The Sales Hunter

FEBRUARY 8, 2012

A recent post by Lauren Carlson of Software Advice, a site that reviews SFA software , reiterates that there is potential for social media to make a huge difference in your marketing strategy , but it’s all about using the platforms in specific ways. December 2011. November 2011. October 2011. August 2011.

Social Media 189

Social Media Media Strategy Prospecting 189

The Pipeline

OCTOBER 3, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. For Email Newsletters you can trust.

Pipeline 227

Pipeline Customer Hiring Demand Generation Agencies 227

HeavyHitter Sales

NOVEMBER 25, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Software 103

Software Software Strategy Hiring 103

The Sales Hunter

DECEMBER 8, 2011

Dec 08, 2011. If it means spending money buying a new computer or software system, then do it. Copyright 2011, Mark Hunter “The Sales Hunter.” December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Jeffrey Gitomer

MAY 12, 2011

Gitomer | May 12, 2011 | 3 Comments. What software will I need to view the webinars? Ron Harvey says: May 14, 2011 at 12:16 am. Dave says: May 17, 2011 at 2:02 am. uswah says: June 19, 2011 at 3:51 pm. There is no time like the present to change things up in 2012 to ensure its better than 2011! Hire Jeffrey.

Hiring 220

Hiring Webinar Metrics Customer Social Media 220

MTD Sales Training

DECEMBER 22, 2011

Sales Person: “Finally, Sarah, we will deliver, install and test the software. Posting Dec 28th, 2011: Three Ways Of Asking For the Sale. The sales person does indeed accomplish something with this close…they make the whole situation much worse. So what do you think?”. Happy Selling! Sean McPheat. MTD Sales Training.

Incentive 291

Incentive Incentives Closing Follow-up 291

No More Cold Calling

JANUARY 19, 2012

If 2011 was a decent-to-good year, it is because you were focused. If 2011 was a bust, after complaining about the economy, I suspect you would eventually admit to not being very focused. It was easy to be unsuccessful in 2011. I don’t think wishing and hoping are strategies for success. I doubt you do either.

Referrals 209

Referrals Hiring Licensing Distribution 209

The Sales Hunter

JANUARY 31, 2012

Sure, there are those who will say they have tracking software in place to tell who visits. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. To this I say, go ahead and track me. February 2012.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

SBI Growth

JULY 13, 2013

From 2003-2011, Dave was on a rocket ship. Paul went on to lead worldwide sales at a global software company. Dave was a turnaround guy. He turned poor performing teams into high performing teams. He did it as a District Sales Manager. Then he did it as a Regional Director for 5 states. He got the offer he couldn’t refuse.

Promotion 310

Promotion Fashion Trends B2B 310

SBI Growth

NOVEMBER 26, 2012

In 2011, this company replaced its Solution Selling methodology with The Challenger Sales approach. The accounts software subscription was up for renewal in 5 months. The goal of the call was to grow the account by expanding the use of the software. The story begins with the EVP of Sales of a large technology company.

Real Estate 323

Real Estate Hiring Banking Ideal Customer Profile 323

HeavyHitter Sales

JUNE 9, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 153

Penetration Software Software Sales 153

SBI Growth

JANUARY 1, 2013

More recently, he pegged the failure rate of marketing automation software at 50%. In 2011, Gerhard Gschwandtner, publisher of Selling Power Magazine, made the last great prediction in B2B sales. For instance, he accurately predicted that 7 out of 10 CRM projects would fail. At least I do. I think you should.

B2B 308

B2B Hiring Quota Social Selling 308

SBI

JANUARY 23, 2011

And there are plenty of software tools to make the job easier. If you’re one who has vowed to take charge in 2011 and deploy the right tools to get the job done, we want to help. We are publishing a long list of sales and marketing software buyer’s guides throughout 2011. Next Gen CRM Buyer’s Guide.

