The Pipeline

MARCH 2, 2012

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. 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

SBI Growth

DECEMBER 13, 2012

Rethinking Human Resources in a Changing World. For example, the sales metric of "revenue performance" is a lagging indicator. There are leading and lagging indicators for Human Resources, too. Finish up 2012 with your current metrics and then implement a clean slate for 2013. These metrics are no longer adequate.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

The Sales Hunter

FEBRUARY 13, 2012

FREE Resources. FREE Resources. 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? Archives Select Month March 2012. E-mail RSS.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 16, 2012

FREE Resources. FREE Resources. 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. February 2012.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

JANUARY 10, 2012

FREE Resources. FREE Resources. 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. Archives Select Month March 2012.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Your Sales Management Guru

JUNE 6, 2011

Sales Leadership: A Lack of Resources May Limit Success. Most of the locals understand their resources are becoming limited, yet they are expecting tomorrow to be a success. I am unsure if they are prepared for the tomorrow or if they have new resources in place? What is your hiring plan for 2012?

Resources 64

Resources Hoovers Sales Leadership Hiring 64

The Sales Hunter

FEBRUARY 14, 2012

FREE Resources. FREE Resources. 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. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Resources for Learning. IBM is good about centralizing resources for more information. I created a collage of links to some of the most interesting posts and links here. Press release here.

Company 208

Company Film Study Lead Rank 208

Score More Sales

FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from. Distracted Salespeople.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. Technology is difficult. So for some, the technology in place is working against them.

Territories 306

Territories Top of Funnel Analysis Penetration 306

The Sales Hunter

FEBRUARY 3, 2012

FREE Resources. FREE Resources. 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.” February 2012.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. You continue funding the programs you started last year with little consideration for time-to-return, resource requirements or revalidating the market demand for your sales initiatives.

Strategy 293

Strategy Analysis Quota Resources 293

The Sales Hunter

DECEMBER 23, 2011

FREE Resources. FREE Resources. 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.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Pipeline

FEBRUARY 21, 2012

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Here is an example: I wanna go to the Proactive Prospecting Workshop in #Toronto [link] #ppmark by @you #contest #toronto. Free Resources. Home About The Pipeline. 0 Subscribers. Subscribe by Email.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. Human Resources? If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource. Who do you turn to for help? Regional Sales Leaders? VP of Sales Operations? How can you tell if you have a world class Sales Operations Leader?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Understanding the Sales Force

JULY 10, 2012

For example, I was featured on the cover of the July Issue of Top Sales Associates Magazine and was interviewed by Linda Richardson. Top Sales World is a great site with resources for all things sales, so if you haven't been there yet, it's worth a visit. c) Copyright 2012 Dave Kurlan

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

The Sales Hunter

NOVEMBER 10, 2011

FREE Resources. FREE Resources. 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. Client List. Testimonials. Client Login. Mark Hunter. Client List.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. Technology is difficult. So for some, the technology in place is working against them.

Territories 264

Territories Top of Funnel Analysis Penetration 264

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. The best ideas usually are. Give it a try.

Tools 293

Tools Forecasting Sales Forecasts Revenue 293

The Sales Hunter

FEBRUARY 10, 2012

FREE Resources. FREE Resources. Feb 10, 2012. Examples include: in-person, telephone, voice mail, text messaging, email, etc. Copyright 2012, Mark Hunter “The Sales Hunter.” Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

SBI Growth

SEPTEMBER 16, 2012

Proper budget allocation is IMPORTANT, because your own success, as well as the success of your CMO, will depend on the appropriate allocation of overall resources and expenses in 2013. Tough year: Your CEO says, “Take your projected 2012 finish number (your best case finish) and I want you to grow by X% with this expense target.”.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Zoominfo

FEBRUARY 25, 2018

While this can save time and resources, it’s dangerous to just “set it and forget it”. Take the American Rifleman for example. On the morning of July 20 th , 2012, the magazine tweeted, “Good morning, shooters. Marketing teams must dedicate time and resources to build a successful social media presence. Happy Friday!

Social Media 147

Social Media Media B2B Marketing 147

The Sales Hunter

JANUARY 23, 2012

FREE Resources. FREE Resources. 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. Client List. Testimonials. Client Login.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Sales Hunter

DECEMBER 17, 2011

FREE Resources. FREE Resources. Let me share with you an example. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Client List. Testimonials. Client Login. Mark Hunter. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. December 2011.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

SBI Growth

FEBRUARY 2, 2013

That’s because these examples represent sales processes that are typically more complex. 71% of all companies surveyed in 2012 stated they will expand inside sales in the next year. But make sure that the resource you've tapped will execute for you when it counts. Notice that I illustrated “service” companies? Follow @pseidell.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

The Pipeline

MAY 12, 2011

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Read this great example from yesterday’s mailbag: A salesperson emailed his lessons learned and included this one: “The final lesson again concerns the compelling reasons to buy. Free Resources.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Sales Hunter

FEBRUARY 28, 2012

FREE Resources. FREE Resources. 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.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Pointclear

AUGUST 22, 2011

For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. To see how this can work, Go to “Myth 5” in this example. Well, we’re in the dog days of August. Implementation Is More Than Just Software.

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

SBI Growth

OCTOBER 14, 2012

An Example of Reframing the Problem: We were in discussions with a $75 MM software organization. They were missing the number in 2012 and he believed sales training was the answer. You don’t have the internal resources or expertise to properly address it. #3 Waste of resources – they will just tell me what I already know.

Hiring 292

Hiring Sales Qualified Lead Lead Generation Revenue 292

The Sales Hunter

DECEMBER 12, 2011

FREE Resources. FREE Resources. The company I use most often as an example in my speeches is hands-down alone at the top… Lexus of Omaha. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Client List. Testimonials. Client Login. Mark Hunter. Client List.

Motivation 147

Motivation Real Estate Training Hiring 147

The Pipeline

JULY 18, 2011

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600. Free Resources. Home About The Pipeline.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

AUGUST 16, 2011

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Let me give you an example from my world. For example, if the line of questioning were around the quality and abilities of their front line sales managers. Free Resources. Home About The Pipeline.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Igniting Sales Transformation

DECEMBER 31, 2019

That the people and the resources I need to make my intentions come alive will show up at the right time. A personal example to prove my point. What did happen is that in February 2012, one of the editors at the Harvard Business Review contacted me (email and Twitter!) I had no idea if this intention would come to pass.

Intent 101

Intent Hiring Follow-up Social Selling 101

Zoominfo

APRIL 16, 2018

We’ll let this example speak for itself. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. A Sales Guy U is the place on the web for the best sales and sales leadership resources—Keg stands optional.”. KeenanTakeover ”. and Forbes.

Journal 171

Journal Influencer Case Study Sports 171

Score More Sales

AUGUST 14, 2012

Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. Here are a few examples. You can use this idea internally (showcase your sales team, for example) or outside of your organization (showcase your industry or next trade event).

Social Media 233

Social Media B2B Strategy Media 233

Sales Training Connection

DECEMBER 17, 2012

Here are two examples … Scenario 1. The implementation of the project may take more resources then planned because the initial specifications are vague. You could end up with significantly less profit then anticipated and/or you are unable to pursue other opportunities due to lack of available resources. Scenario 2.

Objections 122

Objections Face-to-face Analysis Training 122

SBI Growth

SEPTEMBER 9, 2012

Below you will see an example content grading template. Marketing leaders value staff that could think strategically and orchestrate activities across resources to execute programs. Fast forward to 2012 and the buying process is radically different. It is human nature to respect what is inspected.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306