The Sales Hunter

FEBRUARY 22, 2014

To see exactly what I mean, check out this video… Copyright 2014, Mark Hunter “The Sales Hunter.” Surprisingly, it also is the business that could end up being profitable down the road. This is a key strategy you have to understand when it comes to boosting your profits. ” Sales Motivation Blog.

Video 186

Video Exact Motivation Up-Sell 186

SBI Growth

OCTOBER 2, 2013

How are you planning for Social in 2014? Your use of Social Selling will determine if you make the number in 2014. Reach: You will make your 2014 number based on the quantity and quality of connections. His exact words to me. “I It seems all the focus is on your sales reps. But how does a Sales VP use social selling?

Case Study 319

Case Study Social Selling Study Decision Maker 319

Zoominfo

JULY 13, 2020

Learn how: [link] — ZoomInfo (@ZoomInfo) July 29, 2014. They don’t serve a whole lot of purpose when it comes to making personas the best they can be. In order for personas to serve your goals, they need to be data-driven. So what, exactly, does a data driven persona look like? What is a buyer persona, and who does it help?

Data 213

Data Buyer Persona Demographics Segment 213

SBI Growth

NOVEMBER 20, 2013

Read on and be better prepared to retain, hire (or become) a top sales rep in 2014. Your best chance to Make the Number in 2014 is to start off with a deep team of “A” players. But something clearly set his interview apart from the other candidates. I couldn’t put my finger on it right away. Brent was clearly an “A” player.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Act now to ensure that you Make the Number in 2014. Sign up for the onsite session for your leadership team. Follow @jdkenney.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

The Pipeline

JANUARY 27, 2014

So if you are going to align and sell to them today, you need to be thinking and talking to things they thinking about, which means they have been in 2014 for some time, cranking up you preparation now, like the pundit suggest, nay, scream to the buyer, “This guy is no for you”, as my fellow Tull freaks will say he is “Living In The Past”.

Sales Cycle 236

Sales Cycle Objections Forecasting Lead Rank 236

Understanding the Sales Force

DECEMBER 18, 2013

The Monumental Effort Required to Grow Sales in 2014. Understanding the Sales Force by Dave Kurlan. I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. SALES MANAGEMENT. Actual Coaching Call - Use it to Coach Your Salespeople to Success. SALES LEADERSHIP.

Decision Maker 204

Decision Maker Compensation Consultative Selling Call-back 204

The Sales Hunter

JANUARY 7, 2014

Copyright 2014, Mark Hunter “The Sales Hunter.” Since it’s the start of a new year, there is no better time to think through each of the steps. Is your planning concise and set up to ensure you never end one day without knowing exactly what you’re going to do the next day? What about your “do.”

Motivation 243

Motivation Exact Positioning Objections 243

Zoominfo

NOVEMBER 25, 2020

ZoomInfo conducted an analysis of 60 million professionals in its database and found that approximately 2,250 roles with the word “diversity” or “inclusivity” in the title existed in 2019, compared to only 876 in 2014. . And while that is great, it also shows that diversity and inclusion are important to an increasing number of businesses.

Policies 246

Policies How To Groups Education 246

Understanding the Sales Force

AUGUST 11, 2014

Image Copyright: toonerman / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan' Many volunteer youth baseball coaches scream the outcomes they want, like, "Get on base" instead of coaching kids on the approach they should take to reach base in their next at bat. Listen to their instructions and respond to those.

Coaching 283

Coaching Engineering Exact Sales Management 283

The Sales Hunter

NOVEMBER 19, 2013

In the end, the big take away is this: If you think you can be successful doing the exact same thing you did this year, you’re kidding yourself. Blog Professional Selling Skills Sales Motivation 2014 sales motivation sales process success' Just as the level of information is growing, so is the number of competitors you have.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

DiscoverOrg Sales

SEPTEMBER 6, 2017

DiscoverOrg’s Triggers alert users to the story, which spans three years: 10/9/2014: DiscoverOrg first Triggered security issues at Chipotle in 2014: Chipotle Mexican Grill is in the midst of integrating Okta identity management into the company’s Workday platform for over 50,000 users. 1/17/2017). (1/17/2017)

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

The Sales Hunter

JANUARY 16, 2014

Copyright 2014, Mark Hunter “The Sales Hunter.” Second thing I’ve learned sitting in Starbucks is what customers see as the reason they come to Starbucks. I watch several customers who are deeply engaged in their meeting and their $6.00 We can only imagine how little this person spent. Now, back to my grande.

