The Pipeline

JUNE 22, 2015

Many who pretended to be hunters to get the job were not; and many who were hired to manage and grow accounts, were in fact willing or capable of doing either. One interesting result they shared was that a large majority of upsells and cross sells were in fact initiated by the businesses themselves, not the sellers (by title anyway).

Hiring 120

Hiring Lead Rank Lead Scoring Account 120

Mereo

NOVEMBER 15, 2023

Is your account management focused on ensuring client satisfaction and client retention? This is especially true in large organizations’ field marketing and demand generation efforts — or in those practicing account-based marketing and sales. Are the client success teams compensated on retention only or on account growth as well?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

The Pipeline

JUNE 7, 2013

Even within the sales team, the hunters are rewarded, the farmers and service reps, not so much. But we quickly realized these goals were tough to achieve when our account, sales, and media teams each had their own compensation system and culture. The Pipeline Guest Post – Michael Villeneuve. That no customer ever buys more than once.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

The Sales Hunter

NOVEMBER 13, 2012

For major accounts or any customer who you believe might be in a position to buy in the first quarter of the new year, make sure you’re touching base with them minimally each week during November and December. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 166

Customer Positioning Motivation Benefit 166

Partners in Excellence

SEPTEMBER 12, 2017

Account based marketing and selling gets a lot of attention–it should. But what do we get wrong about growing our accounts? We abandon what caused us to be successful in acquiring the account in the first place! Think about it, we probably won the account by disrupting their thinking-perhaps in just a small way.

Account 56

Account Account Based Marketing Compensation Retention 56

DiscoverOrg Sales

SEPTEMBER 12, 2017

And they don’t think salespeople can converse with the senior executives who sign off on major purchases. Mark Hunter of The Sales Hunter explains : For professional buyers who see a wide variety of salespeople, the value they place on them is usually very minimal. The good news? Download Part 1. What category are you in?

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

The Sales Hunter

JANUARY 17, 2012

Mark Hunter. If you’re a salesperson operating in a key account or major account environment, thinking this way is absolutely essential. Copyright 2012, Mark Hunter “The Sales Hunter.” the sales hunter. FREE Resources. Client List. Testimonials. Client Login. Client List.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Partners in Excellence

JUNE 30, 2022

We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. Once we do win and get that foothold, we seek to expand that relationship, we want to grow within the account. Expansion: We’ve got some presence within an account, we want to grow that.

Account 68

Account Face-to-face Vendor Retention 68

Partners in Excellence

MAY 30, 2017

There’s a round of discussions going on about Hunters and Farmers. Underlying these discussions are attitudes, “Real sales people eat fresh meat every day” (The hunter camp), “We need to develop our accounts to maximize LCV” (Farmers). A farmers territory may be defined as a set of accounts.

Territories 53

Territories Maximizer Account Revenue 53

The Pipeline

APRIL 23, 2012

That is very few are complete sales people, meaning competent at all key elements of B2B sales, starting with lead gen and management, to prospecting, a thorough discovery process, presenting a winnable proposal, winning the deal, and then penetrating and maintaining the account. you will compete with a big group. Tibor Shanto.

Lead Gen 288

Lead Gen Penetration Top of Funnel Proposal 288

Pointclear

APRIL 19, 2017

Speakers were Jeb Blount , Mike Weinberg , Anthony Iannarino , Mark Hunter and Laura Madison. On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The coffee was hot and the lunch was great.

Conference 124

Conference Outbound Social Media PointClear 124

Partners in Excellence

JANUARY 18, 2017

It seems like the concept of hunters and farmers have been around virtually as long as sales. In theory, hunters are the people that have to prospect, to bring in new accounts or logos. The farmers, according to mythology nurture those accounts, retaining the business, possibly growing to drive more revenue.

Territories 48

Territories Maximizer Retention Account 48

Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. A special thanks to my friend Mark Hunter for reminding me of this by way of his great post about the best sales questions. Looking back, I remember thinking that Ron had some sort of memory problem. Eventually It Hit Me.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

The Sales Hunter

AUGUST 24, 2012

Have a regular approach to recognition such as last week’s volumes, new accounts opened or other key measurements you use that would allow you to praise people who achieve exceptional results. Copyright 2012, Mark Hunter “The Sales Hunter.” If you missed the #1 secret , it’s here.).

