The Sales Hunter

DECEMBER 13, 2011

The Best Way to Get Ready for Your 2012 Price Increase. The best way to get ready for your 2012 price increase? For each dollar in additional revenue, there will be one additional dollar added to the profit column. Archives Select Month March 2012. February 2012. January 2012. Contact Mark. E-mail RSS.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. ” Marketing & Sales Alignment: Improvement with a Shared Focus on Revenue.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. 3.1.1 Revenue. I have included below the various “categories” you should consider in building a plan.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

A Sales Guy

JANUARY 2, 2012

Sales leaders, pull out your 2012 sales strategy right now. The best thing sales leadership can do in 2012 is support the sales team. Take a look at your plan for 2012 then ask a very simple question. What is often missed however, is a good solid understanding of what the team is going to need to make the number.

Sales Leadership 105

Sales Leadership Collateral Analysis Quota 105

Alice Heiman

APRIL 19, 2023

It was derived out of a constant quest to map internal resources to support customer success – not revenue, yet it is highly profitable. About LeanData: LeanData is an essential element of the modern revenue tech stack. LeanData’s sales organization’s head count might seem too costly to some.

Strategy 75

Strategy Hiring Customer Scale 75

Understanding the Sales Force

SEPTEMBER 18, 2012

Experience has demonstrated that there are three areas where companies tend to compromise with sales candidate assessments and those compromises always lead to revenue shortages: 1. c) Copyright 2012 Dave Kurlan Want to learn more? Learn More here. You can try OMG's Sales Candidate Assessments with a 72-hour Free Trial. (c)

Revenue 188

Revenue Hiring Licensing Decision Maker 188

A Sales Guy

MARCH 26, 2013

Working with Barb Giamanco over at Social Centered Selling, we set out to find out what impact, if any, social selling, that is using social media as part of the selling process, had on revenue and quota attainment. Simply put, social selling and social media increase revenue and sales people’s quota attainment. In 2012, 72.6%

Social Selling 115

Social Selling Report Revenue Social Media 115

Your Sales Management Guru

MAY 7, 2012

May 7, 2012— Ken Thoreson , author of the award-winning Your Sales Management Guru blog, articles and book series for sales leaders, renowned consultant, columnist and speaker, and Acumen Management Group Principal, was named to Top Sales ’ “ Top 50 Sales & Marketing Influencers for 2012 “ list. **revised Posting.

Influencer 77

Influencer Microsoft Marketing Conference 77

Increase Sales

JANUARY 1, 2012

Today is the first day of 2012. Additionally when reviewing the goals for my business, I was very pleased to see the growth in my marketing efforts and how that supported the revenue increase. Goals that were not achieved and been revisited, reworked and are on my 2012 action plans. What do you want to achieve in 2012?

Infusion 88

Infusion Penetration Education Distribution 88

Your Sales Management Guru

MAY 6, 2012

May 7, 2012— Ken Thoreson , author of the award-winning Your Sales Management Guru blog, articles and book series for sales leaders, renowned consultant, columnist and speaker, and Acumen Management Group Principal, was named to Top Sales ’ “ Top 50 Sales & Marketing Influencers for 2012 “ list. KNOXVILLE , Tenn.,

Influencer 66

Influencer Microsoft Marketing Conference 66

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. 1] Portio Research, Mobile Messaging Futures 2012-2016, 2012. [2] With an estimated 9.6

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

SBI

AUGUST 28, 2012

And while timing has always been important in sales (think monthly and quarterly objectives) the most important thing is to beat the revenue objective before the final buzzer goes off. Measuring revenue by comparing quarter-over-quarter or year-over-year results is evidence of that. Commit to investigating your options.

Revenue 111

Revenue eBook Objections Territories 111

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? After three challenging years and now that we are about to enter 2012, all the sales numbers go back to zero and with confusion in the market, most everyone I have interacted with seems both physically and mentally tired.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. So if 2011 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2012 your best year ever.

Hiring 69

Hiring System Call-back Sales Management 69

SBI

DECEMBER 8, 2020

Digital, at the time was largely confined to typing and storing word processing documents and creating spreadsheets to keep track of sales forecasts and booked revenue. In my 2011 “Guide to Business Building Tools for Salesforce Users” I reported that Salesforce had reached $2B in revenue.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

SBI Growth

APRIL 24, 2019

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Top of Funnel Strategy Sales Funnel 232

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Increased Revenues 4. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1. Ease Of Use 7.

ROI 79

ROI Vendor Survey Proposal 79

Sales and Marketing Management

MAY 15, 2014

Teaser: In 2012 and 2013, Ask Forensics, a sales consulting firm, evaluated 57 lost sales opportunities for Fortune 500-level corporations, representing $626 million in revenue. Issue Date: 2014-05-01. Author: Paul Nolan. Here's a look at what they discovered. Here's a look at what they discovered. read more'

Revenue 136

Revenue Opportunity Sales 136

SBI

JUNE 11, 2013

Of equal significance is this, ‘fast growing’ refers to revenue, and growing revenue is an indicator of ‘ability to buy.’. Winning big deals and steady, fast-paced revenue growth are good indicators that a company can afford to make desired changes. These companies not only have a need to change, they are changing.

