The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.”

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Pipeline

AUGUST 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. The experience had left her drained, and she needed to update me, in case Darren decided to take the conversation up a notch and call me. February 2012.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

Velocify

JUNE 13, 2017

These technologies support lead follow-up, can help increase the quality of lead engagement, and drive higher conversion rates. Meet the Author: Jorge Jeffery joined Velocify in 2011 and is director of research and analytics. The post Study: Is Your Team Prepared for the Coming Wave of Sales Tech Innovation?

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

The Sales Hunter

DECEMBER 27, 2011

Dec 28, 2011. They have the ability, by nature of their title, to get into conversations with people and about things many salespeople can’t get. Use the tail-end of 2011 and the first few days of 2012 to network like mad. Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. April 2011.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

No More Cold Calling

MARCH 28, 2013

Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative. Collaboration is the word of this decade, according to a 2011 report from CSO Insights. How can your sales team work together when they don’t even know each other? Yes, collaborate.

Face-to-face 218

Face-to-face Engineering Google Study 218

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2]

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

The Pipeline

SEPTEMBER 30, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. person behind the counter is having a personal telephone conversation or reading the paper. Talk to customers and suppliers and study your competitors.

Small Business 253

Small Business Small Business Pipeline Marketing 253

SBI Growth

JULY 23, 2013

As the following BMW case study illustrates, Social Selling impacts the entire organization. On April 18 th 2011, BMW CEO Jim O’Donnell told a group of reporters: “Electric Vehicles won’t work for most people. The message boards holding the conversations could be identified. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The ROI Guy

FEBRUARY 14, 2011

Monday, February 14, 2011 Social Media ROI a Requirement for 2011 With social media spending continuing to increase this year, CMOs are being tasked to justify the investment. Rising dramatically for 2011 is the quantification of conversion and revenue as a result of social media efforts.

Social Media 60

Social Media ROI Media B2C 60

The Pipeline

AUGUST 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. then it goes to follow that you have a good chance of engaging with the next shipping manager if you lead the conversation based on the list you created.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Sales 2.0

JANUARY 19, 2012

NE: Matthew you recently conducted a study on sales email. Can you give us an overview on that study? Yesware conducted a study on email behavior; we studied 6,000 of our anonymous users during the period of December 8th to 23rd, 2011. Yesware found that the average open rate for sales emails sent via Gmail was 23.9

Social Media 250

Social Media Study CRM Consumer 250

Pointclear

AUGUST 8, 2011

The 2011 Lenskold Group / Pedowitz Group Lead Generation ROI Study has found that key metrics reported, forecasted, and used to compensate marketing differ for high growth companies as well as for those using integrated marketing automation. Here are select highlights from this study.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. Do you realize how much has changed since 2011? Second, that HBR study is actually often misquoted. That was almost 7 years ago!

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” And has the data changed since 2011’s groundbreaking study? A recent study by sales pro Marc Wayshak shows the phone is still the best tool in selling, with 41.2% and “ What time should I contact my leads? Follow-Up Sales Call.

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

HeavyHitter Sales

FEBRUARY 22, 2012

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. Collectively, this has raised the level of sophistication of the customers we must converse with and sell to. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012.

Penetration 112

Penetration Competition Examples Study 112

HeavyHitter Sales

OCTOBER 15, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. Many well-established fields of language study exist to help us gain a deeper understanding of how we talk to each other. Closing Techniques Using Sales Linguistics. Are Top Salespeople Born or Made?

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

SEPTEMBER 9, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. If Sigmund Freud Was Your Sales Manager » September 09, 2011. However, the study also raises the perennial question, "Are top salespeople born or made?" Sales Tips.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Highspot

NOVEMBER 7, 2019

Science backs this up: studies show that seven regions of the brain are activated when listening to a story , compared to only two regions when listening to data by itself. Stories make up two-thirds of our daily conversations , so as humans we’re used to communicating this way. But people don’t always think that way.

Buyer 95

Buyer Software Software Call-back 95

Score More Sales

JUNE 5, 2013

Later in the day, I was able to interview her one-on-one, and found that the three conversations – keynote, smaller group, and then direct gave a great overview of this important storyteller who is a beacon in a sea of business people needing help understanding the care, value, and potential of their networks.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

No More Cold Calling

JUNE 16, 2016

Six Degrees of Separation” is a theory posited by psychologist Stanley Milgram in a 1967 study, for which 296 volunteers from Boston and Nebraska attempted to get a document to a Massachusetts stockbroker using only their acquaintances. Join the Conversation: When have you received a referral from an unexpected source?

Lead Generation 120

Lead Generation Lead Rank Lead Scoring Referrals 120

No More Cold Calling

JANUARY 8, 2015

Android and iPhone users age 18 and over spend 30 hours and 15 minutes using apps each month—a full half-day more than in 2011—according to a 2014 Nielsen study. In average conversations, adults make eye contact between 30 and 60 percent of the time, according to communications analytics company Quantified Impressions.

