The Sales Hunter

AUGUST 23, 2014

Do you think your personal social media accounts have no impact on your sales career? Customers are using the internet more and more to decide who they want to do business with. Guess again. And they aren’t just researching companies. They are researching salespeople. Your social media reputation matters.

Social Media 264

Social Media Media Video Cold Calling 264

Zoominfo

DECEMBER 20, 2024

The apps help businesses customize their Salesforce environment, addressing needs across sales, marketing, customer service, and finance functions. With ZoomInfo, companies can scale operations sustainably, improve account targeting, and achieve greater success in their sales and marketing efforts.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Partners in Excellence

AUGUST 30, 2022

They were struggling with getting their people to develop and execute their account plans. They had invested a lot in training, content, and other programs to support the account based selling focus. Sometimes, I think we make Account Planning and Account Based Selling more complicated than it needs to be.

Account 128

Account Territories Penetration Referrals 128

SBI Growth

JUNE 7, 2014

SAMA (Strategic Account Management Association) estimates it cost 6-7x more to acquire new than sell to existing customers. A too-high customer attrition rate can also scare the market. Customers are important to your whole company. Keeping Customers is not only the Customer Service department, it''s everyone''s job.

Customer 293

Customer Resources Customer Service Up-Sell 293

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts.

Account 130

Account Lead Rank Ideal Customer Profile Decision Maker 130

Hubspot Sales

MARCH 7, 2023

Account managers are the liaison between a company and its clients. Whether you’re a candidate or a hiring manager, you’ll need to brush up on account manager interview questions before making any big decisions. You can practice formulating answers that highlight your skills as an account manager. Let’s get started!

Hiring 114

Hiring Account Retention Report 114

SBI Growth

JANUARY 8, 2020

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.

Account 218

Account How To Customer Service Territories 218

Understanding the Sales Force

JULY 10, 2023

It's been quite a while since I've written an article about the role that customer service plays in the retention and renewal of customers and accounts.

Customer 227

Customer Retention Customer Service Account 227

Hubspot Sales

AUGUST 17, 2020

While closing a deal is important, taking a holistic approach to the sales process can unlock greater revenue potential, especially for account-based businesses such as service agencies or companies that sell to enterprise customers. This is where account development becomes a helpful function.

Ideal Customer Profile 127

Ideal Customer Profile Account Advertising Advertising 127

Sales and Marketing Management

OCTOBER 26, 2020

Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts. Most customers, in most situations, simply don’t need or want an in-person interaction. . Myth 3: Only small deals or accounts are appropriate for virtual sales.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

SBI Growth

JANUARY 5, 2014

Resolutions are all about setting challenging goals and holding yourself accountable to achieve them. If you’re going to meet that much, make sure it’s outwardly focused - all about the customer. Let customer service or post-sales support handle this. I am big on New Year’s resolutions. POST-SALES SUPPORT.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Hubspot Sales

AUGUST 7, 2024

An effective CRM is make-or-break for SaaS companies because of: Customer Retention. 47% of polled businesses said that the use of CRM software had a significant impact on their customer retention. 85% of customers say they‘re willing to spend more on a SaaS tool if there’s good customer service. User Experience.

Software 115

Software Software CRM Oracle 115

Alice Heiman

APRIL 14, 2021

But before we can get to that, you must get your team to change their focus from acquisition through cold outreach to getting introduced to decision-makers by key influencers at your existing accounts. That won’t happen unless you cultivate loyal customers. The Endless Customer Acquisition Cycle. What’s next?

Retention 144

Retention Account Customer Referrals 144

Hubspot Sales

NOVEMBER 20, 2023

In the ever-evolving world of sales, account executives play a crucial role in nurturing leads and closing deals. But where should you start implementing AI in your specific account executive role? Account executives can spend hours on end researching prospects. Say I'm an account executive and want to send a follow up email.

Account 105

Account Lead Rank Lead Scoring Ideal Customer Profile 105

The Pipeline

SEPTEMBER 15, 2014

One example is customer service, I see to many sales people dealing with “admin” type of requests from clients instead of sending it to where the task really belongs, customer support, who is usually much better prepared and equipped to deal with these things. What’s in Your Pipeline? Tibor Shanto .

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Hubspot Sales

OCTOBER 17, 2024

The only difference between the TCPA and the TSR is that one’s a broader set of laws on all telemarketing activities (TCPA) and the other has a more specific look at human accountability in telemarketing (TSR). Consider the TSR a telemarketer’s bible and the TCPA a customer’s safeguard. Best Practices for Cold Calling in Non-U.S.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

SBI Growth

DECEMBER 5, 2013

Having an enterprise-wide Customer Master File (CMF) is the ideal first step. CMF’s provide a unified view across the organization of your customers. Sales, Finance, Marketing and Customer Service need this alignment. All your data is rolled-up to a common definition of the customer.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Sales and Marketing Management

DECEMBER 17, 2018

Customer service. As a result, they don’t know how to provide the right customer service when a problem arises. As a result, they don’t know how to provide the right customer service when a problem arises. Buyer expectations are always on the rise, so you must maintain excellent customer service.

Retention 238

Retention B2B Penetration Strategy 238

Membrain

NOVEMBER 18, 2020

Everybody knows that great customer service is key to retaining and growing accounts, right?

