The Sales Hunter

JULY 16, 2013

An example might be if you’re selling software with multiple year service upgrades. The objective is to simply use the contrast of the price point more than the actual comparison. Whatever the approach you use with a customer, the objective is the same. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 234

Discount Comparison Objections Examples 234

Pointclear

MARCH 20, 2014

My objective was to book a 15 minute call with them (not a tough sell with a warm inbound lead). Which is relevant when you''re selling social media management software. Think about who uses social media management software? After making that many calls, you start to recognize behavioral patterns in the leads.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Understanding the Sales Force

APRIL 17, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. It''s a must read.

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

The Sales Hunter

AUGUST 13, 2013

An example is a software system that may cost $40,000 and last for 4 years and along the way allow for the reduction of a full-time employee. The customer may object to the price and argue for a 10-20% reduction in price. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 195

Discount B2C Software Software 195

Understanding the Sales Force

FEBRUARY 5, 2013

Our research at Objective Management Group (OMG) would support this "discovery". I am not familiar with the software company that was the subject of the study sited by Dan Pink. 10 AM Eastern Time (New York) (c) Copyright 2013 Dave Kurlan Our research doesn't support that!

Scale 255

Scale Study Research Webinar Metrics 255

SBI Growth

NOVEMBER 10, 2013

Discover insights and market trends from SBI’s research in 2013. They provide insight into what goals & objectives drive their behaviors. One is using software tools to gather comments & keywords from social outlets such as LinkedIn, Facebook & Twitter. Buyer Process Maps. Social Listening. Buyer Personas.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

OCTOBER 2, 2012

Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. a provider of software to simplify and improve business operations and customer communications. The assessment can be a great objective tie-breaker.”. There’s no substitute for interviews and experience.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

SBI

MARCH 20, 2018

Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights. Are they all equipped to handle common customer objections in the moment? (Then again, back then most people didn’t know what YouTube was either.).

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

Understanding the Sales Force

JANUARY 18, 2013

At both Objective Management Group and Kurlan & Associates , one of my roles is to identify strategic partners. c) Copyright 2013 Dave Kurlan Shouldn't one of your priorities be to establish alliances who can lead to fufilling, profitable two-way partnerships with as many people and companies as possible?

Insurance 201

Insurance Insurance Trade Show Collateral 201

Delicious Sales

MAY 2, 2012

Software (1035). Objections (1892). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Inside Sales (849).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Training Connection

DECEMBER 2, 2013

Let’s take an example where the objective is teaching classic call execution skills like: asking questions, opening and closing, active listening and objection handling. Plus the front-line managers could be provided a customized software-base coaching package designed specifically for the targeted skill set. Design Example.

Training 112

Training Travel Exercises Call-back 112

The ROI Guy

JULY 11, 2012

growth in 2012, and continued underperformance comparatively into 2013. growth in 2012, and continued underperformance comparatively into 2013. With little on the horizon to clarify the economic picture, the drag on IT spending may continue well into 2013. Quantifying the “cost of doing nothing”, 2.

Forecasting 77

Forecasting Telecommunications Scale Enterprise 77

SBI Growth

JANUARY 8, 2014

In 2013 our consultants attended 463 live sales calls. Learn the differences between simple software training and true social prospecting adoption. I used a search to identify IT Directors and started connecting with them” (Robert sells enterprise software). I certainly haven’t bought your software. Why would I do that?”

Hiring 288

Hiring Ideal Customer Profile Comparison Webinar Metrics 288

Sales Hacker

SEPTEMBER 11, 2020

Now that you’re a startup expert let’s talk about how you can help them achieve their growth objectives. That gives you a tremendous opportunity to insert yourself and help that startup achieve its growth objectives by minimizing time spent on non-core competencies. Raised seed in 2013. Founded in 2013. Founded in 2011.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Sales Training Connection

DECEMBER 13, 2013

For example, they too will need to master skills such as: asking questions, active listening, handling objections, and closing. Also there are interesting new coaching software packages that help managers to improve their coaching efforts. ©2013 Sales Momentum ®. Sales Coaching.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

Close.io

JULY 15, 2019

Let’s be honest: There are tons of other vendors and salespeople and software companies and service providers that your prospect could go with instead of you. Whether that something is your CRM software , your smartphone, or the grocery store you always go to, you can always come up with a new excuse not to switch it up.

SalesForce 91

SalesForce Call-back CRM Follow-up 91

SBI

FEBRUARY 5, 2013

Although Marketing performs different tasks from those carried out by Sales, I wholeheartedly recognize that the primary objective of both departments is the same. I will make a definitive decision to outline the key change-factors that are critical and essential to my/our success in 2013. Repeat after me….

Webinar Metrics 137

Webinar Metrics Influencer Forecasting Decision Maker 137

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. If you fit this ticket, watch “ Aligning Your Content Marketing Strategy with Your Company’s Overall Objectives.". Companies spent approximately $2.2B

Channels 112

Channels Video Training Hiring 112

Sales Hacker Training

MAY 7, 2020

Technological: Manufacturing errors, software crashes, hacks, data leaks, server downtime, and other system issues can make customers question their trust in your business and cause the company to hemorrhage revenue. Review KPIs and objectives to reflect any changes in direction for sales activities. Modify your strategies and goals.

Lead Rank 120

Lead Rank Face-to-face Lead Scoring Report 120

A Sales Guy

OCTOBER 26, 2012

I’ve been talking a lot about the importance of 2013 planning and preparation lately and this post nails it. ———— I recall when, back in 1989, I was a few years into the growth of my first software company. It so nails it, I wanted to repost it here for this community. Are your plans V.I.T.A.L.?