Consultative Selling 241

Consultative Selling Banking Selling Skills Customer Service 241

The Sales Hunter

JANUARY 28, 2014

Copyright 2014, Mark Hunter “The Sales Hunter.” You spend time negotiating a deal you think makes sense, only to have the customer take it to someone else to gain approval. Undoubtedly, the result is still negotiating and more concessions. Offering too many things without agreeing on exactly what the customer really wants.

Negotiation 253

Negotiation Decision Maker Selling Skills Exact 253

Anthony Cole Training

JUNE 3, 2014

Join us for a free Webinar - June 5, 2014 at 11:00am ET. Where in the job posting does it say that you want people who settle for nothing less than extraordinary results in their personal and professional lives? And, in selling, that is winning. Additional Resources: Tired of hiring disappointments? Sign up now!

Hiring 161

Hiring Webinar Metrics Coaching Exact 161

Understanding the Sales Force

JULY 22, 2014

Image Copyright: iqoncept / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan' With all of that information about their past, how can you possibly gauge potential when hiring for your sales force?

Hiring 236

Hiring Decision Maker Construction Incentives 236

SBI Growth

DECEMBER 1, 2013

By doing so, you will realize 80% of the benefit in 2014. Sales people equate prospecting to non-strategic grunt work. Many prospecting techniques are tiresome to both buyer and seller. Get Clear on Accountabilities. Ensure your team knows exactly what is expected of them. Clear accountability will make your team more effective.

Hiring 295

Hiring Follow-up Account ACT 295

No More Cold Calling

OCTOBER 9, 2014

We Should Be Smarter Than Our Buyers Salespeople must do exacting research. Dreamforce 2014 (#DF14) will be an amazing event and an opportunity to meet colleagues, chat with clients and prospects, and learn. Imagine the richer sales conversations he could have had. Because Buyer 2.0 is very good at homework.

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

No More Cold Calling

AUGUST 14, 2019

So, in 2014, I published Pick Up the Damn Phone! It’s changed how we prospect, but it hasn’t changed how deals get done. In fact, referrals are more important than ever in a digital world, where many salespeople have let their people skills go rusty. How People, Technology, Seal the Deal. Many people ask if I’m going to retire.

Referrals 291

Referrals Cold Calling Survey Scale 291

Understanding the Sales Force

AUGUST 21, 2014

image Copyright: andreypopov / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan' Understanding the Sales Force by Dave Kurlan. Waiting for the other shoe to drop, I said, "But.". And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.".

Sales Management 241

Sales Management Hiring Face-to-face Groups 241

Understanding the Sales Force

SEPTEMBER 8, 2014

Image Copyright: texelart / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan' Perhaps this will help. In the next release of OMG''s suite of Sales Candidate Assessments, Salesperson Evaluations, and Sales Force Evaluations, we will be able to show you exactly what YOU can do to motivate your existing and new salespeople.

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

Sales Training Connection

AUGUST 8, 2014

2014 Sales Momentum, LLC.' Pre-call plan so the sales call is focused and you prevent brain freeze. Plan in advance to limit the time you spend talking to 20% to 25% of the conversaetion. Drop the assumption that you already know exactly what the customer needs or will say. Turn off your tablet, computer, phone and other beeping devices.

Exact 114

Exact Objections Course Up-Sell 114

Zoominfo

FEBRUARY 28, 2018

Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Sales forecasting used to be largely guesswork – but with the latest technologies and data analysis, forecasting is much closer to being an exact science. Predictive analytics: Predictive analytics use data to forecast future sales results.

B2B 225

B2B Social Media CRM Social Selling 225

SBI

APRIL 15, 2014

Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? So building an efficient pipeline is a big theme for 2014. Nancy: What would you challenge sellers and/or marketers to think about for 2014? . This ensures that everyone is using the same version of the truth.

Up-Sell 127

Up-Sell Revenue Lead Rank Closing 127

Sales Training Connection

JANUARY 8, 2014

Others think back not so fondly on those meetings and do the exact opposite. Rumor has it that 2014 is likely to be a pretty good year for the business economy. ©2014 Sales Momentum ®. The quality of sales team meetings we’ve observed vary significantly. Many simply replicate the same techniques their sales managers use.

