The Sales Hunter

JANUARY 16, 2015

Below are 10 questions you need to ask yourself about your 2015 sales plan. Do you have enough solid customers to allow you to not just achieve your goals, but also to power past them? Plan now to power past your goals to help offset any fallout along the way.) Is your business […].

Consultative Selling 100

Consultative Selling Selling Skills Sales Customer 100

Fill the Funnel

NOVEMBER 4, 2014

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. How is your customer retention doing? Are you acquiring new customers at the rate you have planned for? There is a lot to consider. Is your revenue meeting plans?

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

Pointclear

JULY 17, 2013

When you step out in the year 2015, and the landscape may look quite different. Customers will not need a field salesperson to come on-site for a long lunch followed by a golf game. Mainly because the customer won’t need to engage early in the sales cycle: 57% of the buying process is completed before connecting with a salesperson.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Pointclear

MARCH 19, 2015

On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. It''s the fourth quarter and if you''re like most salespeople, you''re examining your pipeline trying to determine which opportunities have a chance of closing this quarter; what needs to be done and when in order for them to close; and, which ones will have to be carried over into 2015.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Sales and Marketing Management

JULY 19, 2015

Issue Date: 2015-07-20. The empowered consumer is a tough target to sway, so to win over-educated customers, brands need quality content. The empowered consumer is a tough target to sway, so to win over-educated customers, brands need quality content. Author: Mikita Mikado, CEO, PandaDoc. read more

Customer 120

Customer Education Consumer 120

Sales and Marketing Management

SEPTEMBER 28, 2015

Issue Date: 2015-09-01. Teaser: Find me a team that is having trouble with marketing and it’s a safe bet they are struggling with who their customers are and why those people should do business with them, says Jim Gray, an insightful if minimalistic blogger on all things marketing. Author: Paul Nolan. read more

Customer 120

Customer Marketing 120

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. Opportunities you’ve helped customers capture.

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

The Sales Hunter

DECEMBER 22, 2015

I encourage you to look back over 2015, because it has nuggets of gold to help you excel in 2016. What were the reasons new customers agreed to do business with you? Here are 10 things worth considering: 1. Don’t go with your gut instinct. Find out the real reasons, as these will help […].

Customer 80

Customer Selling Skills Sales Goal Motivation 80

Sales and Marketing Management

NOVEMBER 11, 2015

Issue Date: 2015-11-01. percent in 2015, significantly higher than the year before. percent in 2015, significantly higher than the year before. Author: Rachel Klein, Director of Strategy, Avenue. Teaser: B2B sales force turnover continues to worsen, with total churn of 22.4

Groups 120

Groups Churn Loyalty Customer 120

Customer Centric Selling

DECEMBER 12, 2014

Sales Tips: How to Take Control of Your 2015. The Happy Camper - Through a combination of proper planning and consistency of execution, the year is already “done” from a revenue attainment perspective, and now it’s time to relax and charge the batteries so you can rocket out of the gate in 2015.

How To 90

How To Sales Qualified Lead Lead Rank Lead Scoring 90

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. This has to do with the customers need to quickly take action, their existing knowledge and margin/COS pressures. Enjoy and may 2015 be your best year ever.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Atlatl Software

APRIL 22, 2021

Picking a product that fits your needs off the shelf is great, but being able to customize a product to your exact desires is even better. Maybe that is why consumer interest in purchasing customized products grew 2.4x between 2015 and 2018, and has continued to grow since.

Scale 53

Scale Customer How To Consumer 53

Sales and Marketing Management

JUNE 30, 2015

Issue Date: 2015-07-01. Teaser: With prices commoditized in many industries, today’s battleground is centered squarely on customer experiences. Customer experiences can be improved through a number of methods. Customer experiences can be improved through a number of methods. read more

Loyalty 120

Loyalty Customer Customer Service Report 120

SBI Growth

SEPTEMBER 20, 2014

The value of a sales professional becomes nonexistent in customer eyes. That’s the way you look to your customer and probably feel. This leads to a “race to the bottom” to get the deal. Products and services get commoditized. At that point, you might as well get an application from the closest used car lot.

Strategy 292

Strategy Lead Rank Lead Scoring Resources 292

Sales and Marketing Management

NOVEMBER 23, 2015

Issue Date: 2015-11-20. Teaser: Every custmer is on a customer journey. Instead of thinking about how to work customers through your sales process, think about the customer’s view of the conversation and try to adapt your tactics to match the customer's buying process. Author: Gregg Schwartz. read more

Customer 120

Customer How To Conversion Sales Process 120

Partners in Excellence

MARCH 4, 2024

He’s so creative in his selling approaches, looking at very large deals and developing strategic partnerships with customers all around the world. Up until 2015, most of my passion for sales was a love of ‘the game’, always trying to do better, close more, close faster, and a genuine interest in people.

Cold Calling 73

Cold Calling Travel Call-back Up-Sell 73

The ROI Guy

JANUARY 26, 2015

Because each stakeholder could be different, the guidance should be interactive and flexible – used live with customers to aid in the discovery questioning as well as fueling the conversation / engagement. Training needs to include demonstration AND practice in order to get sales reps comfortable with the material and customer conversation.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

Alice Heiman

NOVEMBER 3, 2021

The companies that are succeeding today are the ones that are looking at themselves from their customers’ perspective. How do your customers see your business? Whether you have been in business for five years or 100, your customers’ perspective will always play a pivotal role in the success (or failure) of your business.

