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

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

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.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

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 10, 2013

The question is, “Are you still using 2012 strategies to sell or, even worse, are you still using 2002 strategies?” ” 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?

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205

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

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?

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. If you haven’t yet implemented Content Marketing into your B2B marketing team, you can catch up. Overall B2B snail mail response rates are up significantly. Direct Content Marketing is born. No worries.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. selling time) This equals only 17 hours per week. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer?

Hiring 310

Hiring Travel Territories Face-to-face 310

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? I wrote my second book— Pick Up the Damn Phone!: PICK UP THE DAMN PHONE! INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. The Problem with Virtual Sales Meetings. But not referral sellers.

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Sales Meeting Meeting Referrals Face-to-face 287

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . KNOXVILLE, Tenn., KNOXVILLE, Tenn., To request an advance copy, email ken@acumentmgmt.com. About Ken Thoreson.

Influencer 82

Influencer Marketing Face-to-face Retail 82

The Pipeline

JUNE 20, 2013

They both list sales influencers. The first is Top Sales World’s Top 50 Sales & Marketing Influencers 2013 , the other is OpenView Sales Labs Top 25 Sales Influencers for 2013. Sales Process Sales Success sell better Tibor Shanto Top Sales Influencers'

Influencer 296

Influencer Sales Methodology Sales Leadership Sales Process 296

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. Let’s face it, we all suffer from frazzled customer syndrome – as best-selling author and speaker Jill Konrath would put it.

Quota 135

Quota CRM SAP Forecasting 135

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities.

Company 152

Company Analytics Enterprise Enterprise 152

The Sales Hunter

DECEMBER 4, 2012

Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. 2012 is quickly coming to a close and yes, we need to keep pushing as hard as we can to close as many sales this year as possible. It’s not what you sell.

Closing 260

Closing Video Motivation Up-Sell 260

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds.

Health Care 90

Health Care Referrals Trends Lead Rank 90

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Selling with to hospitals. What are the implications for selling to physicians, nurses, and other clinical staff? What does this mean for medical sales reps selling to hospitals ?

Health Care 108

Health Care Customer Government Trends 108

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Key Quote: “Only 8% of salespeople left to sell after 4 objections!

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

SBI Growth

AUGUST 10, 2012

Here is a question for you: What happens if the new product doesn’t sell? Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? Who is responsible for Sales Enablement ?

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Understanding the Sales Force

NOVEMBER 7, 2013

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. The latest proof can be found in this July 2013 USA Today article. Those numbers are trending the wrong way for the pro-death-of-selling folks. It''s simply not true.

Hiring 246

Hiring Inbound Trends Positioning 246

Score More Sales

SEPTEMBER 13, 2013

Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Reps who make dozens, if not hundreds of calls, who craft emails and need to be fired up every day. Expand Your Pipeline.

Resources 232

Resources B2B Oracle Lead Rank 232

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

SBI Growth

SEPTEMBER 16, 2013

Truly, the competition will be waking up soon to try and close the year strong. Your efforts this month and next will help to solidify your sales success. Recently we trained a team of 50+ sales reps from a B2B enterprise company. 80% of them started to pull up reports and tried to get answers. Why is this?

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Compare this with world class performance of exceeding your Sales Strategy goals. 2013 Potential analysis for each initiative.

Strategy 293

Strategy Analysis Quota Resources 293

The ROI Guy

OCTOBER 29, 2012

As a solution provider, the lengthening decision cycle can be frustrating and costly to you, as deals stall and critical sales revenue is delayed. This despite many of the participants now selling solutions that are easier to purchase and deliver, particularly Software as a Service and Cloud Computing solutions. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

The Sales Hunter

AUGUST 31, 2013

There is much success to be had, but you will limit yourself greatly if you become consumed with how you stack up against the competition. Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Competition 226

Competition Video Consultative Selling Selling Skills 226

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Score More Sales

JULY 11, 2013

He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. Between us, we sold more than $30M a year of items selling for $20 or $100 or $5000 each. It can take weeks or months for some in sales to truly qualify a sales opportunity.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

DECEMBER 31, 2012

It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues. We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites.

Video 210

Video Social Media Outbound Hubspot 210

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. That’s a significant opportunity. Artificial Intelligence Is Here – Embrace It.

Marketing 209

Marketing Webinar Metrics Software Software 209

Understanding the Sales Force

APRIL 29, 2013

Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. I am certainly not the only one scratching my head about why The Challenger Sale is getting so much attention. Why am I bringing all of that up? Also worth noting, the approach or methodology is only one part of selling.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. Translation from Baseball to Selling.

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Training Coaching Comparison Territories 246