The Sales Hunter

DECEMBER 15, 2011

The problem with social media is it is merely a whole group of people running from one neat software tool to another one. discounting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Remember MySpace? Sales Motivation: Is There Value in Social Media?

Social Media 152

Social Media Media Motivation Hiring 152

Understanding the Sales Force

NOVEMBER 12, 2012

For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. Most of us will buy when we need something and won't buy something we don't need just because it is discounted. c) Copyright 2012 Dave Kurlan Register. (c)

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

Understanding the Sales Force

NOVEMBER 12, 2012

For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. Most of us will buy when we need something and won't buy something which we don't need just because it's discounted. c) Copyright 2012 Dave Kurlan Register. (c)

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

HeavyHitter Sales

JANUARY 29, 2012

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. February 2012. January 2012. « Top 7 Critical Sales Trends for 2012 | Main. | February 2012.

Closing 110

Closing Penetration Call-back Positioning 110

SBI

JUNE 11, 2013

Fast growing companies need to hire more people, open new offices, and acquire additional hardware, software and services. whose revenue was greater than $100,000 in 2009 and no less than $2,000,000 in 2012. Note: IncView has agreed to offer a special 20% off discount for Smart Selling Tools readers.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

The ROI Guy

JANUARY 8, 2013

This represents a significant uptick in spending growth from the anemic 2012 rate of only 1.2%. In fact, Gartner predicted that 2012 growth was going to be 3.7% Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The ROI Guy

NOVEMBER 14, 2011

According to the 962 respondents, SMB IT spending on hardware, software and services has increased from an average of $108K per organization in 2009, to a planned $143K in the second half of 2011. The Bottom-Line Even though good economic news is hard to come by, SMBs might represent the one bright spot for IT vendors in 2012.

Case Study 69

Case Study Marketing Proposal Hiring 69

The ROI Guy

JULY 9, 2013

Gartner blames the revision on exchange rate fluctuations, but I don’t buy this as the main reason for halving their IT spending growth, as similar reasons were given for lowered expectations in 2012 as well (where initial estimates of 3.7% growth were lowered to 1.2% by mid-year). Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

Sales Hacker Training

MAY 8, 2020

Since 2012 I’ve closed over $160 million dollars in SaaS revenue, and I did most of that by doing multiple deals that were over $50 million dollars. We were talking with him about, “Hey, maybe we could do some discounts over here, and we could move some team members around in a certain way.” A little bit about me.

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80

Close.io

SEPTEMBER 24, 2019

The startup—whose software instantly converts PDF or Word docs into dynamic, smart, cloud-based forms—wasn't even thinking about the government. For example, if a government has a $5,000 dollar threshold for buying the kind of software your company sells, you have to know that. Value sells, discounts don’t.

B2G 91

B2G Government Buyer Persona Cold Calling 91

Sales Hacker

NOVEMBER 10, 2020

It’s the leading RFP response software trusted by more than 800 high performing organizations across North America. AJ Bruno: Yeah, that’s also an interesting story because in 2012, my wife and I were on the West coast. I didn’t even know what the term SDR meant in 2012. Meltwater didn’t have them.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74