The Sales Hunter

JUNE 15, 2012

Here’s an example: Below is a link to an article I ran across on-line, the article talks about the trucking industry and how they’re seeing the economy pick up. Copyright 2012, Mark Hunter “The Sales Hunter.” That’s a very natural way to use it, but it doesn’t end there.

Competition 240

Competition Prospecting Transportation Networking 240

The Sales Hunter

FEBRUARY 14, 2012

Sales Articles. Feb 14, 2012. An example might be to share a short sentence about a change in legislation that would impact the prospect. Another example is letting them know about new economic numbers impacting their area. Check out this additional article on surviving and thriving with voicemail. February 2012.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. Good article and good food for thought. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Selling Essentials RapidLearning Center

JUNE 29, 2023

The researchers noted that all of the behaviors that eroded trust were examples of “avoidant” behavior. The positive behaviors, on the other hand, were examples of “affiliative” behavior – they signal a desire to connect with the other person. ‘Avoidant’ vs. ‘affiliative’ There is.

Study 52

Study Face-to-face Video Research 52

Understanding the Sales Force

JUNE 20, 2012

In today's article we discuss five examples of what salespeople must do to sell more effectively. Here's an example. Perhaps these examples can get you thinking of some of the areas in which selling skills have tremendous room for improvement. (c) c) Copyright 2012 Dave Kurlan

Consultative Selling 231

Consultative Selling Call-back Proposal Follow-up 231

The Sales Hunter

JUNE 2, 2012

There’s a great article in the Wall Street Journal by Jason Gay that does a phenomenal job of pointing out how the strategy works. His article, “ What to Do When You Catch a Homer “ should become the poster child example of how to use the big bold wild opening demand strategy. ” Sale Motivation Blog.

Negotiation 174

Negotiation Journal Case Study Strategy 174

The Sales Hunter

FEBRUARY 13, 2012

Sales Articles. Feb 13, 2012. Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur). Example — “If we can save you time, you would be interested, wouldn’t you? Example — “How long have you been thinking of doing this?”

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 3, 2012

Sales Articles. Feb 03, 2012. The reason I share these two examples is simple: The time periods you select to use to make cold-calls may very well consist of nothing more than 45-minute or one-hour windows on a daily basis. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

SBI Growth

DECEMBER 13, 2012

For example, the sales metric of "revenue performance" is a lagging indicator. A recent Profiles International article highlights the need for better HR metrics. Here are examples of 7 leading indicators for HR and the talent condition they indicate: Ramp Failure Rate: Scalability of the sales force. They are lagging indicators.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

Pointclear

OCTOBER 9, 2012

As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. In a review of articles and blogs today I found answers that ranged from $20 - $1,000 plus. So, how much do you think a lead should cost and why? I would love to hear from you.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

The Sales Hunter

FEBRUARY 16, 2012

Sales Articles. Feb 16, 2012. I saw an example of this recently at and event with nearly 100 people. Copyright 2012, Mark Hunter “The Sales Hunter.” One Response to “5 Deadly Sins People Make When Networking” Ted Rubin says: March 3, 2012 at 10:39 pm. Archives Select Month March 2012.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

JANUARY 10, 2012

Sales Articles. Jan 11, 2012. Before you doubt me and stop reading, let me give you a couple of examples. The questions or comments your customer states might not be one of the examples above, but the objective is the same — they want you to cave. Copyright 2012, Mark Hunter “The Sales Hunter.”

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Understanding the Sales Force

JULY 10, 2012

Understanding the Sales Force by Dave Kurlan If you have no desire to find a lot of new business from new accounts, you don't need telemarketing (and you can stop reading this article). For example, I was featured on the cover of the July Issue of Top Sales Associates Magazine and was interviewed by Linda Richardson.

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

Understanding the Sales Force

MAY 21, 2012

Understanding the Sales Force by Dave Kurlan Nearly 18 months ago I posted an article about my experience with National Car Rental. Please read that for background before reading this article. This is a tremendous example, and not the least bit unusual, of how non-selling, customer-facing employees, sell.

Face-to-face 184

Face-to-face Customer Follow-up Up-Sell 184

SBI Growth

AUGUST 19, 2012

Content marketing has gone from a nice-to-have to a must-have in 2012. An example: Note- Without an understanding of how your prospects buy, you cannot develop demand generation content well. An example: Step #3. Here is an example comparing two competitors from the above, ScriptPro vs. Kirby Lester: Step #4.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Targets Demand Generation Top of Funnel 257

SBI Growth

SEPTEMBER 15, 2012

Here is a semiconductor company example to illustrate: What does this reveal? An example of its use: The purpose of this tool is to assess the health of your customers. In this example, if “ future growth ” is greater than 30% it gets a 7-10. Their accuracy is 95% in 2012. Here is an article Mike wrote on this subject.

Tools 293

Tools Forecasting Sales Forecasts Revenue 293

Understanding the Sales Force

JUNE 25, 2012

Understanding the Sales Force by Dave Kurlan Last week I wrote this article about the best time to ask salespeople to fill their pipelines. While there could be a tremendous amount of business they are managing, they are not setting a good example for others on the sales force and the bad significantly outweighs the good.

Pipeline 184

Pipeline Motivation Coaching Account 184

Jonathan Farrington

APRIL 30, 2012

We also have articles from Jeffrey Gitomer , Dave Kurlan , Tamara Schenk , and Samara Pope. Then for our highlight, we announce the much anticipated “Top 50 Sales & Marketing Influencers for 2012” – carefully selected from an original long-list of one hundred and fifty potential candidates – let’s see if you agree with our choices?

