The Sales Hunter

DECEMBER 13, 2011

The Best Way to Get Ready for Your 2012 Price Increase. The best way to get ready for your 2012 price increase? Take a look at the articles and use them as a tool to help you prepare your strategy. 7 Easy Ways to Screw Up a Price Increase. Mark Hunter is… Blogs We Follow. Archives Select Month March 2012.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

Pointclear

JULY 19, 2012

Click to start video at this point — Asked about new social media tools and recent findings that senior executives are using them to connect rather than research and purchase, Brian says too many companies are focusing on technology in hope of creating a process. ” 2012 Recommendation: Marketing Should Ask Sales Three Questions.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. Which web tools deliver results for each task.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine.

Hiring 69

Hiring System Call-back Sales Management 69

Fill the Funnel

DECEMBER 28, 2011

I have set up hundreds of accounts with Email Service Providers (ESP’s) including services like Constant Contact, AWeber and MailChimp for clients and individuals. Things have changed and now even those newly hired employees might have 500 or more Twitter followers or Fans on Facebook. Here is the link to register for TinyLetter.

Tools 102

Tools Top of Funnel Constant Contact Customer 102

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Sales Tools to Leverage LinkedIn. Sales is Getting Scientific. By Dan McDade.'

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

SBI Growth

AUGUST 6, 2013

Give your team the tools to become “Social Sellers”. To learn more, sign up for the on-site session for your leadership team. To learn more, sign up for the on-site session for your leadership team. You will also be able to d ownload the “LinkedIn Assessment Tool” here. Neither are good options.

LinkedIn 306

LinkedIn How To Social Selling Social Media 306

SBI Growth

SEPTEMBER 11, 2013

Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Download the Tool (free event registration required) so that you''ll be able to leverage your database along with my upcoming blog and tool. If you’ve built up your LinkedIn profile properly, you’ll come across as an expert. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

SBI Growth

DECEMBER 26, 2012

Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). There has been a proliferation of tools and channels. When they do not add up, this can be painful - in the sense that you have shot your allocated resources on the wrong channels. Follow @TonyZambito.

Trends 316

Trends Top of Funnel Marketing Eloqua 316

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. Follow @DanBernoske.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

SBI Growth

SEPTEMBER 16, 2012

This year’s SBI Q3 Tour- Make the Number: How your Peers are Allocating People, Money and Time in 2013 provides research-backed strategies, plans, approaches, and tools that are used by many of the best organizations in the world. Take the time to educate your team by participating: Limited Time No-Cost Sign-up Here.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Score More Sales

MAY 24, 2012

Here are some tips and tools gleaned in a fun roundtable conversation on Pre-Call Research I participated in through the Docusign SalesGuru site which included the following experts: Nancy Nardin of Smart Selling Tools Miles Austin of Fill the Funnel Lars Nilsson of SalesSource.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Download Your Persona Based Forecasting Tool Here. Here are the recommended steps you should take to improve your CRM forecast accuracy: Using all of your 2012 CRM data, segment by Buyer Personas. Follow @pseidell. What’s that you say?

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. A tool is available for download – a full syllabus of Sales leadership courseware. The below downloadable tool will give over 40 sales leadership skills to choose from.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI

DECEMBER 15, 2020

Prior to 2020, sales development reps used about 6 tools on average. Many sales leaders now recommend up to 11 tools in the “essential” tech stack—some say you should have 30. Why so many tools? But there aren’t many strong tools to support during because of the distraction factor. shorten the sales cycle).

Conversion 127

Conversion Sales Cycle Energy Tools 127

Understanding the Sales Force

AUGUST 18, 2015

That search turned up these articles on the first page of results: So who wrote all of these articles? One article was written by a sales expert discussing the concept of following the buyer's purchasing process. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

SBI Growth

APRIL 2, 2013

Your 2012 finish was below average. SKO got your team fired up for 2013 and a new start. Today you need to shake things up. Did any opportunities move up or out during this Quarter? Knowing the make-up, value, and effort for opportunity projections is crucial this quarter. Follow @TonyAlbachiara.

Top of Funnel 317

Top of Funnel Funnel Follow-up Lead Rank 317

Score More Sales

MAY 29, 2013

When getting an internal referral (higher up person to lower person), and you don’t get a return call, let that person you were referred to know that you promised (the higher up person) that you’d reach them – this gives some internal leverage. Be persistent and follow-up. and get ON Twitter, ok?).

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

A Sales Guy

JANUARY 18, 2012

The tools available to influence the sale and how we sell have changed. There are more tools available to help people sell than ever before. Capitalizing on these tools is where the win will be. Most of the tools available to sales people today can fundamentally transform their prospecting and lead generation.