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

SBI

FEBRUARY 1, 2012

When I started Smart Selling Tools five years ago, I focused mostly on CRM. There were (and still are) more than 100 different CRM tools on the market. Since CRM is the platform for sales organizations, it’s important to have ways to compare offerings and to learn what to look for. That was then. SaaS changed everything.

CRM 84

CRM Tools Sales Tools Revenue 84

Understanding the Sales Force

SEPTEMBER 24, 2012

10-3 & 4, 2012. 10-10-2012. Transform Your Sales Force into a Consistent Revenue Machine. c) Copyright 2012 Dave Kurlan Speaking of getting excited about future events, and this being the season of fall television premiers, here is a list of some upcoming public events where you can see/hear me live: Date.

Opportunity 209

Opportunity Hiring Consultative Selling Forecasting 209

Sales and Marketing Management

JUNE 27, 2019

In 2012, Sucharita Mulpuru, a Forrester analyst, said Amazon’s conversion to sales of on-site recommendations could be as high as 60% - and these algorithms have only become more sophisticated over the past seven years. Predicting consumer trends for goods with short buying cycles.

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Understanding the Sales Force

JANUARY 9, 2013

Significant increases to revenue and profit. Them: Our plan for 2013 is to maintain revenue where it is. Even if the industry is shrinking, maintaining revenue isn't exactly a win. How did everyone feel in 2009 when revenue tanked? c) Copyright 2012 Dave Kurlan What are they missing out on? Ready for this?

Commission 203

Commission Revenue Course Sales Cycle 203

SBI Growth

NOVEMBER 23, 2012

Source – CEB, The New High Performer Playbook, Arlington VA, 2012). Your revenue is the return they’re talking about. MarketingSherpa, 2012). Provide valuable insights to the Buyer to assure the lift in revenue. The Challenger Sale, 2012). (The The Challenger Sale, 2012). Not what you sell.”

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

SBI

DECEMBER 11, 2012

It’s not rocket science, and you don’t need a physicist to tell you that you’d be ‘insane’ not to check out the tools that can lead to big changes in revenue, productivity, and performance. Don’t put your sales tool schooling on hold. This is your chance to get a head-start on your 2013 game plan, and make it your best year yet!

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Score More Sales

APRIL 12, 2012

This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Building Strategic Partners Video Interview by Jill Konrath of Lori Richardson originally appeared on Score More Sales on April 12, 2012.

Video 193

Video Lead Rank Lead Scoring Outbound 193

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Their lead generation strategies focus on driving revenue in the short-term. Revenue is a lagging indicator.

Account 189

Account Referrals Sales Qualified Lead Quota 189

The ROI Guy

NOVEMBER 14, 2011

They said 2011 was going to be the year for IT execs to refocus on revenue growth versus cost savings, loosen budgets for backlogged / new projects, and return to innovation and growth. How can you align your IT sales and marketing strategy with these downward revisions to achieve sales and marketing success in 2012?

Revenue 45

Revenue Marketing Strategy Sales 45

Pointclear

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Nurturing leads increases revenue by 125%—yet most companies don't do it. Signing off now from the 2012 MarketingSherpa B2B Summit. In one case $4.9

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

Understanding the Sales Force

NOVEMBER 26, 2012

Sales and revenue can materialize very quickly. So what does it take for sudden sales, monumental momentum and rediculous revenue? c) Copyright 2012 Dave Kurlan The same fortune can be realized by a salesperson, sales team or company, even when it seems that none is forthcoming. That's the point of today's post. Consistency.

Lead Rank 247

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 247

Sales and Marketing Management

SEPTEMBER 21, 2012

Issue Date: 2012-09-22. Teaser: It’s increasingly challenging to grow top-line revenue, win new business, maintain client loyalty and retain top sales talent. It’s increasingly challenging to grow top-line revenue, win new business, maintain client loyalty and retain top sales talent. read more

Loyalty 176

Loyalty Sales Talent Competition Revenue 176

Score More Sales

NOVEMBER 20, 2013

They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

The ROI Guy

APRIL 25, 2012

Driving B2B Sales & Marketing Revenue by Quantifying the “Cost of Doing Nothing” and Cost-Justifying Change to Frugal Prospects Alinean today announced record results for Q1 2012, driven by the development and launch of several significant value selling and marketing campaigns for Alinean’s existing blue-chip accounts, and the addition of six new (..)

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Our mission as salespeople is simple, drive revenue. The nearsighted perspective presents quantitative information including the number of sales opportunities, the stages they are in, and the expected revenue from each sale.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Score More Sales

APRIL 4, 2013

We will tackle the “sales tools solve revenue issues” myth and show how a smart content strategy coupled with messaging that gains attention will allow you to stand out in the noise to be seen, heard, and considered when it comes to buyer’s decisions. and Barb Giamanco of Social Centered Selling.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224