Sales Meeting 169

Sales Meeting Meeting Travel Motivation 169

The Sales Hunter

FEBRUARY 28, 2012

Mark Hunter. The vast majority of salespeople never look to change either of these and it is a key reason why I believe salespeople have slumps. Don’t select a person who isn’t willing to hold you accountable and is positive themselves about sales. FREE Resources. Client List. Testimonials. Client Login. Client List.

System 160

System Motivation Training Hiring 160

Steven Rosen

SEPTEMBER 19, 2012

Just as he did with individual salespeople, Mike identifies the major walls companies create to discourage and/or prevent the sales team from being successful—and as with individual salespeople, often these walls are rooted in negative attitudes and a lack of clear focus. shows you how to develop target accounts. Simplified.

Handbook 246

Handbook Face-to-face Exercises Coaching 246

Sales Training Connection

JANUARY 29, 2012

The Hunter-Farmer framework has been used for a very long time to configure sales forces. The idea is to designate a group of sales people as Hunters – responsible for generating business in new accounts. A second group is assigned to the Farmer role – charged with maintaining and growing the business in existing accounts.

Strategy 84

Strategy Microsoft Account Territories 84

Pipeliner

OCTOBER 13, 2020

Reps entered their contact, account and activity data. It is rather like the final score of a football game that’s already been played—by the time lagging indicators are recorded, it is too late to change anything. Hence, KPIs are needed which help predict what those lagging indicators will be. These are called leading indicators.

Lead Rank 98

Lead Rank Lead Scoring Leads Marketing Qualified Lead 98

Sales Training Connection

JULY 25, 2011

Sales Hunters and Farmers. Companies have used the Hunter-Farmer framework for a very long time to configure their sales force. The idea is to designate a group of sales people as Hunters – responsible for generating business in new accounts. And, their Hunters will all too often out sell your Farmers.

Strategy 65

Strategy Microsoft Account Territories 65

Xactly

OCTOBER 18, 2018

Reward your farmers differently than your hunters. For example, it doesn’t make sense to reward hunters to up-sell or farmers for passing leads to closers. A good quota system accounts for: An achievable sales forecast: Without it, no one has a chance to win. Structure Design Choices for Your Team. View Webinar.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Nutshell

AUGUST 4, 2020

Related: The BOUNDLESS 2020 reading list: 12 must-read sales and success books recommended by the experts. Ready to learn the strategies and tactics you need to succeed at sales in 2020 and beyond? Let’s dive in! Sales Podcasts. The Sales Hacker Podcast. The Sales Hacker Podcast by Sales Hacker shares practical insights for B2B sellers. Brian Tracy.

Resources 71

Resources Hiring Channels Cold Calling 71

Troops

JANUARY 29, 2019

For large, strategic accounts, there isn’t a lot of work needed because those are high-touch accounts with lots of ongoing insights. But for more tactical and “tech-touch” accounts, the renewals process involves a lot more catching up. Manuel Harnisch, Head of Customer Success at Kentik. Everyone stays in the loop on them.

Customer 75

Customer SalesForce Channels Account 75

Partners in Excellence

OCTOBER 25, 2016

Recently, I’ve been having a number of discussions on account based strategies, major/global account coverage. To be honest, I’m stunned with some of the thinking about growing account based businesses. This mindset isn’t different from the hunter assigned a geographic or industry oriented territory.

Account 48

Account Territories Penetration Retail 48

Partners in Excellence

NOVEMBER 16, 2016

Account Based Marketing/Selling—“Account Based Everything” is all the rage right now. Some very smart colleagues, including Craig Rosenberg and Matt Heinz are real leaders in helping organizations develop and implement their Account Based Marketing Strategies. Target the right accounts.

Account Based Marketing 48

Account Based Marketing Account Marketing Buyer Persona 48

Partners in Excellence

JULY 6, 2017

For example, I had a conversation with an executive about their Account programs. I knew the account programs were the cornerstone to their growth strategy. I knew the account programs were the cornerstone to their growth strategy. The majority of their revenue came from a small number of accounts.

