The Sales Hunter

AUGUST 2, 2019

Do you have lousy customers? 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.

Customers 67

Customers Prospecting Drivers/motivators Up-sell 67

Sales Hacker

NOVEMBER 29, 2021

If your salespeople regularly spend hours looking for leads on the phone, you’re wasting time and losing money. So why are you still using the same old approach with how you generate and manage leads? Stick to your target industry – all other leads, no matter how attractive, are outside your swimlane. Just right – your swimlane.

Lead generation 107

Lead generation Cold Call Appointment Technique 107

Sales Hacker

APRIL 21, 2020

In my experience, getting caught up in shiny objects (like great numbers) during the hiring process is a straight line to Disasterville, and when the cost of a bad hire is painfully significant , it pays to take a measured approach. If you haven’t defined what you need and why you need it, how will you know a good hire when you meet them?

Objectives and Key Results 95

Objectives and Key Results Cross-sell Sales Clients 95

Gong.io

JULY 5, 2022

B2B sales teams use the funnel model to determine how best to engage with a given prospective customer, and to understand what types of questions to ask and information to provide in order to progress that buyer through the funnel. They represent the stages salespeople go through from lead to sale. Image Source ). Image Source ).

B2B 133

B2B Pipeline Represent Sales 133

Understanding the Sales Force

MARCH 10, 2014

Understanding the Sales Force by Dave Kurlan Clients frequently ask about the percentage of candidates recommended by Objective Management Group''s (OMG) Sales Candidate Assessment and why it is so low. There are many possible reasons why a large percentage of candidates are not being recommended. Nobody gets recommended!

Gambling 116

Gambling Clients Sales Pipeline 116

Sales Pop!

MARCH 29, 2022

Do you know why almost 90% of the leads you attract don’t end up making a purchase? Such tools help to collect information about potential customers and turn them into loyal customers. After all, the process of attracting leads is not as simple as it may seem at first glance. That already sounds difficult.

Lead generation 94

Lead generation Price B2B Healthcare 94

Sales Hacker

MAY 20, 2020

To be successful, organizations have to have good product-market fit , customer trust, and a fantastic customer experience throughout the entire customer lifecycle. As such, much of sales and marketing’s focus is external to attract customers, and rightly so. Reduced confusion about messaging and execution.

Sales 121

Sales Up-sell Start-ups Campaign 121

The Sales Hunter

DECEMBER 8, 2013

We continue through our list of 14 things great salespeople do that average salespeople only think about. Great salespeople own the process. They don’t pass blame and they don’t allow excuses to come up as to why they weren’t able to accomplish something. It’s because they attract each other. (It

Process 93

Process Service Drivers/motivators Up-sell 93

The Sales Hunter

JANUARY 7, 2013

I think they’re both attracted to each other and, more importantly, because they’re attracted to each other, they wind up taking each other to a higher level. First, I believe bad customers and bad salespeople just simply connect — so let’s take that idea off the table.

Customers 81

Customers Drivers/motivators Conversion Sales 81

Hubspot

MAY 19, 2020

It's 2020 after all, and delivering an exceptional customer experience is the key to success. In recent years we've seen consumers flock to the companies that offer the best customer experience. Aren't B2B marketers aware of the importance of customer experience? And weren't they all promised that ABM would solve this problem ?

B2B 95

B2B B2C Launch Campaign 95

Gong.io

DECEMBER 14, 2022

Well, they closely match your ideal customer profile (ICP) and share characteristics with your top buyers. Naturally, all this personalization makes target account selling fairly research-intensive, which is why some salespeople consider it a waste of time. But the TAS process makes you more attractive to these accounts, too.

Sell 62

Sell Cold Call Contract GTM 62

The Sales Hunter

DECEMBER 27, 2012

6 Reasons Why Selling on Price Doesn’t Work. Why Bad Salespeople Attract Bad Customers. VIDEO: Three Fatal Mistakes When Giving Your Price. 7 Sales Training Ideas You Can Use Right Now. A Salesperson’s Thanksgiving Thoughts. 6 Reasons the iPad Can Sell Better Than You.

Drivers/motivators 81

Drivers/motivators Price Sales Prospecting 81

Sales Hacker

SEPTEMBER 10, 2018

Creating a strong sales incentives program will help you attract and retain A-list sales talent, so it is worth putting in the legwork to create a strong plan. . So why do sales leaders overlook something as important as a sales incentives program? While it can be daunting to create such a plan, be kind to your future self.