Hiring 84

Hiring Strategy Customer Government 84

Sales and Marketing Management

OCTOBER 23, 2015

Issue Date: 2015-10-23. Teaser: Companies typically give a lot of thought to how they’ll make a positive first impression with customers, but last impressions matter too. To set themselves apart in an increasingly volatile market, companies should make a great impression at every stage of the customer journey, from first to last.

Customer 120

Customer Positioning Company Marketing 120

Steven Rosen

NOVEMBER 14, 2021

Most of your customers will shut down in less than four weeks. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. I would like to wish all my American friends a Happy Thanksgiving.

Consumer 374

Consumer Analysis Territories Account 374

Sales and Marketing Management

JUNE 26, 2015

Issue Date: 2015-06-26. Teaser: Rather than using broad-swath marketing to hit as many people as possible, CMOs today are tasked with cultivating unique relationships with each individual customer. Author: Daniel Raskin, Vice President of Strategy, ForgeRock. read more

Customer 120

Customer Revenue ROI Closing 120

Your Sales Management Guru

DECEMBER 29, 2014

The One Must Do Action Step to Ensure a Great 2015. Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. What is your plan to get a jump start on 2015? What is the first action all salespeople must do to begin each year?

Penetration 99

Penetration Exercises Motivation Referrals 99

The Sales Hunter

OCTOBER 15, 2015

customers, then you won’t want to miss the upcoming Customer Acquisition Symposium DC-2015. If you want new strategies for driving revenue and acquiring more (and better!) On November 13 in McLean, VA, I will be speaking with 5 other sales thought leaders at the symposium.

Customer 100

Customer B2B Benefit Revenue 100

Sales and Marketing Management

MAY 6, 2015

Issue Date: 2015-05-01. Today, Schmidt says he is semi-retired, but he’s as busy as ever on the speaking circuit, lecturing to business groups about building a fanatically vocal customer base, creating a passionately loyal corporate culture, and developing leaders who inspire and motivate. Author: Paul Nolan. read more

Customer 120

Customer Report Motivation Groups 120

LeadBoxer

MARCH 28, 2021

Most organizations strive to engage with their customers at a high level. In order to effectively develop and cultivate leads, it’s best to understand a few key customer engagement strategies for Millennials. Keep reading or use the following links to “jump” ahead: Customer Engagement Strategies for Millennials.

Strategy 98

Strategy Customer Demographics Analysis 98

Partners in Excellence

DECEMBER 6, 2022

Some of the data went back as far as 2015. We didn’t have data on YoY revenue growth, but anecdotally since 2015, we’ve seen good growth, particularly in the technology sectors. We looked at reports from prior to 2015, we saw reports like 60%+ of salespeople meeting quota. Spending on technology has skyrocketed.

Face-to-face 104

Face-to-face Maximizer Report Buying Cycle 104

Cincom Smart Selling

DECEMBER 8, 2015

Companies are recognizing this need, as customer self-service was listed as one of the top CRM priorities in Gartner’s “What’s Hot in CRM Applications in 2015” report. It includes the product catalogue, price lists and existing customer information that can drive things like cross-selling.”. And they are correct.

B2C 54

B2C Call-back Consumer B2B 54

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. Customer Focus/Customer Centricity. Customer Engagement. Go To Customer/Sales Deployment Models/Inside/Outside/Channel/Web/Hybrid. Gamification.

Fashion 90

Fashion Face-to-face Analytics Social Media 90

HeavyHitter Sales

FEBRUARY 17, 2015

Based upon my experience, here’s my list of some of the best technologies to sell in 2015. Calabrio frees the “voice of the customer” in today’s multi-channel contact center for better, faster decision making at all levels of the organization. OpenGov is first-mover in this space.

Company 60

Company Government Microsoft Retail 60

Sales 2.0

NOVEMBER 12, 2014

implementing customer success tactics that increase referrals, upsells, and cross-sells. Whether you’re in an established business or growing a startup, these posts have tips to help you prospect, sell, and retain more customers. testing inbound marketing strategies that can be implemented by non-techies. Read the full post here.

GoldMine 150

GoldMine Strategy Conference Inbound 150

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else. Sources: Gartner Says Worldwide IT Spending to Decline 5.5% Percent in 2014 Gartner Forecasts 3.1%

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Cincom Smart Selling

MARCH 31, 2015

Cincom recently attended Microsoft Convergence 2015, which took place in Atlanta, Georgia. It was great getting to talk to partners and customers alike, and as always, Microsoft put on a great conference! This year at Convergence, many companies were looking to improve the way they interact with their customers. Related Posts.

Microsoft 48

Microsoft Trends Conference CRM 48

Sales Training Connection

JANUARY 16, 2015

As Bain points out: “Many buyers will have researched a supplier, queried some of its customers and screened the supplier out of consideration before the supplier’s rep has an opportunity to contact the prospective buyer. So what are some things a company can do right now to do a better job getting ready for 2015? Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. Customer Expectations. First, focus on how customers are buying in today’s market. Two make the short list. World-of-work.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Sales and Marketing Management

MAY 15, 2015

Issue Date: 2015-05-15. Author: Miles Jennings, CEO and founder, Recruiter.com. Teaser: Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. Price will be a factor when selecting a new CRM tool, but here are four other important characteristics to consider. read more

Tools 120

Tools Customer CRM 120

Tony Hughes

NOVEMBER 4, 2018

Customer Relationship Management needs to be a strategy that’s focused on creating the best possible customer experience, supported by well defined processes that are enabled by technology and with everything being driven by managers and staff committed to a customer-centric culture.

CRM 82

CRM Strategy Customer Epiphany 82