The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 195

Motivation Prospecting Leads Marketing Qualified Lead 195

Score More Sales

APRIL 21, 2014

Remembering Pamela Paul’s New York Times article, Don’t Call Me I Won’t Call You back in 2011, it garnered 468 reader’s comments. Sales professionals in companies doing business with people in other companies should not minimize the power of the telephone and in many cases, use it MORE often. Close More Deals.

Skype 243

Skype InsideSales Call-back Google 243

Score More Sales

NOVEMBER 1, 2011

Sales Tips and Strategies to Grow Revenues. Sales: It Takes Work to Be Mediocre. by Lori Richardson on November 1, 2011. OK, so it takes a bit more than average to be exemplary in your inside sales position, or your outbound sales position. .” 50 DAYS To Build Your Sales – 2nd edition.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Inside Sales 182

Understanding the Sales Force

JANUARY 16, 2012

Understanding the Sales Force by Dave Kurlan Did a sales candidate ever accept your job offer only to backout prior to the agreed upon start date because the individual decided to stay with the current employer? They must restart the sales recruiting process. c) Copyright 2011 Dave Kurlan

Promotion 198

Promotion Loyalty Motivation Inside Sales 198

Pointclear

OCTOBER 23, 2012

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. Inside sales is now a career, not a mere stepping stone.

Retail 215

Retail Inside Sales Outside Sales Video 215

Score More Sales

SEPTEMBER 26, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! by Lori Richardson on September 26, 2011. Sales e-book on Creating Scripts. Inside Sales” – and he knows his stuff. Consulting.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

Pointclear

APRIL 10, 2012

I’m really pleased to introduce you to PowerViews, a new series of Q&A video interviews that are all about providing solutions to the marketing and sales challenges we face today. 2011 Marketing and Sales Trends Successes and Failures. 2011 Marketing and Sales Trends Successes and Failures.

Face-to-face 184

Face-to-face Social Media Hiring Inside Sales 184

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. But how are their sales teams capitalizing on the flow of leads coming their way?

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

MTD Sales Training

DECEMBER 5, 2011

With competition becoming fiercer, the economy sending fuel prices through the roof and buyers becoming more reluctant to telephone sales calls , more firms are choosing to employ their own in-house telesales staff to set appointments for the field sales teams. Commission on the Sale. However, the FSR does not close the sale! .

Compensation 233

Compensation Commission How To Sales Qualified Lead 233

Score More Sales

OCTOBER 31, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tips From a Witch and a Ghost for Any B2B Seller. by Lori Richardson on October 31, 2011. With all the ghostly fun today we thought we’d post about two individuals who fit the Halloween theme that have reinforced sales ideas to us. Sales Tips from a Pro- Rev.

Lead Rank 221

Lead Rank Lead Scoring B2B Top of Funnel 221

HeavyHitter Sales

JULY 1, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Penetration 112

Penetration Software Software Sales 112

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OCTOBER 20, 2011

Sales Tips and Strategies to Grow Revenues. Sales Person as Publisher – The New Way to Grow Sales. by Lori Richardson on October 20, 2011. Just back from the Sales 2.0 Lori Richardson is the B2B Sales Detective – she writes and speaks about B2B business and helps inside sales teams grow revenues.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

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DECEMBER 22, 2011

Sales Tips and Strategies to Grow Revenues. Refine B2B Sales Process in 2012 With Tools and Attitude. by Lori Richardson on December 22, 2011. A new calendar year always brings the possibility of discussions of business process improvement and in particular, sales process improvement. Doesn’t that impact sales?

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Score More Sales

OCTOBER 27, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tip to Dear Mike: Unsolicited E-Mail Not Effective in Sales Anymore! by Lori Richardson on October 27, 2011. When will salespeople realize that old tactics to get attention do not work in a modern sales world? 50 DAYS To Build Your Sales – 2nd edition.

Lead Rank 161

Lead Rank Lead Scoring Guarantee Top of Funnel 161

DiscoverOrg Sales

MAY 7, 2015

The author, Andy Hoar, outlines the following as major contributors to this demise: B2B buyer preferences have fundamentally shifted from speaking with a sales rep 1-on-1 to a self-education ecommerce type model for purchasing. Ecommerce systems will eliminate 1 million B2B sales jobs by 2020 due to the shift to self-service platforms.

Lead Rank 120

Lead Rank B2B Education Research 120

Jonathan Farrington

APRIL 25, 2012

“The growth in sales jobs, and therefore one would think, in sales training is in inside sales. Although there is a migration to inside selling, most sales training is based on the assumption that sales calls will be face to face. Geoffrey is a journalist in love with the field of sales.

Inside Sales 43

Inside Sales PointClear Face-to-face Outside Sales 43

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Velocify

FEBRUARY 11, 2013

Texting: A new frontier in sales. Sales professionals can learn a lot from the pioneers that have come before them, and there is much to be gained by using text messaging in the sales process. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). 2011 (3304). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics. Marketing (6398). Training (4995).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. But what about real sales reps? I’ve got bills to pay! Don’t do it.

Motivation 191

Motivation Incentive Incentives Lead Rank 191

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012. 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.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. Do you realize how much has changed since 2011? The first challenge is the numerous communication channels your buyers can use to request a demo or contact sales.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

CloserIQ

OCTOBER 10, 2018

Boston is emerging as one of the hottest startup cities in the country, which is great news for sales professionals. These companies are all backed by venture capital and are currently hiring in sales roles. This is by no means an exhaustive list, but here are some great companies to consider for your next sales job. ProfitWell.

