The Sales Hunter

DECEMBER 8, 2011

Keep a log for two weeks and record in 10 minute segments what it is you do. Break your total sales process into segments. Segments might include “x” amount of time each week dealing with existing customers, “x” amount with prospects, “x” amount of time networking, etc. February 2012.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Pipeline

AUGUST 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This week we are running the first segment of that discussion(we will be running other segments over the coming weeks); here we specifically respond to the question of what sales people can do to shorten the sales cycle.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Pointclear

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. We expect lead rates to trend down over the next two quarters (Q3 and Q4 of 2012), but not below about 7% (a relatively healthy lead rate over the past four years). Lead rates trail the GDP by about a quarter.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Sales 2.0

OCTOBER 14, 2012

They realized they needed to understand more about these people than the traditional marketing “segments”. (I I always see segments as bits of a pie chart like we’re playing Trivial Pursuit together in case that helps you). In the old days (PLI – Pre Linkedin) you could be expected to struggle to find out anything about me.

Prospecting 323

Prospecting Face-to-face Google Segment 323

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success. Your email address will not be shared. Sign up for our Email Newsletter. December 2011. April 2011.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Here are the recommended steps you should take to improve your CRM forecast accuracy: Using all of your 2012 CRM data, segment by Buyer Personas. Meanwhile your CFO sees it as ½ empty. But where is the truth and how do you find it?

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Score More Sales

JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Sales Hunter

SEPTEMBER 1, 2012

I hate to say it, but there is a segment of people out there who think low-price is the ticket to everything. If you have customers or prospects like this, then the thing you need to do is to let them go. Copyright 2012, Mark Hunter “The Sales Hunter.” Low-price scavengers or full-value customers?

Customer 234

Customer Referrals Segment Prospecting 234

The Sales Hunter

JUNE 13, 2012

If you sell only to a particular industry, then you can break it down by segmenting your categories by organization size or the title of the person you are calling. Copyright 2012, Mark Hunter “The Sales Hunter.” You get the point. Click on the below icon now, and you will be on your way to upgrading your sales.

Prospecting 206

Prospecting Automotive Health Care Segment 206

The Sales Hunter

DECEMBER 19, 2011

Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Mark Hunter is… Blogs We Follow. December 2011.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Pipeline

FEBRUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments. Your email address will not be shared. Sign up for our Email Newsletter. December 2011.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Pipeline

JUNE 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. For others, the Status Quo has come to represent a segment of the market that is not ready to buy, and therefore can/should be overlooked in favour of those potential buyers who have declared their intent. December 2011. November 2011.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

Pointclear

OCTOBER 2, 2012

In post-production, we break each interview down into small segments and provide “teaser” copy for each segment. Each interview is only about 25 – 30 minutes and all are available on our blog and YouTube channel. Below are some highlights (a couple of minutes each). I hope you enjoy them: Today's Featured Guests.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

SBI Growth

FEBRUARY 2, 2013

71% of all companies surveyed in 2012 stated they will expand inside sales in the next year. Segment your customers and prospects so you know how each likes to be approached. That’s because these examples represent sales processes that are typically more complex. Inside Sales within the US has grown 24% since 2011. That’s dead.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

The Sales Hunter

NOVEMBER 15, 2011

By breaking it down by key segment you’ll increase your odds of actually making a difference. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Listening / Questions. Prospecting. Is it truly different from what others are offering? Watch Mark Hunter!

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

Pointclear

JANUARY 15, 2013

For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. The following outcomes (followed by 2012 average percentage across all clients) are important and as a client you should own them: Lead (lead definition specific to client and signed off on by all parties—4%). Disqualified (21%).

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Pointclear

MARCH 13, 2014

In the blogs each interview is broken down into smaller segments that allow you to watch brief clips around a specific topic. Each quarter I review my recent PowerViews shows and select one outstanding talking point from each expert (five this past quarter) who joined me. Their comments will surprise and enlighten you.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

Pointclear

SEPTEMBER 29, 2015

Even in companies with a TAM in the many thousands, there are key accounts and current customers that can be segmented for ABM applications while leaving the remainder of the marketplace to the normal marketing automation applications. As technology continues to be simplified and automated, 1-1 selling through ABM will become commonplace.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

SBI Growth

SEPTEMBER 15, 2012

Maybe they exit a market segment. Their accuracy is 95% in 2012. Companies that struggle will make changes to fix the business. These changes might put your revenue with them in jeopardy. Maybe they sell the company. Maybe they change out management. Each of which could eliminate the need for your products.

Tools 293

Tools Forecasting Sales Forecasts Revenue 293

Anthony Cole Training

FEBRUARY 6, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! Posted by Tony Cole on Mon, Feb 06, 2012. posted @ Tuesday, February 07, 2012 2:24 PM by Amy. posted @ Tuesday, February 07, 2012 8:16 PM by Maria Mull. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! Sales and a Fish Story.

