The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Mark’s Insights on PRICING.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Risk of Social Media Marketing?

Social Media 157

Social Media Media Motivation Prospecting 157

HeavyHitter Sales

NOVEMBER 3, 2011

Top 7 Critical Sales Trends for 2012. Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. IT Sales Strategy: Software, SaaS & Hardware Sales » November 03, 2011. Best New Sales Book of 2011. Are Top Salespeople Born or Made?

Penetration 123

Penetration Ideal Customer Profile Software Software 123

The Pipeline

OCTOBER 31, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. Prospecting.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

AUGUST 8, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Regardless of the market you sell to, take a moment and reflect on the number of people with whom you come in contact — sometimes just once, other times on a regular basis. prospecting. December 2011.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. prospecting.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

SBI Growth

AUGUST 25, 2013

In 2011, the Sales Executive Council reported the average B2B buyer engaged with a vendor 57% of the way through their buying cycle. Our research indicates this trend is increasing. Many organizations fail to adjust for this trend. This means: Capturing the information your buyer demands through prospect interviews.

Buying Cycle 314

Buying Cycle Collateral Software Software 314

The ROI Guy

APRIL 25, 2012

2011 growth levels. What does this mean for your IT sales and marketing? I don't set trends. The late Dick Clark The research points to a challenging environment for IT sales and marketing, as enterprises remain uncertain about the recovery, and in response, tighten the IT purse strings. and “Why You?”

Trends 70

Trends Discount Survey Sales Cycle 70

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Dec 27, 2011. Complain about marketing, insisting they are the reason you have not been able to close more sales. Complain about marketing, insisting they are the reason you have not been able to close more sales.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

SBI Growth

JULY 13, 2013

The market outpaced him. From 2003-2011, Dave was on a rocket ship. He had failed to evolve at the same pace as the market. For the last 2 years, Dave ignored the larger trends in B2B selling. If you know how to listen to the market, you will be able to stay ahead. Dave was once an ‘A’ player. Download this quiz.

Promotion 310

Promotion Fashion Trends B2B 310

The Pipeline

APRIL 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. No matter how difficult your market or month is, there’s always something to celebrate. Matt is President of Heinz Marketing Inc. Prospecting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Nov 25, 2011. You can’t do your job without knowing something about your prospect or a scouting report. Copyright 2011, Mark Hunter “The Sales Hunter.” prospecting. December 2011.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. prospecting. December 2011.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Pipeline

AUGUST 26, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Is the market the customer is in ideal? The customer should understand what value they add to their market that the competition does not.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. Negotiation.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Pipeline

DECEMBER 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. The other two, allow you to spot changing trends and help you avoid the tunnel vision created when you look only at the wins. Prospecting.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Dec 15, 2011. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. What do I expect to accomplish with a business marketing strategy?

Social Media 152

Social Media Media Motivation Hiring 152

The Pipeline

AUGUST 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. Prospecting.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. 4 Ways to Drastically Improve Your Marketing Right Now. prospecting. prospecting. You never want your customer/prospect to worry that you are talking negatively about them behind their back. December 2011.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Dec 19, 2011. A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. prospecting.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

HeavyHitter Sales

NOVEMBER 5, 2010

Top 7 Critical Sales Trends for 2012. Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. End the Sales & Marketing War-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about synchronizing sales and marketing.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

The Pipeline

JULY 19, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. July 19th, 2011. July 21st, 2011. July 21st, 2011. July 21st, 2011. July 22nd, 2011. [.] For Email Newsletters you can trust.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

Pointclear

APRIL 10, 2012

I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today. 2011 Marketing and Sales Trends Successes and Failures. Sales Trends Companies Should be Looking At.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

The ROI Guy

MAY 4, 2011

Improving sales’ ability to show benefits / value to prospects is the number one tactic to drive B2B sales performance in 2011, according to a recent survey by CSO Insights. The CSO Insights Sales Management survey for 2011 examined responses from sales executives at 850 firms. The status quo is often good enough.

Buyer 60

Buyer Proposal Survey ROI 60

SBI Growth

AUGUST 18, 2013

The ability to prospect. Marketing is tired of taking the blame. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. Selling in the Orange—Online Prospecting.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Sit in on a strategy session with your marketing team or a weekly budget update with a project manager. prospecting. December 2011. November 2011. October 2011. September 2011. August 2011.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Sales Hunter

FEBRUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. It is important to provide a framework that salespeople can follow systematically to move prospects through the pipeline. Provide a framework that salespeople can follow systematically to move prospects through the pipeline.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

Velocify

FEBRUARY 11, 2013

trillion messages sent worldwide in 2012 [1] , it’s no wonder that sweethearts and marketers alike are flocking to this communication channel, and salespeople are just beginning to understand its value. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

SBI Growth

SEPTEMBER 9, 2012

Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Today's marketing is driven off the written word. In a content driven world, if your marketing team cannot write well, you will not be successful.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Allego

DECEMBER 17, 2020

Read on for six predictions for sales enablement and other trends in 2021. Sales organizations will look to increase flexibility, responsiveness, and alignment with their marketing teams through sales enablement that merges previously siloed functions including training, learning, coaching, content creation, and management.

Hiring 93

Hiring Sales Enablement Coaching Video 93

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. Tito shares what those conversations with prospects look like.

How To 88

How To Decision Maker Retention Referrals 88

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

ROI 40

ROI B2B Social Media Buying Cycle 40

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She is a founding member of the Savvy B2B Marketing blog , and contributes regularly to the Content Marketing Institute blog.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Pointclear

FEBRUARY 26, 2013

That kind of connection requires that salespeople stand in the shoes of their foreign prospects. Prospects from countries like India or China are less likely to accept standard, non-customized services than those from, say, Germany or the UK. And marketers can incorporate suggestions for those personal touches in their email templates.

Closing 198

Closing Face-to-face Workbooks Conference 198

HeavyHitter Sales

OCTOBER 15, 2010

Top 7 Critical Sales Trends for 2012. Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. End the Sales & Marketing War-Harvard Business Review » October 15, 2010. A Salespersons Most Important Competitive Weapon. Sales Career Advice.

Penetration 138

Penetration Study Decision Maker Software 138