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. I just think if you coast now, you won’t be able to psych yourself up enough to compensate for your poor performance in the 4th quarter of 2013. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. Roll your sleeves up and determine where your customers are located. We talked about his priorities for 2013. It gives the best reps a chance to flourish in a territory with plenty of Up-Sell/Cross-Sell and new prospect value.

Territories 303

Territories Marketing Analysis Segment 303

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. There are roughly 240 selling days per year, and when one goes by, it never comes back. How do you Get your AEs to Stop Grumbling about 2013? Time Optimization Part 1 - Determining Selling vs. Non-Selling Time.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

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

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. For example, if your company needs to be “social”, then Social Selling skills are a must. For example, can a Sales Leader show increased revenue from social selling implementation?

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Average Selling Price was not part of the target, so lots of easy, low-margin deals made up the quota. If the C player accomplishes all ‘assignments’ on a strict schedule, move them up. Register here.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Sign up for the SBI Make the Number tour to learn how peers are building sales comp plans. Any one of these areas could be a land mine that blows up your 2013 sales comp plan. Call to Action.

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

AUGUST 15, 2012

To be a world class Sales Operations leader, pick up the pace. Maybe the company has recently been highly successful selling into the transportation industry. Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. 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. Content Marketing allows you to sell the way a customer wants to buy.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

OCTOBER 25, 2012

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? Look below on what impact an increase in an hour of selling time has on revenue. It’s worth effort.

Hiring 310

Hiring Travel Territories Face-to-face 310

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

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

HeavyHitter Sales

FEBRUARY 23, 2013

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. It’s a phenomenal success story and 2012 annual revenues were up 63%.

Company 152

Company Analytics Enterprise Enterprise 152

SBI

DECEMBER 18, 2013

Let’s face it, we all suffer from frazzled customer syndrome – as best-selling author and speaker Jill Konrath would put it. Many friends and members of the Smart Selling Tools community were recognized like the medal winners at DiscoverOrg, Glider, WittyParrot, Membrain, KnowledgeTree, Seismic, Hushly, PGI and ToutApp.

Quota 135

Quota CRM SAP Forecasting 135

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! , PICK UP THE DAMN PHONE!

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Your Sales Management Guru

AUGUST 5, 2013

5, 2013—Top 50 Sales/Marketing Influencer Ken Thoreson , author of articles and book series for sales leaders, renowned author, columnist, speaker and Acumen Management Group principal, has earned a spot on Top Sales World ’s 2013 “ Top 50 Sales & Marketing Influencers list. KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

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

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. Here are some of the speakers, their thoughts and my translation of those to sales, selling and sales management. However, I cannot help myself.

Hiring 198

Hiring Banking Survey Conference 198

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

SEPTEMBER 16, 2013

Truly, the competition will be waking up soon to try and close the year strong. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” 80% of them started to pull up reports and tried to get answers. 80% of them started to pull up reports and tried to get answers.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

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 ? ACOs are on the rise.

Health Care 108

Health Care Customer Government Trends 108

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. HBR backs me up on this, suggesting referral selling as a key strategy for gaining new-customer access: “Leverage referrals. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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. It’s also time to assess what are some of the things we need to change to increase our level of success in 2013. It’s not what you sell.

Closing 260

Closing Video Motivation Up-Sell 260

No More Cold Calling

JUNE 30, 2021

One person even said that referral selling changed the trajectory of his business. A friend once told me that good friends will always show up in an emergency. Yes, they will, but great friends show up when there’s not an emergency. Ready to read more about referral selling? I was blown away. I knew she was very ill.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

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

The Pipeline

JUNE 20, 2013

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. What you will find on these list are a set of professionals with a wide range of advice, resources and ideas focused on helping you sell better. Thank you, Tibor Shanto.

Influencer 296

Influencer Sales Methodology Sales Leadership Sales Process 296

The ROI Guy

OCTOBER 29, 2012

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. So what is holding up the decision-making process? In our recent ValueStory™ roadshows , attendees have indeed confirmed lengthening decision cycles. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

Pointclear

SEPTEMBER 25, 2012

For instance: if they have to sell 5 units of something per month, are you giving them 35 inquiries per month (some will say at least 15 qualified leads)? Ramping Up Lead Generation to Match Sales Forecast? 35 leads will find 15.75 buyers; with a 30% closure rate on average, the sales result will be 4.7 buyers over a 12-month period.

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. There’s a lot written these days on Social Selling. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C” Can you analyze your 2012 Lead Generation using top down and bottom up approaches?

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. If you chose Option 2, read on for two strategies of (not) selling to incorporate immediately. Strategy 1 – Don’t Sell the Farm in Q4. What does it mean to not sell the farm? In practical terms, it means to focus your efforts and not try and sell everything to everyone.

How To 244

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

The Sales Hunter

NOVEMBER 12, 2013

Your objective right now is to make your 2013 number. Easy to say the focus is on making the 2013 number, but there are 4 mistakes many salespeople make that wind up costing them money. Failure to verify what you’re selling is available to be shipped this fiscal year. Making your 2013 number is not an option.

Quota 212

Quota Selling Skills Intent Up-Sell 212

SBI Growth

AUGUST 10, 2012

Here is a question for you: What happens if the new product doesn’t sell? Where in your plan is getting your sales force ready to sell your new product? They are focused on selling what’s in their bag today and making in-year revenues. Your sales team needs this from you to make your product launch in 2013 successful.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Leading Results Rambings

AUGUST 23, 2013

In order to speed things up, we need to slow down” – Jill Konrath talking about information overload. “We Don’t sell stuff, sell results” – Mike Lieberman. “If you can write it down, I can find it cheaper”. Learn to Graze” – Arianna Huffington. Failure is a stepping stone to success” – Arianna Huffington. “In

Hubspot 45

Hubspot Inbound Conference Trends 45

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. I wrote my second book— Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293