Hiring 76

Hiring Company Policies Analytics 76

Velocify

JUNE 13, 2017

A wave of new sales technologies is providing businesses unprecedented choice in building out their ideal sales stack. As of January 2017, there were 450 sales technologies available —100 of which surfaced in the previous year, according to research from Nicolas de Kouchkovsky, principal of CaCube Consulting.

Study 49

Study Sales Technology Lead Rank Lead Scoring 49

Crunchbase

MAY 14, 2020

This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” We realize, after speaking with several sales leaders, that this methodology excluded some of the most impactful sales leaders, especially those from underrepresented backgrounds. VP of Sales at Mixpanel. Jordan Arogeti. Meka Asonye.

Top of Funnel 101

Top of Funnel Twitter Hiring Lead Rank 101

Velocify

AUGUST 4, 2017

Once upon a time – before online web forms, mass emailing, and chat bots – sales was a relationship game, filled with rolodex files, wining and dining, and endless rounds of golf. This infographic uncovers the good, the bad, and the ugly statistics related to online sales lead response.

Leads 49

Leads Marketing Qualified Lead Maximizer Analytics 49

Trinity Perspectives

MARCH 22, 2018

I’m either exactly the right person, or completely the wrong person, to write an article about how to overcome stress in sales, given my experiences over the past 20 years in the B2B sales industry … I’ll let you be the judge. Sales doesn’t have to be terrifying: 5 strategies to reduce stress. So let’s dive in.

Strategy 62

Strategy B2B Face-to-face Quota 62

Jonathan Farrington

OCTOBER 25, 2012

Next year, I anticipate we will see a reduction in external sales positions of around 20%: 10% will be lost for good, and the other 10% will move inside. I believe that this pattern will continue for the next three years, until we are left with less than 10% of the total sales population working externally. Not anymore.

Inside Sales 36

Inside Sales Retail Outside Sales Analysis 36

The ROI Guy

MARCH 1, 2016

You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. And those opportunities you thought were progressing through the waterfall / sales process to “wins”? According to Forrester, prospects indicate that less than 12% of sales engagements are focused on outcomes and customer value.

Decision Maker 53

Decision Maker ROI Proposal Forecasting 53

Velocify

JULY 26, 2017

I have been in technology sales for more than 16 years—six of which have been at Velocify. In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies. I have closed more business than I ever have in my entire sales career.”.

Siebel 53

Siebel NetSuite GoldMine Online Lead Generation 53

Markempa - Inside Sales

MARCH 11, 2012

The purpose is to clarify: What customers value about your products and services How they make purchasing decisions How they move through the buying process The goal is to not spend a dime on any marketing or sales activity that doesn’t reach customers where they are looking for, expecting or wanting to purchase your products.

Marketing 40

Marketing Call-back Survey Trends 40

Velocify

MAY 19, 2017

Sales professionals may be under the impression that their lead response efforts are timely and effective, but Velocify analysis of actual calls, voicemails, and emails shows that, for many of them, sales lead response tactics are more likely to be in need of an upgrade. appeared first on Velocify: High Performance Sales.

Lead Rank 40

Lead Rank Lead Scoring Leads Marketing Qualified Lead 40

The Sales Association

NOVEMBER 23, 2011

Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 23, 2011. Bernadette McClelland mentors and teaches salespeople within B2B markets in Australia, NZ and India to sell more effectively, step up their sales leadership skills and become trusted advisors. at 10:17 AM.

Pharmaceuticals 32

Pharmaceuticals Meeting Customer GoldMine 32

Green Lead's B2B

JUNE 1, 2022

Back in 2007, Linda and I had no idea we would have built a global pipeline generation company that the Fortune 1000 and some of the biggest tech firms in the industry would trust to generate their sale pipeline from high level Ideal Customer Profile leads (ICPs) to booked and confirmed Sales Qualified Leads (SQLs, or appointments).

Sales Qualified Lead 49

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 49

The Sales Association

FEBRUARY 28, 2011

Sharing best practices in sales and sales management www.salesassociation.org. Monday, February 28, 2011. by Bill Barr I keep hearing that some sales organizations expect their marketing department to “qualify” their leads with Budget, Authority, Need and Timeframe ( BANT ). Subscribe To The Sales Association.

Sales Qualified Lead 22

Sales Qualified Lead Hiring Trade Show Lead Qualification 22

OnePageCRM

JUNE 15, 2017

The ultimate guide to planning, conducting and tracking your outbound sales calls. It takes time to develop a relationship but it can be worth the investment, especially for enterprises with long sales cycles and higher revenues as a payoff. I’m probably any sales person’s worst nightmare. Part 2 – Making the call.

Gatekeeper 46

Gatekeeper Social Media How To Decision Maker 46

Velocify

JULY 12, 2017

Sales has been targeting contacts at key accounts for decades. On the marketing side, account-based marketing (ABM) has gained major traction, becoming a key strategy to better align with sales and close quality deals. Customer service really starts in sales , so be honest and set realistic expectations. Sales stages.

Account Based Marketing 40

Account Based Marketing Top of Funnel Ideal Customer Profile Account 40