Meeting 116

Meeting Call-back Distribution Software 116

DiscoverOrg Sales

MAY 7, 2015

Looking at this study of available MarTech solutions, ( [link] ) the number of technologies between 2011 and 2015 grew more than 18x — between 2014 and 2015 the numbered doubled. Buyers are consistently inundated with products, technologies and solutions. Consider Marketing Technology vendors and their target audience: marketers.

Lead Rank 120

Lead Rank B2B Education Research 120

Pointclear

OCTOBER 9, 2013

One way to prevent this from happening in 2014 is for sales and marketing to really start talking about definitions. So many potential qualified leads are being buried beneath the bluster. What, exactly, is a qualified lead? How do you measure that? How and when should there be follow up, and on whose watch?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? percent were actually qualified. Plus, check out the latest from No More Cold Calling: We’re Smarter Than Our Buyers. This is where great salespeople really add value.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Sales 2.0

JULY 8, 2022

This is in fact the exact definition of a “coach” as created by Miller Heiman in their book Strategic Selling. Here’s why you should consider adding this “social proximity” approach to your prospecting efforts: In its 2014 research report, How to Make Your Number , Sales Benchmark Index found you are “ 4.2

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Selling Essentials RapidLearning Center

NOVEMBER 16, 2022

You know, when everybody on your team agrees that a plan is great and should be pursued — and everybody turns out to be wrong when the project falls flat. But what kind of problem exactly is groupthink? Is it, as its name implies, a thinking problem — a problem that can somehow be solved by encouraging more critical, honest thinking?

Journal 52

Journal Margin Scale Study 52

Zoominfo

NOVEMBER 25, 2020

ZoomInfo conducted an analysis of 60 million professionals in its database and found that approximately 2,250 roles with the word “diversity” or “inclusivity” in the title existed in 2019, compared to only 876 in 2014. And while that is great, it also shows that diversity and inclusion are important to an increasing number of businesses.

Policies 100

Policies How To Education Groups 100

Hubspot Sales

MAY 25, 2023

The Benefits of Using LinkedIn’s Social Selling Index How LinkedIn’s Social Selling Index Works How to Find Your LinkedIn Social Selling Index Score The Social Selling Index was developed in 2014 , after identifying the platform’s top sales professionals and analyzing their in-app behavior.

Social Selling 88

Social Selling Lead Rank Lead Scoring LinkedIn 88

Fill the Funnel

APRIL 23, 2014

Twitter Image Dimensions for the new 2014 layout: Your Profile Photo is now more prominent. Same as with your profile photo, a crystal clear image with those exact dimensions will yield the best results. The recommended dimensions are 400 x 400 pixels. It will resize if larger but a crisp image at 400 x 400 will look best.

Twitter 121

Twitter Ideal Customer Profile Top of Funnel How To 121

Sales Training Connection

SEPTEMBER 15, 2014

©2014 Sales Momentum, LLC. It’s about opening up the conversation and being able and willing to analyze and create new ideas for moving forward. The larger the team the more difficult it is making the necessary tradeoffs and building a better path forward. Second, business collaboration isn’t just polling what everyone suggests.

Decision Maker 105

Decision Maker Face-to-face Vendor Sales Cycle 105

Keith Rosen

JULY 12, 2014

Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 sales managers from around the world. When you look at activity, you might look at activity and might think, “Hmm…my A player is engaging in the exact same activities as my C player.

Coaching 133

Coaching Video Data Sales Coaching 133

Sales Training Connection

JANUARY 15, 2014

Although we would quibble with the general notion of finding an exact number, all too often, we’ve seen salespeople just throw out product features – believing they’re benefits – assuming the more reasons introduced, the stronger the argument and the more likely they are to close the sale. ©2014 Sales Momentum ®.

B2B 117

B2B Construction B2C Study 117

Sales Training Connection

OCTOBER 7, 2014

©2014 Sales Momentum, LLC. They live and breathe your product – Young sales reps in general are drawn to a company’s mission which means they don’t just sell your product, they believe in it and that is transparent to customers. The challenge for sales management is to develop the mindset and skills to leverage that potential.

Hiring 108

Hiring Hubspot Inbound Analytics 108