Quota 84

Quota Represent Cross-sell Drivers/motivators 84

Sales Hacker

JUNE 29, 2020

The concept is simple, customers pay a monthly or annual fee to use the software, often hosted in the cloud, rather than a one-time sale, and they get access to new features and updates as they roll out. Customer self-service: Other SaaS companies prefer a self-service model. First, you need to know who your customers are.

Objectives and Key Results 79

Objectives and Key Results Sales Closing Follow-up 79

SaaStr

JULY 25, 2021

And I met with Dev and I was telling him our business was doing very well and he asked me, “Why is it doing well?” ” And I told him we have a good market, we have a good product and because the product is good, that’s why our business is doing well. Now, running MongoDB as CEO. None of that changes.

Up-sell 98

Up-sell SQL Product Start-ups 98

SaaStr

SEPTEMBER 25, 2020

That knows non-existing customers better than you? But you’ve got to get those first 10, 20, 30 customers yourself before you’re ready to hire a sales rep. When they don’t get the first group of customers going at first is those sales reps close zero because the founders and CEOs have to do it.

Quota 68

Quota Sales Closing Promote 68

Gong.io

JULY 13, 2022

Frazzled Customer Syndrome”. While more choices aren’t a bad thing, it can lead to “choice overload” — also called “analysis paralysis” — where consumers feel overwhelmed because of the sheer number of options available. SNAP Selling acknowledges that buyers today suffer from a severe case of “frazzled customer syndrome.”

Sell 62

Sell Objectives and Key Results Prospecting Up-sell 62

SalesHandy

JULY 12, 2022

“Everyone is not your customer.” — Seth Godin. Most businesses spend a considerable amount of resources on acquiring and converting customers hoping they remain profitable for years to come. Generating revenue requires building a successful marketing and sales strategy while keeping customers at the forefront.

Customers 59

Customers Cross-sell Represent Contract 59

Sales Hacker

MAY 16, 2019

To help, think about why you want what you want. The opportunity to learn sales, marketing automation, CRM skills, customer support, channel partnerships, etc. Some companies pay great but will drive you to depression because of jerk bosses, products that fail your customers, or crazy commute times. That’s all I had to go on.

Real Estate 94

Real Estate Sales CRM Up-sell 94

Hubspot

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. Why do value leaks occur? So when you‘re put in this situation, don’t cave.

Closing 88

Closing Hospitality Negotiate Price 88

Hubspot

MARCH 21, 2019

Now that we know what sales velocity is and why it’s important, how do we calculate it? If your pipeline is packed with bad leads and only a few that actually have a chance of closing, your bottom line will suffer. To boost sales velocity, consider sourcing high-quality leads -- even if that means attracting fewer total leads.

Pipeline 77

Pipeline Sales Negotiate Referrals 77

Sales Hacker

JANUARY 22, 2020

There’s a common idea that salespeople are only judged on their quota. Keep reading to learn what they are and why they work. You need salespeople with high emotional intelligence. Which is more important: meeting quota or customer happiness? 6 Sales Interview Questions to Find the Best Talent.

Quota 77

Quota Objectives and Key Results Sales Objection handling 77

Salesmate

JULY 28, 2020

Below is an outline of the laws stated by Jeffrey Gitomer in this sales book: Unbreakable law 1- Attract willing buyers Unbreakable law 2 – Think Yes! This book explains the customer psychology of why people say “yes” – and how to apply these understandings. . Below are a few highlights from the book.

Objectives and Key Results 103

Objectives and Key Results Sales Pitch Quota 103

Lead Fuze

DECEMBER 1, 2021

Customer acquisition drives revenue and with enough customers you can grow your company. This is not to say that in-house sales development teams are a bad idea, but they may be more suitable for larger organizations with an established customer base and revenue stream. Just to give you an idea.

Profit margin 40

Profit margin Pipeline Contact Commission 40

Hubspot

OCTOBER 16, 2017

Not only are salespeople notoriously good at figuring out and exploiting loopholes in the pay structure, but there are tens of different variables to balance. That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase percentage of repeat customers. How to create a good sales comp plan.

