The Sales Hunter

FEBRUARY 19, 2014

Position Yourself and Your Selling Process to Command Full Price. Just as you have to make sure your product/service is positioned to warrant full price, you have to make sure you are too. Positioning yourself goes beyond how you see yourself. But it applies to virtually every aspect of the sales process.

Positioning 229

Positioning Real Estate Selling Skills Up-Sell 229

Increase Sales

FEBRUARY 13, 2014

If the individuals within any organization are generating a positive return on the investments of time, energy, money and emotions, they are leaders worth keeping. The bus (organization) must have a positive environment inside and should have limited negative impact on the external environment (sustainability). More smiles.

ROI 118

ROI Positioning Lead Rank Survey 118

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. They are all leading indicators that can help you forecast success in 2014. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

NOVEMBER 28, 2013

It looks like Sales is going to miss the number this year. This post is for all who are involved in Sales making the number. Especially, it is for HR Business Partners to Sales. Ask Herb who was the HR Business Partner to Sales at a large technology firm. He provided no value to Sales leadership. Possible faults?

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Your Sales Management Guru

DECEMBER 30, 2013

2014 New Year, New Goals? Certainly in our lives we have experienced difficult economic swings, positive years and always new challenges and as Acumen Management moves into our 17th year (yikes) I thought I might share the various categories we use to focus our lives. All the Best in 2014 and Think Positive! Acumen Mgmt.

Exercises 73

Exercises Travel Objections Promotion 73

SBI Growth

SEPTEMBER 20, 2013

The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Sales Rep Survey. Sales Management Survey. Customer Interviews.

Hiring 310

Hiring How To Face-to-face Survey 310

Sales and Marketing Management

SEPTEMBER 5, 2014

Issue Date: 2014-09-05. Teaser: Measuring candidates for open sales positions by their contacts, years in the trenches or multimillion-dollar contracts is a ticket to failure. After suffering from many bad hires, my company has developed a highly successful process for selecting outbound sales team members. read more'

Hiring 246

Hiring Outbound Sales Team Outbound Positioning 246

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. He had been given an aggressive goal for 2014. I completely lost the battle on the 2014 revenue number” he said. “My The SBI Sales Initiative Assessment Tool has answers. Will it strengthen your position in the market? The topic was his number.

How To 303

How To Incentives Incentive Demand Generation Targets 303

SBI Growth

JULY 26, 2013

started a sales improvement effort. He worked with sales leadership to bring in consultants. Hank is pushing to start the next recommended SFE (Sales Force Effectiveness) initiatives. However, Chief Sales Officer Victor wants to know if the first initiative is successful. It will surely help sales recruiting.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

Steven Rosen

MARCH 25, 2014

Janet is an experienced and successful district sales manager who could work in any industry and for any company. Each month Janet is put to the test with different sales reps she must coach to success. Janet wants to get 2014 off to a great start. Janet’s goal in 2014 is to reach the top 10% of the country and she is focused.

Coaching 288

Coaching Salary Energy Motivation 288

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. If it is sales process improvement, Sales pays.

Hiring 288

Hiring Incentives Incentive Benefit 288

Understanding the Sales Force

SEPTEMBER 17, 2014

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees. Sure enough, the numbers were amazing.

Inside Sales 212

Inside Sales Outside Sales Study Distribution 212

SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. This article is exploring one more way to get your sales team engaged in social selling. How to Make Your Number in 2014: A Sales Strategy you can execute. 3) Introduce a qualified candidate for an open position. Now back to creating social debt….

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

Janek Performance Group

SEPTEMBER 29, 2021

Need to improve your sales team’s results? That’s the advice from a recent Harvard Business Review article that concluded, women are the future of B2B sales. If you are skeptical, ask yourself this: Which do you think is more likely to have a positive impact on your sales results next year — more women on your sales team or less?

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI Growth

NOVEMBER 1, 2013

Top sales reps share a common trait. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. What can sales and HR leaders learn from this massive response? What separates top sales reps from the rest?

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

NOVEMBER 4, 2013

Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? How should I be preparing to Make the Number in 2014 ? Sales Kick-Off is right around the corner – what am I going to do? As 2013 winds down, 2014 naturally ramps up. SKO is on the horizon.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

JULY 19, 2013

This is the life you lead as VP of Sales. Why Change in Your Sales Strategy is Necessary. Each year, as VP of Sales you begin the process of evaluation. In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. Either way, your 2014 number will outpace 2013.

Guarantee 296

Guarantee Exercises Follow-up ROI 296

Troops

DECEMBER 13, 2018

I want my sales team to be optimistic and positive. Sales Optimism Is Not Great for Forecasting. Two that happen in almost every sales team are: Pursuing prospects who aren’t a great long-term fit for the product (which leads to churn). A big part of his team’s responsibility is to bring objectivity to the sales process.

