot be sustained forever.

Drivers/motivators 91

Drivers/motivators A/B testing CRM Growth 91

Sales Hacker

OCTOBER 26, 2020

The same can be said for sales enablement. Earlier in my career, I helped build a global sales enablement team at Oracle Marketing Cloud that designed, deployed, and measured a sales onboarding program integral to a business unit responsible for $675M in annual recurring revenue. Sales Onboarding. Sales Onboarding.

Sales 104

Sales Represent Sports Contact 104

SalesLoft

NOVEMBER 20, 2023

There’s so much quality information online — in blog posts and ebooks, on social media and review sites — sellers have a shortened opportunity to impact buying decisions. That means sales reps must make the most of every chance they get to interact with a prospect. Sales enablement, and sales enablement tools, help them do just that.

Customers 52

Customers Sales CRM Customer Relationship Management 52

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Technique 98

Technique Growth Prospecting Referrals 98

VanillaSoft

AUGUST 11, 2021

And digital activities that were on the rise pre-pandemic — like virtual selling — have only become more critical to master. It empowers efficiency, can encourage a shorter sales cycle, and promote a deeper understanding of buyer needs. Plus, it frees up sales reps to focus on the sales activities that matter most.

Technique 59

Technique Sell Up-sell Angle 59

SalesHandy

APRIL 1, 2020

There often comes a state in Sales, especially for new teams, when almost everything seems to be going haywire. Some of the best performing Sales teams worldwide profoundly understand and master their Sales cycles. What is a Sales Cycle? What is a Sales Cycle? Sales Cycle vs Pipelines.

Objectives and Key Results 64

Objectives and Key Results Pipeline CRM Sales 64

Hubspot

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive. Create a plan.

Pipeline 81

Pipeline Sales Up-sell Prospecting 81

PandaDoc

MAY 30, 2019

A slow sales cycle is kryptonite to good sales teams. So, to be the best, you need to speed up your sales cycle. So, to be the best, you need to speed up your sales cycle. Hire better sales reps. Automate your sales process. Make the sales cycle dream work with teamwork.

Contract 75

Contract Negotiate Strategize Sales 75

Miller Heiman Group

SEPTEMBER 12, 2019

A B2B sales strategy used to be simple: discover the buyer’s needs, then offer your solution. These delayed, attenuated interactions form a self-fulfilling prophecy that we call the “buyer apathy loop,” buyers’ neutral opinions of sellers are reinforced by their interactions, and sellers have less involvement in the decision-making cycle.

B2C 57

B2C Drivers/motivators Government Sales 57

Hubspot

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

Pipeline 100

Pipeline Negotiate Objectives and Key Results Sales 100

Gong.io

JANUARY 5, 2019

The best sales methodology for your situation will change; it’s not static. Your company needs different sales methodologies at different stages of its maturity. The sales methodology that works in one stage of your company’s growth may actually harm it at a different stage. The Top 10 Sales Methodologies.

Pitch 131

Pitch Sales Up-sell Contract 131

A Sales Guy

MARCH 13, 2013

I’ve decided to do a series on this blog starting next week. It will be a weekly series tying together business and sales. Each week I will break down some aspect of business; accounting, supply chain, technology, human resources, government mandates, economics, business cycles, trends, etc and connect them to selling.

Sell 108

Sell Government Up-sell Start-ups 108

Heinz Marketing

APRIL 22, 2019

Did you know back in 2015 we started producing a weekly radio program called Sales Pipeline Radio? It’s just 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 65

Pipeline Appointment Sales Prospecting 65

Partners in Excellence

MARCH 17, 2022

” This seems to be the mantra of too many pundits, and when one looks at key metrics for many sales organizations the bias is around quantity of activities. Spoiler alert, this is a trick question, but probably not in the sense that you might think. But it was a fascinating conversation started by Anthony Iannarino.

Conversion 73

Conversion Meeting High impact Technology 73

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. Sales Hacker Success Summit: Level Up for 2020. So, start clearing your schedule, and get ready for the best week of your sales career! COST : Nada.

Gaming 103

Gaming Objectives and Key Results Sales Up-sell 103

Openview

MAY 22, 2018

The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Efficiency.

Sales 71

Sales Technology Technology Up-sell 71

Lead Fuze

MAY 26, 2023

Staying abreast of the changing digital landscape is a must for those in sales, recruitment, startups, marketing and small business ownership who want to stay competitive. In this blog post, we will dive deep into various aspects of running a thriving social media marketing agency. How Profitable is a Social Media Marketing Agency?

Niche 98

Niche Finance Negotiate Technique 98

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Technique 52

Technique Growth Prospecting Referrals 52

Hubspot

JULY 19, 2018

And following it enables you to soak in as much information as possible, master your core job responsibilities, and sets you up to make a lasting impact on your new team. With all the joy and excitement of landing a new job, you can feel just as much fear and anxiety. What if you can’t adapt in time? It’s called a 30-60-90 day plan.

Follow-up 101

Follow-up Meeting Start-ups Strategize 101

Partners in Excellence

APRIL 23, 2017

It’s become trite to say “sales has changed more in the past 5 years than in all preceding history.” Usually, I look at these issues from the customer point of view, knowing that much of what has changed about sales has been a result of the changing buyers. ” Indulge me with leveraging this trite phrase.

Account management 53

Account management Consult Engineering Technology 53

ConversionXL

NOVEMBER 23, 2022

Over 300 old and new faces flew to Austin to spend two days full of networking and talks on growth and experimentation. Add to that breakfast tacos, a lot of beer, and three parties. Even though the Austin weather had some surprises in store for us, the tremendous effort to organize CXL Live pulled off the event through a (literal) storm and frenzy.

B2B 94

B2B Objectives and Key Results Relationship building Growth 94

Hubspot

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. The Sales Babble Podcast. Sales Pipeline Radio. The Sales Podcast.

B2B 101

B2B Technique Strategic partnership Sales 101

Heinz Marketing

JUNE 24, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Paul: Welcome back to another installment of sales pipeline radio.

Pipeline 76

Pipeline Sports Sales Real Estate 76

Heinz Marketing

APRIL 11, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m Pacific on LinkedIn (also on demand) you can find the transcription and recording here on the blog every Monday morning. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 105

Pipeline B2B Go To Market Sales 105

Partners in Excellence

OCTOBER 2, 2015

He’s a great sales person, a big deal hunter. John had mastered these and leveraged them to produce stunning results. The work that John’s colleagues had done had gotten the customer to the purchase decision stage of their buying cycle. A friend called me for advice today.

Process 93

Process Customers Drivers/motivators Up-sell 93

Search Engine Land

APRIL 18, 2023

Like everything in marketing, it would be great if there was a simple answer to the SEO vs. PPC question. Unfortunately, despite the human temptation to simplify this into a binary answer, the answer is complicated. This improved visibility comes without the expensive costs per click of PPC. What is right for you? Featured snippets.

Objectives and Key Results 101

Objectives and Key Results Minimum Viable Product A/B testing Engineering 101

Hubspot

NOVEMBER 22, 2017

Or perhaps you’re good at closing difficult deals in the medical sales industry -- so good that your colleagues are always asking for help. You might identify the perfect niche, but if you can’t meet independent deadlines or manage a billing cycle, you might not be ready to become a consultant. Is there demand for this service?

Consult 87

Consult Niche Referrals Clients 87