Account 113

Account Epiphany Groups Travel 113

Showpad

MAY 21, 2021

On May 19, 2021 we announced our official ISO/IEC 27001:2013 and 27701:2019 certifications. Showpad uses the ISO/IEC 27001:2013 leading standard, applying the guidelines and general principles defined in ISO 27002 for implementing, maintaining and improving a risk-based information security management system.

Industry 52

Industry Guidelines Data System 52

Crunchbase

MAY 14, 2020

Abel’s wealth of knowledge in the software as a service space is demonstrated by not only his success at G2, but his previous work; he founded and led BigMachines, a leading SaaS CPQ company, to its acquisition by Oracle in 2013 for over $400 million. Josh Braun. Founder of Sales DNA . Why he should be on your radar: .

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

Lessonly

SEPTEMBER 1, 2020

In 2013, just 13 years later, that number dropped to 8 seconds. Reviews are a great way to ensure the objectives of training are easy to identify and understand. . Our training software helps over 1000 business teams across the globe learn, practice, and do better work. Want to see how Lessonly helps frontline teams like yours?

Training 26

Training Microsoft Course Benefit 26

PandaDoc

APRIL 27, 2018

Your mission statement should include your goal and the objectives that will lead you toward it; your industry, how you see it evolving in the short and long term, and who your customers are. There is one simple answer – business plan software. However, this isn’t quite as important to your audience as you think it is.

Outsourcing Services 84

Outsourcing Services How To Transportation Advertising 84

Sales Hacker

JUNE 22, 2021

So this is like I guess 2013, 2014, you were there, Adam Lehmann was there, Kayti Sullivan from Yelp was there, Brian Makowski was there. And the talking point that I’m using recently, which I believe to be honest, in a world where you work for a software business, the technology are lines of code and that’s the tech.

Revenue 59

Revenue Call-back LinkedIn Course 59

Tenfold

AUGUST 16, 2017

We see it in something as basic as automatic photo-tagging on Facebook, a process developed by Yann LeCun for the company in 2013. Blippar, on the other hand, has come out with an augmented reality application that employs deep learning in real-time object recognition in 2015. You can look forward to driverless cars and so much more.

Lead Rank 82

Lead Rank Automotive Lead Scoring Retail 82

Crunchbase

MAY 14, 2020

Prior to joining Mixpanel he helped build and scale Stripe’s sales organization and served as an adviser to B2B software companies at Bain & Company for over two years. currently heads up the sales team at Teamworks, a provider of collaboration software for athletic organizations based in Durham, North Carolina. Josh Braun.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? When you reveal the $50k price tag, it’ll highlight just how cost-effective it is.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

SBI Growth

AUGUST 28, 2012

In your next board meeting, they will ask what you will do differently to make the number in 2013. If your next sales leader candidate has 15 years of software sales experience, does it really matter if he was able to sell an on premise enterprise system to a customer in 2002? Blockbuster declared bankruptcy.

Hiring 267

Hiring Buyer Persona Solutions Selling Buyer 267

Showpad

MARCH 10, 2020

Beyond SOC 2 Type 2 compliance, Showpad is proud to possess ISO/IEC 27001:2013 certification and maintain an International Standard for Assurance Engagements (ISAE) 3402 Type 1 report. No matter your organization’s size, industry, location or objective, we’ve got you covered.

Customer 76

Customer Enterprise Enterprise System 76

PandaDoc

AUGUST 16, 2021

This proposal software uses industry-leading encryption standards, ensuring your data is secure and never disclosed to third parties. Although established back in 2013, Proposify has proven itself a strong player in the software market with its customer-centric attitude and a clear vision that tolerates nothing but exceptionality.

Proposal 52

Proposal Software Software Enterprise 52

OnePageCRM

MARCH 8, 2017

One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? When you reveal the $50k price tag, it’ll highlight just how cost-effective it is.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

InsideSales.com

OCTOBER 11, 2019

Managing objections head-on is dead on.” – Kraig Kleeman. The ability to direct individual accomplishments toward organizational objectives. ’ is not so different as, ‘Hey, here’s enterprise sales software!’ I always tried to turn every disaster into an opportunity.” — John D. Rockefeller. ” — Henry Ford.

Motivation 57

Motivation Face-to-face Hiring Up-Sell 57

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The CRM software market is expected to grow to a $36.5 But at the core, nearly all CRM software have the below features in common.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

Partners in Excellence

MARCH 7, 2013

” At the end of the process we feel as though we’ve been “objects,” running through the problem management machine, being punched, folded, spindled and mutilated, eventually emerging at the end or the process with a “Problem Solved.” ” stamped on our foreheads. ” Problem solved!

Microsoft 90

Microsoft Customer Licensing Call-back 90

Sales Hacker

OCTOBER 7, 2021

Most recently, she held a variety of executive roles at Sailthru from 2013-2020, ultimately becoming the company’s Chief Revenue Officer. A people person with extensive C-Level experience in enterprise software, business development and operations. Prior to joining Primary in early 2020, Cassie spent 15 years as a tech operator.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

OnePageCRM

MARCH 21, 2017

A sales CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The sales CRM software market is expected to grow to a $36.5 But at the core, nearly all CRM software have the below features in common.

CRM 39

CRM Lead Rank Lead Scoring Segment 39