Churn 59

Churn Engineering Forecasting Positioning 59

The Pipeline

DECEMBER 23, 2013

Step back, focus on your goal, the positive impact it will have on your success, and see if there is an alternate path. In fact as a sales pro, at times the best thing we can do for prospects is show them how they can achieve their objective though an alternate way they hadn’t considered. Sales Process Tibor Shanto'

Face-to-face 285

Face-to-face Intent Objections Up-Sell 285

Understanding the Sales Force

JULY 1, 2014

Understanding the Sales Force by Dave Kurlan. Instead of handling an objection, instead of saying OK, instead of following up, instead of explaining your position, instead of doing nearly anything else, I have asked salespeople to write down, commit to memory, practice and use this one question. I must be a moron. is the question.

Decision Maker 228

Decision Maker Follow-up Positioning Up-Sell 228

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. This client is positioning itself to cater to the New Buyer. As a Sales Operations leader, you must be allocating the right resources to training. Demand Sales Force Automation adoption.

Training 300

Training Sales Management Hiring Social Selling 300

SBI Growth

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. How Will Your EP Support Positive Change?

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

SBI Growth

JANUARY 9, 2014

Sales leaders carry a Number. For example, when sales and marketing are aligned, lead conversion (closed deals) rates are 2-3X greater. B2B organizations with tightly aligned sales and marketing operations achieved 24% faster three- year revenue growth and 27% faster three-year profit growth.”. Marketing typically does not.

B2B 282

B2B Revenue Report Groups 282

Steven Rosen

JANUARY 14, 2014

You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. I don’t know any sales manager who plans to fail, but some fail to plan. Interestingly most sales managers tend to overlook these areas. Allocation by Sales Rep. Coaching Days.

Sales Management 316

Sales Management Hiring Coaching Sales Coaching 316

SBI Growth

AUGUST 9, 2013

The Senior Sales VP gives you a call. Two of your eight sales managers have high turnover. You reach out to the head of sales operations. However, removing a sales manager causes sales disruption. Having an open sales manager forces you fill in for the team. Prepare to fill the position quickly.

Sales Management 288

Sales Management Forecasting Analysis Margin 288

SBI Growth

JULY 27, 2013

There are likely dozens of sales initiatives you can focus on to prepare for next year. Here’s a way to help you save time when picking sales projects. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Using the Sales Improvement Readiness Tool.

Cancellation 293

Cancellation Territories Follow-up Forecasting 293

Sales and Marketing Management

OCTOBER 30, 2014

Issue Date: 2014-11-01. performing professionals in behind-the-scenes positions. performing professionals in behind-the-scenes positions. Author: Staff. Teaser: In his new book “Invisibles: The Power of Anonymous Work in an Age of Relentless Self-Promotion,” journalist David Zweig explores the work of some top?performing

Promotion 214

Promotion Motivation Positioning 214

The Pipeline

DECEMBER 22, 2014

Sales is right in there like a, a, a, “wanna go play outside?” So what does 2015 hold for sales? Apps for sales and sellers will continue to grow, as will the confusion around them. According to a recent press release from Accenture titled: Mediocre Performance by a Majority of Sales Representatives Cost Companies 3.2

Data 275

Data Cold Calling Revenue Social Selling 275

SBI Growth

SEPTEMBER 4, 2013

Great CMO’s set a strategy to make the number in 2014 and beyond. Like many marketing organizations, the sales organization doesn’t give you the time of day. Sales Qualified Lead (SQL) numbers were so low, they didn’t bother measuring it. Participate and learn what top companies are doing to make the number in 2014.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

Hiring 93

Hiring Sales Management Lead Rank Hubspot 93

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Modified the sales compensation and quotas.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

The Sales Hunter

FEBRUARY 14, 2014

An outcome of having the privilege to speak at conferences and sales meetings, not only around the United States, but also around the world, is the number of relationships I’ve developed with CEOs, VPs of Sales, and other senior people. Copyright 2014, Mark Hunter “The Sales Hunter.”

Sales Management 225

Sales Management Conference Motivation Sales 225

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Holding Onto Outdated Positioning Statements.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Steven Rosen

DECEMBER 17, 2013

Guest Post by Jeff Shore: An excerpt from “Be Bold and Win the Sale” by Jeff Shore. Available from McGraw-Hill Business in January 2014. The key for us was to make a positive decision before we faced our moment of discomfort. Make a positive decision to be bold BEFORE you face your discomfort!

Face-to-face 316

Face-to-face Energy Twitter Follow-up 316

Hubspot Sales

OCTOBER 19, 2017

The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment. Highest Paying Sales Jobs. Sales engineers - $100,000 average salary. Sales engineers - $100,000 average salary.

Insurance 90

Insurance Insurance Salary Advertising 90

Increase Sales

NOVEMBER 4, 2014

In sales leadership, there is also an internal temperament identified as sensitive. Individuals have these three internal biases: Positive Self-Esteem. With the positive self esteem, individuals value their selves for whom they are as people above their jobs or how well they perform in their jobs. Neutral Role Awareness.

Sales Leadership 160

Sales Leadership Salary Lead Rank Lead Scoring 160