Lead Rank 48

Lead Rank Lead Scoring Leads Marketing Qualified Lead 48

Partners in Excellence

MARCH 17, 2019

They struggle to maintain consistent growth, or see competitors growing faster than they are. And others aren’t growing at all, their markets are being disrupted, they struggle to innovate and compete. Often, in looking at growth, our conversations focus on overall business strategies, assessing current and new markets for growth.

Vendor 70

Vendor Conference Maximizer Opportunity 70

Pipeliner

JANUARY 26, 2021

We have to take into account the fact that salespeople are visual people, driven by different approaches. Pipeliner CRM, with its constantly innovated and evolving new features, greatly assists salespeople, sales managers , and other roles in the company as they make their way into the future. Pipeliner is like no other CRM tool in the world.

Pipeline 72

Pipeline Transportation CRM Quota 72

Pipeliner

MARCH 29, 2021

We have to take into account the fact that salespeople are visual people, driven by different approaches. This ebook is designed to show you how Pipeliner CRM, with its constantly innovated and evolving new features, assists salespeople, sales managers and other roles in the company as they make their way into the future.

Analytics 69

Analytics Pipeline CRM Data 69

The Brooks Group

MARCH 31, 2015

Your company is in the midst of a major sales culture shift. The Role of Hunter vs. Farmer In A Sales Culture Shift. When it comes to sales, for the sake of this post on sales culture shift, you can think of 2 basic sales functions: hunters and farmers (in reality there are many others, as we know). Behavioral Interviewing.

Hiring 40

Hiring Policies Retention Sales 40

Partners in Excellence

OCTOBER 31, 2016

Account Based Everything is a huge topic these days. Everyone is account focused, they want to grow their relationships, increase penetration and grow revenue. Developing our accounts is a huge opportunity. Growing our existing accounts is a hands down winner! We know them, they know us.

Account 48

Account Penetration Government Comparison 48

Sales Hacker

MARCH 9, 2021

Plus, she shares a major strategic decision that her company encountered over the last year and a half. You can see how Outreach runs account-based plays, manages reps, and so much more using their own sales engagement platform. Stephanie also discusses how to transition from a sales-led organization to product-led growth.

Lead Rank 56

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 56

Partners in Excellence

FEBRUARY 8, 2017

Account Based Everything has been the rage of the past couple of years. Inevitably, we start putting these accounts into our account programs: Major Accounts, Key Accounts, Strategic Accounts, Corporate Accounts, Global Strategic Accounts, Super Duper Really Humongous Very Special Accounts (OK, I invented that one).

Account 48

Account Strategy Customer Vendor 48

The Brooks Group

FEBRUARY 15, 2019

If major interventions are needed, work to gain support from your organization’s leadership team. Having your reps give their input will help keep them accountable to the agreement. Ineffective coaching or management. Poor role fit (having the wrong person in the wrong position). Here’s how to get started. One: Assess Your Sales Team.

Strategy 70

Strategy Hiring Groups Report 70

Delicious Sales

MAY 2, 2012

Topics Major Topics. THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Sales (12918). Marketing (6398). Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035). Customer Service (995). Inside Sales (849). Channels (799). Advertising (694). Selling Skills (528). Incentives (379).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Factor 8

JANUARY 9, 2020

In the past ten years, most of the major advancements we’ve seen in sales have come from our customers, from marketing, and from technology. Some teams had hunters and farmers. And although no one is labeling this new decade as one to fear or really any big deal, I think that it is. Because this is OUR decade. The outcome? years today.

Hiring 36

Hiring Call-back Inbound Lead Rank 36

SalesLoft

OCTOBER 30, 2018

Table 1 shows average salaries for the job title “Sales Development Representative” on GlassDoor in several major US metropolitan areas: (source: GlassDoor; October 21, 2018). You may think of this sales personality as a “Hunter.” If SDRs are given accounts and contacts, pay them up to 100% of variable compensation on meetings held.

Compensation 52

Compensation Sales Qualified Lead Salary Quota 52

Sales Hacker

DECEMBER 29, 2020

Mike is a 20-year sales veteran, the last 12 of which have been at a Mimeo, where he oversees all of the new business acquisition or new customer onboarding throughout the company for their B2B segment. What You’ll Learn. Search for creative solutions to keep your people. Scrapping verticals for a complete restructuring. The first is Revenue Grid.

Customer 65

Customer Segment Top of Funnel Lead Rank 65