Customer Service 154

Customer Service Account Resources Industry 154

Sales and Marketing Management

APRIL 26, 2019

The company had implemented a hunter/farmer model, whereby “hunter” salespeople were responsible for finding and closing deals, while “farmer” salespeople focus on retaining and growing business with existing accounts. There is a whole field of expertise focused on satisfying our customers in a proactive way.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Sales and Marketing Management

DECEMBER 26, 2018

One of my clients created teams that included sales reps, sales engineers, account managers, customer service people and representatives from accounting for a short burst of high activity. Sales reps must acknowledge that they could sell out the warehouse, but they need accounting to actually get paid for it.

Incentives 191

Incentives Incentive Google Account 191

SMEI

DECEMBER 20, 2022

Here are a few examples: Zappos: Zappos, an online shoe and clothing retailer, is known for their excellent customer service, including on social media. They have a dedicated team that monitors their social media accounts and responds to customer inquiries and complaints in a timely and helpful manner.

Trends 61

Trends Social Media Marketing Airlines 61

Zoominfo

MARCH 3, 2019

In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. If your target account has a business profile set up, check out how they’re presenting themselves. How often do they receive customer complaints?

Research 233

Research B2B Tools Company 233

SalesFuel

FEBRUARY 21, 2025

Accounts may be backing off from this tool because they fear its too difficult to be noticed. And that is often how accounts measure their return on investment. What to Post Are your accounts struggling to decide what to post? Advise your accounts to learn what consumers are saying about them in real time.

Top of Funnel 59

Top of Funnel Social Media Marketing Consumer 59

Understanding the Sales Force

OCTOBER 25, 2023

Even worse, some of these ineffective salespeople lead their sales teams in revenue because they inherited the biggest and best accounts, well-established large territories, have years in their industry and/or territory and are viewed as an expert. Their customers continue to buy from them because they are happy. This can work.

Outsourcing Services 201

Outsourcing Services Territories Proposal Sales Methodology 201

Sales and Marketing Management

SEPTEMBER 14, 2020

Still, the traditional siloed approach to sales and service created systematic discord that jeopardized customer experience (CX), shadowed cross-sell and up-sell opportunities, lowered renewals, reduced overall account value and made it difficult for sales and service teams to meet or even exceed performance goals. .

SAP 207

SAP Compensation Face-to-face Analytics 207

Understanding the Sales Force

JULY 10, 2023

It’s been quite a while since I’ve written an article about the role that customer service plays in the retention and renewal of customers and accounts. Some products are so exclusive, and so desirable, that crappy customer service might not even stop you from buying again.

Customer 156

Customer Wireless Customer Service Call-back 156

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. With stakes that high, it is perhaps ironic that the early steps of building customer loyalty start with the figurative eyes and ears of a company. Build Loyalty.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Zoominfo

MARCH 21, 2025

Customization : Can it adapt to your unique sales processes and workflows? Vendor Support : Is onboarding, training, and customer service included? Scalability : Will it grow with your team and business needs?

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Zoominfo

JANUARY 12, 2021

Improved Customer Service. Many B2B companies with a social media strategy have some sort of “listening” tool integration which alerts them to customer service requests, product issues, and general customer feedback. And, just like that, voila, more brand exposure, awareness, and trust. Increased Web Traffic.

Social Media 200

Social Media Media Strategy Benefit 200

Zoominfo

MAY 13, 2019

After all, account and contact data is the fuel that enables your revenue engine to run smoothly. Some data providers only supply contact information or firmographic data regarding companies and accounts. Consider customer service. Here are a few other important factors to consider during this process: Types of data.

Data 199

Data Vendor B2B Policies 199

No More Cold Calling

OCTOBER 4, 2018

Account executives—whether in the SMB, mid-market, or enterprise space—are charged with getting qualified leads, getting into accounts, building relationships, doing top-notch work, and measuring the impact of their solution. Referral selling is a daily discipline with goals, metrics, and accountability for results.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

No More Cold Calling

APRIL 29, 2019

I’m sure you could “fill in the blank” for any number of retailers, and when you have a bad customer experience, you feel the need to tell people about it. What happens in B2B companies when a salesperson pitches strangers on social media , when customer service takes hours to respond, or when the solution didn’t work as promised?

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

Zoominfo

APRIL 17, 2019

Misaligned departments, customer dissatisfaction, lower customer retention rates — the list goes on. The funnel doesn’t account for momentum. In other words, customer experience will soon become the dominant force behind a business’s growth. Invest in customer marketing. The result?

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

Partners in Excellence

FEBRUARY 9, 2025

Marketing has any number of them, SDRs, BDRs, AEs, AMs, Rev-ops/enablement, Customer service, all of us have our playbooks. We have to adapt out playbooks to account for that change. Today, the Chiefs and Eagles will be using theirs, each in hope of winning the Super Bowl. In selling and GTM, we have our playbooks.

Face-to-face 117

Face-to-face Scale Journal Examples 117

Steven Rosen

FEBRUARY 7, 2024

People like to feel recognized and it doesn’t matter what your title is.” – Rika Cuff Key Takeaways: Consistency, accountability, and a commitment to recognizing people are key components for Sales Leadership that develops a strong sales culture. “Recognition goes a long way. What I have found is we’re just grown-up kids.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156