Software 57

Software Software Marketing Lead Scoring 57

SBI Growth

AUGUST 18, 2013

In 2011, Sales Executive Council stated that 57% of a buyer’s journey happens before a rep is present. You see an example of an enterprise software rep’s network. If you deploy the steps reviewed during this live demonstration it gets a lot easier. This mental model involves the following: Your Reps Must Sell in the Orange.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

HeavyHitter Sales

JULY 1, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Study 163

Study Lead Scoring Lead Rank Penetration 163

HeavyHitter Sales

OCTOBER 4, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Sales Management 147

Sales Management Penetration Sales Software 147

The Sales Hunter

JANUARY 23, 2012

Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed? December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Sales Hunter

JANUARY 12, 2012

The problem with social media is it is merely a whole group of people running from one neat software tool to another one. December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Remember MySpace? February 2012.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

DECEMBER 15, 2011

Dec 15, 2011. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. ” Copyright 2011, Mark Hunter “The Sales Hunter.” One Response to “It’s Time To Kill Social Media” John says: December 16, 2011 at 6:52 pm. April 2011.

Social Media 152

Social Media Media Motivation Hiring 152

Sales and Marketing Management

JULY 26, 2017

Software is eating the world,” stated Marc Andreessen in a 2011 Wall Street Journal article. More and more major businesses and industries are being run on software and delivered as online services — from movies to agriculture to national defense.”. That was six years ago. The world of employee engagement is no exception.

Incentive 209

Incentive Incentives Retail Loyalty 209

HeavyHitter Sales

MARCH 11, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 140

Penetration Face-to-face Commission Software 140

HeavyHitter Sales

SEPTEMBER 9, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

HeavyHitter Sales

APRIL 17, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Sales Management 131

Sales Management Penetration Sales SalesForce 131

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 138

Penetration Study Decision Maker Sales 138

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. ” But other than my Silicon Valley software-as-a-service clients, most of MY mid-market clients don’t use Google Hangouts and a great number don’t use Skype.

Skype 243

Skype InsideSales Call-back Google 243

No More Cold Calling

JUNE 13, 2013

How about ERP or Project Management Software? He is the author of three bestselling business books, including: ROI Selling (©2004 Dearborn), Why Johnny Can’t Sell (©2007 Kaplan), and the Amazon top-10 business book, The Key to the C-Suite (©2011 AMACOM). Look at CRM or SFA systems over the years.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

SBI

DECEMBER 8, 2020

One way it changed selling was that it crafted a new model to deliver software known as Software-as-a-Service (SaaS) which made it possible for companies of all sizes to have access to CRM by paying a simple per-user license fee. 1] The AppExchange offered partners a place for Salesforce customers to easily find their solutions.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Increase Sales

APRIL 11, 2012

What it doesn’t tell you is that the software you are purchasing to remove the bug, actually put the bug on your machine. In fact, if you purchased the software, you are providing capital to the software developers to come up with even better schemes in the future. Let me set the record straight on this.

Licensing 188

Licensing Marketing Microsoft Face-to-face 188

HeavyHitter Sales

APRIL 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Hiring 132

Hiring Forecasting Oracle Penetration 132

HeavyHitter Sales

AUGUST 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Lead Scoring 119

Lead Scoring Lead Rank Penetration Sales 119

HeavyHitter Sales

JANUARY 1, 2012

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Trends 121

Trends Decision Maker Study Analysis 121

HeavyHitter Sales

JULY 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 112

Penetration Sales Software Software 112

Jeffrey Gitomer

JANUARY 6, 2012

Hard to imagine Bill Gates in his dorm room cooking mac and cheese on a hotplate as he struggles with his 128k computer to create the future of software. There is no time like the present to change things up in 2012 to ensure its better than 2011! But they all did. Then I gave them a glimpse of my beginning and my renaissance.

Hiring 226

Hiring Social Media Loyalty Journal 226

Pointclear

OCTOBER 23, 2012

As 2011 meandered to an uneventful close, with no sign of a significant upturn in global economic conditions, we reflected on a year of flat-line results, during which 54% of frontline sales professionals missed quota. equipment, software, financial products, motor vehicles, clothes, food, etc.

Retail 215

Retail Inside Sales Outside Sales Video 215

HeavyHitter Sales

NOVEMBER 26, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Forecasting 104

Forecasting Penetration Software Software 104

HeavyHitter Sales

MARCH 20, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Hiring 100

Hiring Penetration Decision Maker Forecasting 100

HeavyHitter Sales

APRIL 16, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 100

Penetration Software Software Motivation 100