Commission 92

Commission Quota X-functional Non-Profits 92

ConversionXL

JANUARY 18, 2022

In 2018, after two short years and $3 million raised in startup funds, recruitment AI company Ansaro shut down due to bad market fit. Muun found a market need but failed to compete with bigger names that provided customers with authoritative content and resources. Muun’s more well-known competitors had more features and better pricing.

Product 110

Product GTM Construction Launch 110

Hubspot

JUNE 8, 2021

Small businesses need salespeople, as do massive enterprise companies. They conduct research to find prospective customers, reach out to gauge people's interest in the offering, and decide whether or not the lead is ready to move down the funnel. Building and maintaining customer relationships is essential to growing a business.

Commission 77

Commission Territory Finance Inside sales 77

Hubspot

JANUARY 31, 2018

Buyers have changed, and top salespeople have to change with them. My blog articles live forever, so while old-line salespeople are cold calling, my content is converting like an assembly line in a factory. As a result, salespeople had a bit more flexibility in what they could say to their prospects. Overselling the product.

Cold Call 101

Cold Call Assembly Line Inside sales Sales 101

Hubspot

JUNE 8, 2020

"The positive experiences you create for your customers adds to the longevity and success of every business. The happier you are, the more likely your customers will stay and refer a friend. The happier you are, the more likely your customers will stay and refer a friend. Challenge 2: Creating a Personal Experience At Scale.

Sales Experience 64

Sales Experience B2B Prospecting Tradeshows 64

SalesLoft

JUNE 20, 2019

Why should you approach hiring as a pipeline activity? Partial transcription: Jeremey: Welcome to the Hey Salespeople podcast where we focus on delivering immediately actionable best practices for sales professionals. What is one of your favorite sales or leadership books of all time, and why? John, welcome to the show.

Territory 63

Territory Sales Construction Manufacturing 63

Sales Hacker

JANUARY 13, 2018

That said, most salespeople are very busy and don’t have time to read books. That’s why we all need a little motivation sometimes. Use Sales Development Reps to prospect & pass qualified opportunities to quota-carrying salespeople” – Aaron Ross ? “Why talk about what we want? Tweet It]. “1-time

Drivers/motivators 80

Drivers/motivators Sales Sports Negotiate 80

Hubspot

NOVEMBER 6, 2015

To help answer these questions, we pulled some data from our 2015 State of Inbound report, which comprises research we collected from 4,000 marketers and salespeople around the globe. Marketers and salespeople in this region are least focused on employee perks (1%). Why is there such an emphasis on culture nowadays?

Territory 78

Territory Growth Follow-up Closing 78

Lead Fuze

DECEMBER 1, 2021

Examples of Self Branding (Good and Bad). Doing this successfully will tell your customers what you can do, and sets expectations for them. Different salespeople have different personalities. If you want to attract your core tribe, focus on those qualities and strengths that resonate with them. The Email Challenge.

Sales 52

Sales Start-ups Consult Gaming 52

Lead Fuze

DECEMBER 31, 2021

To help you with your goal, think about why it’s important to you. They said they would teach me sales, marketing automation, CRM skills and customer support. I was also attracted to the mission of the company, and liked working with someone who had hustler-like qualities. They just go for the first job that comes along.

Sales 52

Sales Follow-up Start-ups Contact 52

ConversionXL

JULY 7, 2019

The shorter version should capture the essence of the offer: Who the product is for; What it will do; Why it’s good. If you sell stuff you don’t make, add a personal touch and recommendations—tell the customer why you personally recommend this product and how it will help them. People like to customize stuff.

Conversion 105

Conversion Retail Price Territory 105

criteria for success

DECEMBER 31, 2019

This is the same reason why having a B2B sales process is so important. There are many reasons why having a B2B sales process is valuable for an organization. As salespeople, you want to be busy. Clearly define what parts of the sales process must be logged and why. Customer Service. Time Management. Operations.

Process 59

Process B2B Territory CRM 59

Sales Hacker

APRIL 15, 2020

Today, we’re going to take a deep dive into why you’re getting ghosted and 4 ways to avoid it by focusing on communication and a relationship-first approach. Instead of telling salespeople that they’re unable to conduct business with them, they cut off communication and render themselves unreachable.

Prospecting 95

Prospecting Pipeline Closing Technique 95