The Sales Hunter

JUNE 13, 2013

OpenView Sales Labs has recently released its list of 25 Top Sales Influencers for 2013. I want to share this list, as well as Top Sales World’s list of 50 Top Sales and Marketing Influencers of 2013. 25 Top Sales Influencers for 2013 by OpenView Labs. ” Sales Motivation Blog.

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Influencer Motivation Resources Sales 222

The Sales Hunter

NOVEMBER 23, 2012

What does your sales plan look like for 2013? If it is, that’s fine…but is it also focused toward sales leadership in how you will meet your objectives? What I find is far too many sales plans do not have built into them any process for sales leadership. ” Sales Motivation Blog.

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Sales Leadership Objections Motivation Positioning 208

SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. For more details on how to grade talent, refer to Topgrading for Sales.) The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Assess the sales force to find out who they are.

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

The Sales Hunter

JANUARY 28, 2013

It isn’t going to help me sell more — it’s only going to help me rationalize why I’m not making sales. As you look at 2013, challenge yourself to not set targets and goals based on what the economy says you should or should not be able to do. Let’s all go out and make 2013 not just a good year.

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

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Quota Compensation Commission Margin 257

The Sales Hunter

JANUARY 31, 2013

We’re a month into 2013 and it’s not too early to be looking at where you are compared to your yearly number. Nearly every salesperson I’ve ever talked to has been able to tell me at least one time where it seemed like once the sales started coming, they just kept on coming. ” Sales Motivation Blog.

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Motivation Sales Course Tools 187

SBI Growth

DECEMBER 12, 2012

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization.

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Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 333

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

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Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. Customer.”.

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Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. If you are considering sending your sales managers to training seminars in 2013, keep your money. Develop a custom sales management program.

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Sales Management Hiring Comparison Quota 267

SBI Growth

DECEMBER 28, 2012

As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. This will make life easier for you and your sales VP’s. Let the Market Decide.

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Territories Marketing Analysis Segment 303

MTD Sales Training

DECEMBER 19, 2013

With 2013 drawing to an end shortly, I wanted to share with you the top 10 posts from the MTD Sales Training blog this year. Sales Tips top sales tips top ten sales blogs' All of these posts have been voted for by you as being the most. [[ This is a content summary only.

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Training Sales 261

SBI Growth

APRIL 1, 2013

41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. CEOs and sales leaders don't know why big deals push. This offer expires on April 30 th , 2013. We publish an un-gated sales and marketing best practice daily. The 80/20 rule in B2B sales is very real.

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Scale Quota B2B Negotiation 317

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Sales Quota and Sales Compensation Plans are passed out. Because they know they won’t have time for your “new” sales strategies. How do you Get your AEs to Stop Grumbling about 2013?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

The Sales Hunter

JANUARY 10, 2013

” We’re now in 2013, and although it may seem like things haven’t changed, they have. Can you honestly say you know the key issues your customers are going to face in 2013? Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

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Trends Decision Maker Territories Analysis 153

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! What can be done?

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Compensation Hiring Incentives Incentive 253

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. The problem with panic mode in the sales world is that salespeople tend to do stupid things. The above are just a few suggestions that will help you finish 2013 strong so you can start 2014 right. My suggestion?

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. However, it leaves sales as the sole department with spotty metrics. These are "inward out" metrics that only Sales leaders care about. The consensus on Wall Street is a strong 2013.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Sales is frustrated because of a lack of proficiency in using the persona. Integrate the Persona into the Sales Process.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

Sales and Marketing Management

JANUARY 1, 2013

Issue Date: 2013-01-02. Teaser: The greatest assets any sales team has are the best responses they provide to current and potential clients. Collaborating as a team to improve responses and conversations should be the highest priority of sales teams for the coming year. Author: Chris Bijou. read more

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Conversion Quota Sales 239

Score More Sales

MAY 30, 2013

IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Creating a consistent customer experience. Increase Opportunities.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Pointclear

APRIL 10, 2013

Day two of Sales 2.0 Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Day two Sales 2.0 Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Upcoming 2013 Sales 2.0

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Conference Social Selling LinkedIn Account 150

The Sales Hunter

DECEMBER 10, 2012

A quick way to help you achieve more sales success in 2013 is first by taking credit for everything you accomplished in 2012 and second by never forgetting all the success you had. Review your sales by customer. Let’s make 2013 a huge success! I Want the Monday Sales Video Tip !

How To 175

How To Energy Video Follow-up 175

Pointclear

APRIL 9, 2013

Day 1 of Sales 2.0 Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. s20c Sunguard $4 million in Sales 2.0 Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013.

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Contactual Trends Lead Rank Lead Scoring 182

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. If you’re a sales manager reading this, make this a key part of what you address with your people.

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Positioning Motivation Customer Opportunity 232

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Influencer 196

Influencer Marketing Training Sales Management 196

Pointclear

MAY 28, 2014

B2B Marketing B2B Sales B2B Growth Strategy' A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market.

Study 196

Study B2B Vendor Report 196

A Sales Guy

FEBRUARY 8, 2013

I was curious about what challenges lay ahead for sales leaders in 2013. It seems as much as sales stays the same, there are more and more challenges and changes sales people and sales leader have to contend with. . 2013 Predictions; Challenges and Opportunities for Sales Leaders. Check it out!

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Opportunity Sales Sales Leadership Strategy 110

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. If your 2013 lacks deliberate learning, you will find yourself behind the curve.

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Strategy Social Media Social Selling Lead Generation 122

Increase Sales

DECEMBER 30, 2012

The New Year is almost here and the question to be asked is not what are your resolutions or goals as small business owner, but this simple one: Are you ready for 2013? New customers from all those new sales leads? So again, are you and your small business ready for 2013? Only then can you get to where you want to be.

Small Business 154

Small Business Small Business Webinar Metrics Maximizer 154

Jeffrey Gitomer

APRIL 19, 2013

The post Jeffrey Gitomer’s First Live Webinar of 2013! appeared first on Jeffrey Gitomer’s Sales Blog.

Webinar Metrics 189

Webinar Metrics Training Leads Marketing Qualified Lead 189

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. Higher close rates of from inbound leads. No worries.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Jeffrey Gitomer

APRIL 24, 2013

. ~ From Jeffrey’s new book, The Sale Re-Defined. The post Ready Set Boost Event Featuring Jeffrey Gitomer | June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog.

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Loyalty Video Training Customer 177

SBI Growth

NOVEMBER 16, 2012

Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. Best-in-class Lead Management programs provide sales with more than 50% of all leads. And how can HR keep the peace when LDR pay threatens Sales compensation? Sales Reps pay for the leads.

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Compensation Hiring Marketing Trade Show 267