Tools 109

Tools Social Media Lead Generation Media 109

The Sales Hunter

FEBRUARY 27, 2012

Feb 27, 2012. When you meet someone who might benefit from what another person sells, match them up. Sorry, social media is just one tool. Never give up on leads you believe have gone cold. Copyright 2012, Mark Hunter “The Sales Hunter.” Mark Hunter is… Blogs We Follow. February 2012.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI Growth

DECEMBER 13, 2012

Download this tool to shape the metrics most relevant to your organization. Finish up 2012 with your current metrics and then implement a clean slate for 2013. Here are the steps to follow: Assess current metrics; modify or eliminate them. This tool offers a variety of potential metrics. Follow @jdkenney.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

SBI Growth

FEBRUARY 21, 2013

To outperform their peers, Social Sellers use LinkedIn as a sales tool. Some of the toughest selling happens in the start-up world. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). The Buyer will follow a confident leader. Your profile can be effective if you follow these four core principles: 1.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

SBI Growth

SEPTEMBER 9, 2012

Equip them with tools to succeed. This article provides the insight and access to tools to make a successful transition. Marketers responded to shifting trends by beefing up capabilities such as SEO, SEM, email marketing, and social marketing. We are provided with writing tools and Personas. The answer is simple.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

The Sales Hunter

JANUARY 6, 2012

January is “Prospecting for Sales Month” Jan 06, 2012. End result is the salesperson never winds up going after the big fish. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

Score More Sales

APRIL 26, 2013

Now add in social tools – does it all work together? I encourage you to watch the recording and follow-up with some of our blogs for more CRM discussion. Moderator and CRM / Social Industry leader Paul Gillin asked fantastic questions including: What are best practices for broader adoption of CRM? Kudos to IBM for that.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. How did the client stack up against best-in-class? Through 2012, 80% of organizations will struggle to recruit the talent required to meet their business analytics objectives,” according to Gartner. Follow @DanBernoske.

Territories 306

Territories Top of Funnel Analysis Penetration 306

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. They did an excellent job, and you never know which executive or IBM’er in attendance picked up something new by seeing it graphically. More on that in a follow up post.

Company 208

Company Film Study Lead Rank 208

Score More Sales

FEBRUARY 5, 2013

My interpretation is, as someone who ended up high on the list, that being social — supporting, re-tweeting, and recommending others on a regular basis pays off. Craig Rosenberg can be followed at the Funnelholic blog or guest posting at the Radius blog. If you happen to be in the Boston area, join us at a Boston Chapter event.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

SBI Growth

OCTOBER 22, 2012

If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. You’ll get access to the tools and information that will give you the ability to answer YES. Even if 2012 was below targets, the future is bright. Follow @TonyAlbachiara.

Territories 316

Territories Follow-up Meeting Tools 316

Understanding the Sales Force

JULY 18, 2012

They were all cold calls, they were all bad, and they were all following up on brochures they dropped off last week. Additionally, I have always had a problem with the concept of dialing for expiration dates and following up behind brochure drops. c) Copyright 2012 Dave Kurlan That is not selling!

Trends 180

Trends Real Estate Prospecting Cold Calling 180

The Sales Hunter

DECEMBER 3, 2011

Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate. If the phone call is important, stand up when you make it. Never be the first person to hang-up the telephone. Don’t be distracted by email or other items popping up on your computer while you’re making a call.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Score More Sales

FEBRUARY 27, 2013

Some will say that it is not important to have a following – but I disagree. While our following is small compared to many out there, it consists of business professionals and people who tend to care about what we’re sharing and thinking. You can also use a service like Hootsuite to help you stay organized with who you are following.

Twitter 232

Twitter Strategy Prospecting Promotion 232

The Sales Hunter

MARCH 24, 2012

I think many of you would agree that in the sales industry, Linkedin is the social media tool that is most helpful. I know there is something to be said for Facebook pages and Twitter and so on, but when it comes to networking and picking up skills we can actually use, Linkedin is packed with opportunity. You can connect with me here.

Groups 171

Groups LinkedIn Social Media Networking 171

Score More Sales

JANUARY 29, 2013

In a bigger organization, a marketing team might have specific customer reference team members who focus solely on building up a reference library and referral program. Look up some existing customer companies on Linkedin and see if you have any connections to them. They don’t understand how powerful it is to do this?

Referrals 263

Referrals InsideView Outbound LinkedIn 263

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. You then probably narrowed down your choices before even picking up the phone. Use the LinkedIn Grading Tool to find out. Research – Stay up on best practices to make the most of your brand. Follow @JPTMcCabe. Follow @MakingTheNumber.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321