Coaching 190

Coaching Hiring Ideal Customer Profile Journal 190

The Pipeline

FEBRUARY 3, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Analyse and segment targets, then overlay them on a map to see where the opportunities are, not state lines. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Increase Sales

NOVEMBER 28, 2012

Of course, I also provide some suggestions to prime that dream pump based on my eight segment Life Wheel including: Purpose – Where do you see yourself in 3 to 5 years? P.S. You may find this FREE Webinar on Thursday, January 3, 2013, Be True to You , a much needed start to make 2013 even better than 2012. Their M.A.P.

Workbooks 142

Workbooks Small Business Small Business Journal 142

Jeffrey Gitomer

DECEMBER 30, 2011

These days, people over 40 have tried to segment kids by category. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. .” And that statement can be made from one group to another and vice-versa. Gen-this or gen-that.

Hiring 200

Hiring Social Media Loyalty Cancellation 200

Pointclear

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

SBI Growth

OCTOBER 9, 2012

If you’re falling short of your 2012 number, you have three options: 1) Keep doing what you’ve been doing. Here’s how you should do this: Segment your opportunities clearly into A’s, B’s, and C’s. 2) Change your approach in hopes of still saving your year. 3) Focus your attentions on kick starting 2013.

How To 244

How To Top of Funnel Funnel Face-to-face 244

Score More Sales

AUGUST 14, 2012

Research: Learn more about your competition and your customers’ market sectors by setting up a regular process of quick research on Twitter, LinkedIn Answers, Focus, Quora, SalesGurus and other places your buyers are, and tie that in with either Google alerts or a strong Inbound program to learn about customer segments.

Social Media 233

Social Media B2B Strategy Media 233

Customer Centric Selling

SEPTEMBER 9, 2016

A while ago, CBS 60 Minutes did a segment on Alabama football coach Nick Saban. He's one of the best coaches in college football, having now won four BCS championships with Alabama in 2009, 2011, 2012 and 2015, and another with LSU in 2003. I included a link to the segment. There are so many lessons in this brief segment.

Segment 40

Segment Coaching Sales Process Channels 40

Sales Hacker

NOVEMBER 2, 2017

Depends on your conversion model: A Totango study in 2012 found an average of 50% when a credit card was required for the free trial, but only 15% when a credit card wasn’t necessary. Segment Your Email List. I’m not going to go too much into the power of email segmentation. How many free trial users end up as paying customers?

Lead Rank 103

Lead Rank Churn Customer Segment 103

Anthony Cole Training

JANUARY 16, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! Posted by Tony Cole on Mon, Jan 16, 2012. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation.

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Keith Rosen

JANUARY 28, 2013

As I pondered which moments of 2012 stood out to me the most, I kept finding myself thinking of the passing of the great Zig Ziglar. During that day, I had the pleasure of interviewing Zig and had been saving the video segments from that interview for a new project I’m working on.

Sales Coaching 109

Sales Coaching Coaching Segment Video 109

Anthony Cole Training

JANUARY 19, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! Posted by Tony Cole on Thu, Jan 19, 2012. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation.

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Anthony Cole Training

FEBRUARY 14, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! Posted by Tony Cole on Tue, Feb 14, 2012. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation.

Hiring 168

Hiring Ideal Customer Profile Webinar Metrics eBook 168

Anthony Cole Training

JANUARY 30, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! Posted by Tony Cole on Mon, Jan 30, 2012. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation.

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Customer Centric Selling

DECEMBER 1, 2014

A few months ago, CBS 60 Minutes did a segment on Alabama football coach Nick Saban. He''s one of the best coaches in college football, having won three BCS championships with Alabama in 2009, 2011 and 2012, and another with LSU in 2003. Image credit to David Broberg from BizJournals.com.

Commission 79

Commission Lead Rank Lead Scoring Guarantee 79

Anthony Cole Training

APRIL 19, 2011

Read Tonys Featured Segment in SalesForceXP Magazine! Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Error sending email.

Hiring 168

Hiring Ideal Customer Profile Webinar Metrics eBook 168

Pointclear

JULY 26, 2012

Click to start video at this point — Asked about was has or hasn’t happened in 2012 in sales and marketing that is surprising, Tony notes both positive and lagging developments. ” 2012 Recommendations: Accelerating Small Discrete Target Prospect Groups.

Lead Rank 145

Lead Rank Video Inbound Lead Scoring 145

Anthony Cole Training

FEBRUARY 27, 2012

Read Tonys Featured Segment in SalesForceXP Magazine! Posted by Tony Cole on Mon, Feb 27, 2012. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation.

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168