Fashion 120

Fashion Twitter Small Business Small Business 120

Sales and Marketing Management

NOVEMBER 22, 2017

Scott Jeffrey, PhD, was in graduate school at the University of Chicago when he decided to figure out how academic studies applied to real sales reps in the field. He began a lifelong journey of studying reps’ behaviors in real working conditions. In another study, Jeffrey asked sales reps what rewards or incentives they preferred5.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Sales Training Connection

MAY 8, 2013

An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). A good design approach would involve crafting role-plays and case studies where the participants have a chance to practice and discuss alternative approaches for handling the high pressure situations. Making the clutch play.

Hiring 106

Hiring Decision Maker Case Study Face-to-face 106

Pointclear

MARCH 6, 2012

She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies. The study goes on to say those sales teams that “exceed expectations” in understanding their customer’s buying process can expect their win rate to improve by 38%.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

HeavyHitter Sales

JULY 19, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. « Personality Study of 1,000 Top Salespeople-Harvard Business Review | Main. Four Critical Sales Kickoff Meeting Success Factors » July 19, 2011. Are Top Salespeople Born or Made?

Penetration 104

Penetration Groups Face-to-face Follow-up 104

Sales Training Connection

DECEMBER 21, 2012

Some additional posts about sales training you might find interesting are: Optimizing Your Sales Training Investment , Optimizing Your Sales Training Investment – The Sequel , Buying Sales Training – Yesterday vs. Today , Sales Training 2011 Study , How to Improve Sales Training – Look to Hybrids. ©2011 Sales Horizons, LLC.

Training 109

Training Call-back Lead Rank Lead Scoring 109

Miller Heiman Group

OCTOBER 17, 2019

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Instead, it recommends that sellers use friction to aggressively take control of buyer conversations and drive results. Get Perspective to Build Better Relationships.

Customer 51

Customer Face-to-face Scale Journal 51

HeavyHitter Sales

FEBRUARY 8, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. Over the years, this has resulted in thousands of conversations with true Heavy Hitter salespeople and from all of these conversations one important truth resonates. Categories. Sales Tips.

Penetration 92

Penetration Software Software Sales 92

Selling Essentials RapidLearning Center

JULY 8, 2019

Over the course of four months, researchers at Harvard conducted a study of over 200 employees at seven different companies. The study required participants to do one simple thing each day – respond to a survey at the end of their workday. Conversely, participants’ “worst day” was most commonly brought about by a setback.

Research 53

Research Motivation Survey SAP 53

Sales Training Connection

NOVEMBER 2, 2011

An interesting article – Performing Best When It Matters Most – appeared in the Kellogg Insight (August 2011). A good design approach would involve crafting role-plays and case studies where the participants have a chance to practice and discuss alternative approaches for handling the high pressure situations. . Coaching.

Hiring 93

Hiring Decision Maker Case Study Face-to-face 93

Sales Training Connection

DECEMBER 12, 2011

Some additional posts about sales training you might find interesting are: Optimizing Your Sales Training Investment , Optimizing Your Sales Training Investment – The Sequel , Buying Sales Training – Yesterday vs. Today , Sales Training 2011 Study , How to Improve Sales Training – Look to Hybrids.

Training 95

Training Call-back Lead Rank Lead Scoring 95

Sales Training Connection

OCTOBER 6, 2014

In 2011, Wharton’s Ethan Mollick shared that mid-level managers could have greater impact on company performance than almost anyone else in an organization, yet they are “often overlooked and sometimes maligned.”. The Becker Hospital Review which shared the results of a 2014 Insigniam study that focuses on middle managers.

Motivation 98

Motivation Chemicals Lead Rank Lead Scoring 98

Sales Training Connection

JULY 27, 2012

It’s time for an informal poll of all those 2011 college graduates out there. It’s hard to estimate the percentage of 2011 graduates that found employment in sales because no definitive research has been done on that specific question. Would all those who took jobs in sales please stand up.” ©2012 Sales Horizons, LLC.

Education 98

Education Course Benefit Knowledge Base 98

HeavyHitter Sales

JUNE 15, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. There is very little interaction, exercises, or meaningful conversation about the difficult “real-world” obstacles that need to be overcome. Closing Techniques Using Sales Linguistics. Categories.

Training 90

Training Penetration Sales Cycle ROI 90

Velocify

JANUARY 21, 2013

New study reveals that texting messaging at the right point in the sales process can drive significant conversion gains of up to 328%. In fact, a study just released by Leads360 found that only 2.1% However, texting after contact can help significantly improve conversion rates by more than 100%. Download your copy today.

Leads360 74

Leads360 Sales Process Top of Funnel Study 74

Sales Training Connection

AUGUST 15, 2011

In 2011, Bain & Company published a study – The new cost-conscious doctor: Changing America’s health care landscape. The study introduced several key points that will be critical for anyone in medical sales – and for those responsible for designing their sales training. ©2011 Sales Horizons, LLC.

Health Care 69

Health Care Guidelines Study Training 69

Gong.io

AUGUST 20, 2018

In 2011, the marketing technology landscape consisted of a total of 150 competitors in the space: Now, you’d think that 150 is already a lot to handle. How You Sell > What You Sell: A Case Study. Sales conversations represent the pinnacle of how we sell. There are three ways to get visibility into sales conversation.

Competition 54

Competition Trends Case Study Up-Sell 54