The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed? prospecting. December 2011. November 2011. October 2011. September 2011.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Allego

AUGUST 18, 2022

Further, when the sales rep opens the app in the morning or throughout the day, they should get personalized recommendations for content, best practices, or examples that specifically address the challenges they’re working through. When you give your reps a modern user experience they’re accustomed to, they will use it.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

SalesLoft

JANUARY 15, 2020

If you’ve been looking for an example of creative content to share with your organization, this is it! When he started this tradition in 2011, he cataloged just 150 products. Smart organizations making this move are also providing SDRs with software that takes the guesswork out of prospecting.

B2B 59

B2B Scale Fashion Software 59

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. How about ERP or Project Management Software?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

HeavyHitter Sales

SEPTEMBER 9, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Gong.io

APRIL 25, 2022

In the 2011 movie Moneyball , Oakland A’s manager, Billy Bean, tells his lead baseball scout (a 29-year veteran in the industry) to “adapt or die.”. EXAMPLE #1: instead of simply reminding sales reps to set up a meeting or send an email, Gong will draft the email and meeting invite that the rep can then send. “Adapt or die.”.

Sales Automation 62

Sales Automation Top of Funnel How To SalesForce 62

Pointclear

SEPTEMBER 29, 2015

Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. Jim uses marketing automation as an example, and he knows I feel that inbound marketing has been used at the exclusion of outbound marketing. Less than 50 beds. 50-250 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

ROI 40

ROI B2B Social Media Buying Cycle 40

Chili Piper

NOVEMBER 21, 2018

First, it was published in 2011. Do you realize how much has changed since 2011? For example, if a SaaS company knows about Chili Piper and the value of our buyer enablement solution , they’re going to wait (a reasonable amount of time) for us to call them because they know they can’t get the same solution anywhere else.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 138

Penetration Study Decision Maker Software 138

MTD Sales Training

AUGUST 24, 2011

In Part I, I explained a few ways to find the name of someone in your prospective company. For example, let us say your objective is to reach the Human Resources Director whose name you do not know. Of course, this is just one example of the many ways this can play out. Next up on Friday, August 26, 2011. Using a Name.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120

HeavyHitter Sales

NOVEMBER 5, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Sales Hacker

MARCH 5, 2020

Neural Networks: Software-based interconnected networks, based on the human neuron, often used for DL. For example, Siri continually trains itself on a large pool of all Siri users to recognize various global accents and pronunciations. The software has been retooled to even beat humans at the real-time strategy game Starcraft.

Benefit 85

Benefit Tools Lead Rank Lead Scoring 85

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. For example, Lyft’s mission statement is, “ improve people’s lives with the world’s best transportation.”.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

HeavyHitter Sales

AUGUST 2, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Strategy 60

Strategy Penetration Hotels Examples 60

Gong.io

AUGUST 20, 2018

Take marketing technology as one shining example of this…. 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. This is just one example. And all of them are more or less the same. Drum roll please…. …. …. Answer: 5,000.

Competition 54

Competition Trends Case Study Up-Sell 54

HeavyHitter Sales

OCTOBER 23, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

Sales Hacker

NOVEMBER 4, 2019

In 2011, he had a board-level disagreement with his shareholders … so he bought them out, to radically focus on his customers. Zvi raised a lot of money many years ago — the last time he raised money was 2011. Sam Jacobs: And your last funding round was 2011? That’s just one example. Zvi is a serial entrepreneur.

Customer 43

Customer Lead Rank Lead Scoring Analytics 43

HeavyHitter Sales

MARCH 31, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Study Software Software 60

HeavyHitter Sales

MAY 23, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Sports Software Software 60

HeavyHitter Sales

NOVEMBER 24, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

InsideSales.com

OCTOBER 14, 2019

SaaS sales, or “Software as a Service” sales, is the process of offering cloud-based services through a system monitored and updated by an external provider to customers. Aside from helping them with their sales process, a prospect also looks for SaaS providers they can rely on. For example, are your scripts up-to-date?

SalesForce 40

SalesForce Hiring Top of Funnel RightNow 40

HeavyHitter Sales

SEPTEMBER 28, 2007

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

How To 60

How To Penetration Lead Generation Case Study 60

Troops

AUGUST 7, 2018

From 2011 to 2013, he spent time in both the Arizona Diamondbacks and San Francisco Giants farm systems and had, as he put it, “a cup of coffee” at the AAA level. For example, they spiff the BDRs on utilization of new systems and software. Today, Andrew oversees multiple sales teams at Square.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

LeadFuze

AUGUST 5, 2021

24 Examples of Sales Follow Up Email Subject Line. The Gist: G2 Crowd is a massive name in the software space. Now he’s turned his attention to building the software platform that will power the next wave of Cold Calling 2.0 How Sales Pros Can Incorporate LinkedIn’s Active Status into Their Prospecting Outreach.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

HeavyHitter Sales

JULY 4, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Lead Rank 68

Lead Rank Lead Scoring Hotels Harvest 68

HeavyHitter Sales

SEPTEMBER 12, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

Sales Hacker

DECEMBER 2, 2019

If you’re not prospecting, you’re losing money [9:55]. She worked at HubSpot from 2009 to 2015 and was part of the enterprise scale up from 2011 through the IPO in 2014. So that’s how I got into software. Sam Jacobs: Do you block off time to prospect? Show Agenda and Timestamps. Show Introduction [0:09].

Scale 52

Scale Hiring Hubspot Ideal Customer Profile 52

SBI

APRIL 27, 2011

As an example, a search for VP-Level contacts, in Sales, at IBM, resulted in a list of 166 contacts. Special note: We’ll soon be writing a 2011 buyer’s guide on crowd-sourced database solutions that will cover; how they work, what to look for and how – specifically – to use these solutions to get more appointments, and sell more.

Jigsaw 79

Jigsaw Benefit Lead Rank Lead Scoring 79

Delicious Sales

MAY 2, 2012

Prospecting (4539). Software (1035). 2011 (3304). An example might be an analysis or testing process. So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Sales (12918).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Lessonly

NOVEMBER 20, 2019

My personal journey with gamification started at a conference in 2011. To illustrate this, let’s look at an example outside of training and enablement. Let’s look at an example to help illustrate this. You want to measure the pipeline that your reps are able to generate with customers and prospects in a defined amount of time.

Lead Rank 30

Lead Rank Lead Scoring Face-to-face Motivation 30

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before. Alinean recognized by BtoB Magazine’s as one of To.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

SugarCRM

NOVEMBER 16, 2017

Customers have gotten used to this type of AI-driven technology , and have become used to high-convenience service technology – regardless of whether you’re selling books, enterprise software, or farm equipment. times between 2011 and 2014, from $5.60 What does that mean for businesses?

CRM 38

CRM Lead Rank Lead Scoring ROI 38

OnePageCRM

JUNE 15, 2017

It’s easier to convince an office manager that they need your purchasing software than it is the CEO. Use your CRM or something like FullContact to gather rich intel on your prospects. I haven’t owned a TV since 2011 and I don’t follow any team sports so the usual chit-chat openers fall flat. Call script examples.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. Let us examine each of these IDC trends in detail and what they mean to 2011 strategies and budgets.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Tony Hughes

FEBRUARY 24, 2018

With the permission of Emma, one of my clients, here is an example of how we transformed her LinkedIn profile to support her outreach with the heads of Government health departments. Prospects and customers are watching so we must make it count. This is where people can get a sense of what you believe and how you operate.

Ideal Customer Profile 68

Ideal Customer Profile LinkedIn Hiring Outsourcing Services 68