The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting.

Account 204

Account Prospecting Guidelines Compensation 204

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. It''s their sales managers, who are almost as much in the dark as their salespeople. c) Copyright 2013 Dave Kurlan'

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. Most of the focus on persistence is related to contacting new prospects. What about the prospects who are far along in the sales process when they suddenly go missing?

Territories 268

Territories Exercises Video ACT 268

The Sales Hunter

AUGUST 19, 2013

Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. Top performers will, but the average and below-average won’t, and come half-way through the year, you’ll be staring at a sales goal that is increasingly harder to hit. ” Sales Motivation Blog.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Finding the right contact – and context – for sales outreach is time consuming. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Sales Hunter

MAY 27, 2013

If you’re a sales manager and you’re reading this, then let me give you a quick way to stop it. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Simply require all expense reports, paperwork, etc.

Report 232

Report Motivation Consultative Selling Selling Skills 232

Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. DO use your gut when you think there is a problem or an issue with your customer or with your prospect. Over time, my stats got better – to 50%. My stats were great in that category.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

The Sales Hunter

MAY 13, 2013

This morning and each Monday from now on, review a great sale from the week before or review the list of new prospects you generated last week. If you’re reading this and you’re a sales manager, then your job is to send everyone a voicemail, email or something that congratulates them on a success from the previous week.

Motivation 194

Motivation Positioning Groups Objections 194

Understanding the Sales Force

FEBRUARY 11, 2014

These kids are the can''t miss prospects. There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. Getting selection right depends an awful lot on selection criteria and being able to identify it during a sales interview.

Sales Talent 263

Sales Talent Hiring Sports Tools 263

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. In addition, he is author of The Sales Blog , where he writes about sales and selling, sales management, the sales process, and what it takes to succeed.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Prospects and buyers are so busy.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Score More Sales

JULY 8, 2013

Looking back over my sales career I would have to say that my focus, for the role I had at any given time, varied due to a number of things – external and internal to the company I worked for. Know WHY you are doing what you are doing – why are you in sales for this company instead of another one?

Inside Sales 218

Inside Sales Lead Rank Lead Scoring Distribution 218

Score More Sales

JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Video for sales training and coaching is a given. Devon McDonald – Director of Sales & Marketing Support at OpenView Partners. Sales managers should hire learners, not students.

Hiring 192

Hiring B2B Video Lead Rank 192

The Sales Hunter

FEBRUARY 25, 2013

Sales managers, what behavior are you rewarding? Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. In my book, that is the role of customer service. Salespeople need to be focused on getting incremental business. Salespeople, what is tripping your trigger?

Customer Service 251

Customer Service Customer Discount Maximizer 251

Delicious Sales

MAY 2, 2012

Sales (12918). Prospecting (4539). Sales Management (2614). Inside Sales (849). Outside Sales (81). Blog (5972). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Understanding the Sales Force

APRIL 3, 2014

Today, prospects are much less inclined to take a salesperson''s call, return a voicemail or an email message, engage in a conversation, schedule a call or meeting, share important information, return calls to salespeople towards the end of the sales process or make a decision. The revenue of the prospect company. No problem.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

No More Cold Calling

NOVEMBER 21, 2013

The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. To learn all about the role of technology and referrals in sales, get your copy of my new book: Pick Up the Damn Phone!: It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World. (I’d

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. In between training sessions, salespeople must be coached on consultative selling by their sales manager.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

No More Cold Calling

JULY 16, 2015

We’re in the right place at the right time and meet the perfect prospect. Other times prospects read content we’ve posted, and our phones ring off the hook. To keep your pipeline full of hot prospects and referral leads , make your own luck. Write a blog. But luck is not a sustainable advantage. Unbelievable!

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. So, what tips do you have for sales reps looking to be more productive and get more done? He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then.

Journal 171

Journal Case Study Influencer Sports 171

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Your Sales Management Guru

JANUARY 27, 2014

In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Since our breakout session at WPC 2013 last July in Houston, we have received an enormous number of emails and business opportunities from partner organizations that wanted to learn more about “separating themselves” from their competition.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Janek Performance Group

OCTOBER 25, 2023

It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. Invite customers to share.

Account 62

Account Survey Analysis Scale 62

Your Sales Management Guru

JULY 14, 2014

In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects. Since our breakout session at WPC 2013 last July in Houston, we have received an enormous number of emails and business opportunities from partner organizations that wanted to learn more about “separating themselves” from their competition.

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. How many times has a sales rep opened their mouth and said something offensive – even though they didn’t mean to?

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Your Sales Management Guru

NOVEMBER 26, 2012

On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Recruiting is sales leadership’s marketing campaign for sales leads.

Journal 77

Journal How To Sales Leadership Pipeline 77

Crunchbase

OCTOBER 20, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. Firms are realizing they need more qualified staff on the presales and sales engineering side of the business to help win commercial deals. The current job market for sales engineers. The author is an expert in their field and a Crunchbase user.

Analytics 52

Analytics Engineering Hiring B2B 52

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. By the end of 2013 there will be 2.3 Sales Effectiveness' Customer 2.0

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Your Sales Management Guru

OCTOBER 16, 2012

Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Doing the countdown adds urgency to the process for you and your prospects. Can an existing client or a vendor contact help create credibility with prospects? Keep prospecting. Stay optimistic.

Compensation 77

Compensation Vendor Pipeline System 77

SBI

OCTOBER 16, 2012

Does your sales team deliver a rich customer experience at every connection with prospects and clients? And most customers expect the same experience every time they interact with your sales team. In this session, Peter Stewart will share simple ways to differentiate your sales team in today’s highly competitive market.

Conference 131

Conference Social Selling Data Marketing 131

The Science and Art of Selling

MAY 30, 2014

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 56

Cold Calling Webinar Metrics How To Face-to-face 56

The Science and Art of Selling

FEBRUARY 14, 2014

Register for this 3-hour webinar and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. NOTE: First 15 seats are sponsored by the Sales Association Ontario Chapter – register today for only $50 (regular price: $250). It has been developed for sales people by sales people.

Cold Calling 63

Cold Calling How To Webinar Metrics Face-to-face 63

Sales Training Connection

APRIL 3, 2013

Second, all the players need to come to the party not just the account executives – for example the engineering/technical support people engaged in the sale, the marketing people who understand the customer profiles that are most likely to be good fits, and the sales managers who must provide initial guidance and coaching.

Ideal Customer Profile 108

Ideal Customer Profile Face-to-face Engineering Training 108

The Science and Art of Selling

MARCH 21, 2015

Register for this 2-hour training and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Cold Calling Works!

Cold Calling 40

Cold Calling How To Webinar Metrics Face-to-face 40