Influencer 32

Influencer Marketing Objections Sales 32

The Sales Hunter

FEBRUARY 10, 2012

Sales Articles. Feb 10, 2012. Examples include: in-person, telephone, voice mail, text messaging, email, etc. Copyright 2012, Mark Hunter “The Sales Hunter.” For more ways to strengthen your sales relationships with clients, read the full article by [.]. Archives Select Month March 2012.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 23, 2011

Sales Articles. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. February 2012.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

HeavyHitter Sales

FEBRUARY 22, 2012

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. February 22, 2012. For example, our cars have global positioning and mapping systems based upon satellite communications. For example, USA Today , the largest selling newspaper in the United States, was designed to stand out visually.

Penetration 112

Penetration Competition Examples Study 112

Sales Training Connection

OCTOBER 21, 2013

For example, have you unknowingly sanctioned the dramatic decrease in profits by driving revenue gains by permitting your sales team to negotiate price reductions? ©2012 Sales Horizons, LLC. Think how many more units those companies and yours would need to sell to achieve an 11% increase in profits at your present pricing.

Compensation 108

Compensation Study Negotiation Training 108

Sales Training Connection

NOVEMBER 28, 2012

As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. ©2012 Sales Horizons, LLC. Selling with to hospitals and physicians - 2013 trends. What’s the macro level impact on sales?

Health Care 90

Health Care Referrals Trends Lead Rank 90

Igniting Sales Transformation

DECEMBER 31, 2019

A personal example to prove my point. In 2009, I created a list of publications who I wanted to publish an article of mine. What did happen is that in February 2012, one of the editors at the Harvard Business Review contacted me (email and Twitter!) to ask me to write an article about Social Selling for their July 2012 magazine.

Intent 101

Intent Hiring Follow-up Social Selling 101

The Sales Hunter

NOVEMBER 10, 2011

Sales Articles. EXAMPLES: “I help people gain more free time to do the things they really want to do.” Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

SBI Growth

FEBRUARY 21, 2013

In this article I outline 4 principles of an effective LinkedIn profile. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). For example, if your Buyers are database architects, speak in terms they care about. To outperform their peers, Social Sellers use LinkedIn as a sales tool. The Value of the Sales Rep.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

SBI Growth

SEPTEMBER 9, 2012

This article provides the insight and access to tools to make a successful transition. This article gives you expanded insights into why we are here today, what has changed, and why a transformation is required. Below you will see an example content grading template. The answer is simple. Expect your marketing team to write.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

SBI Growth

JANUARY 20, 2013

As the books are closed on 2012, you can reflect on your performance. For example did you: Reach your New Customer acquisition targets? For example, you may have dominated your number, but perhaps your number was low. Greg Alexander wrote a great article on the Sales Metric of the Year for CEOs. How did your team do?

Hiring 306

Hiring Margin Quota Inbound 306

HeavyHitter Sales

NOVEMBER 7, 2020

Here are recent IPO examples that show how year over year quarterly revenue growth and customer growth impacts market valuation.   For example, Mimecast was founded in 2003, Pager Duty in 2009, and Snowflake in 2012. He is the author of seven books and thirty-five Harvard Business Review articles.

Lead Rank 78

Lead Rank Lead Scoring Analysis Marketing 78

Understanding the Sales Force

JANUARY 7, 2013

Suppose for example that you currently have your salespeople report the number of new conversations, new scheduled meetings and qualified opportunities. But that's an article for another day. c) Copyright 2012 Dave Kurlan How can you tighten up your metrics? You can tighten them up by inserting the word "targeted".

Sales Qualified Lead 191

Sales Qualified Lead Leads Marketing Qualified Lead Cold Calling 191

Sales Training Connection

OCTOBER 29, 2012

In the medical devices market , for example, we hear docs say that one of the reasons they use a particular device is because they like the sales rep or they use a device because the sales rep is always there for them. ©2012 Sales Horizons™, LLC. The medical device market isn’t alone.

Hiring 108

Hiring Vendor Training Survey 108

The Sales Hunter

DECEMBER 17, 2011

Sales Articles. Let me share with you an example. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

Sales Training Connection

APRIL 20, 2012

For a comprehensive review of the values and attitudes that Mobley identified take a read of August Turak’s excellent article – 10 Leadership Lessons from the IBM Executive School. A couple of examples: great leaders want options, great leaders stick their necks out, and great leaders are tough enough to face facts.

Sales Leadership 125

Sales Leadership Lead Rank Lead Scoring Face-to-face 125

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Here’s one of my recent Harvard Business Review articles titled “Are Top Salespeople Born or Made?”.  OTHER ARTICLES THAT MAY INTEREST YOU: The Seven Personality Traits of Top Salespeople. Heavy Hitter Sales Blog. Recent Posts. Categories.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Mike Bosworth, who was affiliated with Xerox at that time, popularized this method and started licensing his technique in 1988. Well, they had a fair point. Show value.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Sales Hunter

FEBRUARY 28, 2012

Sales Articles. The Power of the “Ultra-Price Package” Feb 28, 2012. For example, they may place a luxury purse on the middle of a display, and then surround it with lower-priced purses. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

JANUARY 23, 2012

Sales Articles. Jan 23, 2012. Here are a few examples: Take one person out to lunch each week from a department other than your own. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168