The Sales Hunter

OCTOBER 12, 2014

' I left for Dreamforce this morning and it’s time for me to share with you my “Dreamforce Survival Kit.” This event is so big! 130,000 people encompassing virtually every hotel in San Francisco area. If you don’t have a plan, it will overwhelm you. First, you must know what your objectives are before you […].

Hotels 213

Hotels Networking Selling Skills Motivation 213

Increase Sales

OCTOBER 12, 2014

'Read the majority of social media posts and many are blatant self promotions from “read my blog” to “buy my solution.” However, if you do not make time to pat yourself on your back, who will? This past week I was awarded Small Business Journalist of the Year by the Northwest Indiana Small Business Development Center. The award will be given at the E-Day luncheon on November 12, 2014 at the Radisson in Merrillville, IN.

Small Business 139

Small Business Small Business Journal Networking 139

Partners in Excellence

OCTOBER 12, 2014

'Dreamforce is coming up next week. As a result, I’ve been inundated with emails from people and companies inviting me to one of their presentations or to their display or for any other type of meeting. They leverage data to help entice me. For example, I see LinkedIn data that says, “Sales professionals who use social selling are 51% more likely to exceed their quotas.” Or CEB data saying “Sales reps who challenge customers’ assumptions make up 54% of high perf

Hiring 92

Hiring Social Selling Quota Social Media 92

Jonathan Farrington

OCTOBER 12, 2014

'If we start from a position of agreeing that as human beings we are all different, then we must also concur that all prospects/customers/clients are also different: In terms of their commercial requirements, they each have a unique set of values, their own way of doing business – and how they expect the buying cycle to be managed. With me so far? So, with all of this in mind, why is it that some people – many people actually – believe that a “vanilla” or “generic” sales methodology will serve t

Sales Methodology 38

Sales Methodology Buying Cycle Social Media Cold Calling 38

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Partners in Excellence

OCTOBER 12, 2014

'Dreamforce is an incredible event. In addition to being probably the largest conference focused on sales and marketing, it has a tremendous impact on San Francisco and on SalesForce.com Charities! Take a look at Dreamforce 2014 by the numbers. (Click on the image to enlarge it.). Related Posts: Observations On Dreamforce 2013 Technology Is Wonderful, But…… The “Remora Fish” Of Sales 2.0 Tools Don’t Get Distracted By The Numbers What’s Your Special Number?

Conference 87

Conference Networking Relationals Tools 87