Eliminate Your Competition

DECEMBER 7, 2020

Amy Gatherer, Ben Farmer, Carla Hunter, and Dave Trapper. Ben Farmer also talks to his manager every Monday, but his conversation occurs in the afternoon, as he has appointments on Monday morning. Ben will look into the rumor, but he will never tell his manager what happened unless asked again. I will look into the rumor.”

Consult 52

Consult Territory Appointment Sports 52

Anthony Cole Training

FEBRUARY 9, 2015

I remember finding it interesting back then, and I again find the book interesting now. If someone is a challenger, does that mean they are a hunter? I read about The Challenger Sale book a couple of years ago in a Harvard Businss Review article and had forgotten about it until I "rediscovered" it recently. Relationship builder.

Management Consulting 120

Management Consulting Consult Sales Account management 120

Partners in Excellence

AUGUST 16, 2017

Hunters And Farmers…… Again Performance Management Friday — Wallet Share. Account Based Everything, including Account Based Marketing and Account Based Selling is all the rage. Sometimes, however, I think we make all of this a little more complicated than necessary.

Prospecting 52

Prospecting Territory Drivers/motivators Strategize 52

Eliminate Your Competition

JULY 15, 2022

Sales is one of the most challenging and rewarding careers a person can choose. It takes hard work, determination, and a robust set of career success principles to be successful in this field. This post will explore fundamental principles that lead to success in a sales career. Identify your personal brand and develop a strong message.

Retail 59

Retail Trust Networking Up-sell 59

SalesPop

MARCH 29, 2021

Once again, effectiveness is doing the right thing. This ebook is designed to show you how Pipeliner CRM, with its constantly innovated and evolving new features, assists salespeople, sales managers and other roles in the company as they make their way into the future. There will always be changes and improvements going forward.

CRM 69

CRM Pipeline Transportation Angle 69

A Sales Guy

OCTOBER 16, 2012

The 4th quarter is the most critical quarter for sales. S**t, I’d argue it’s the most critical quarter for business in general. The 4th quarter is the last chance to make the number and ensure success. Like sports, fail in the fourth quarter and that’s it, you’re done. There are no more chances. What’s the cycle?

Territory 117

Territory Sales Sports Legal 117

Pointclear

APRIL 28, 2015

The ritual was repeated before a third and goal play, again at Tech’s six, in the fourth quarter. They are busy with active sales cycles, OR they operate more like farmers than hunters because they feel more comfortable tending to current and known prospects as opposed to seeking out “cold” prospects. Exciting when it works.

Follow-up 96

Follow-up Appointment Gaming Strategic planning 96

Sales Hacker

DECEMBER 29, 2020

This week on the Sales Hacker podcast, we speak with Mike McNary , VP of Acquisition at Mimeo , a company that helps people print and deliver documents. Mimeo has been on a journey to reform and restructure its sales team, customer success, and employee experience in order to drive significant growth. Why CX grows out of EX (employee experience).

Customers 65

Customers Territory B2C Growth 65

Hubspot

JULY 8, 2015

Tips for reaching this coveted state-of-being range from the physical (like exercising and unplugging from technology) to the psychological (like meditating and mentally “disconnecting” from work) to the sociological (like meticulously scheduling all of your outside-of-work interactions/activities with friends and family). More on that later.).

Agriculture 77

Agriculture Government Technology Technology 77

Partners in Excellence

FEBRUARY 17, 2016

Customers will let their fingers do the digital walking, SEO, PPC and other techniques will enable those customers to find us, our marketing automation tools will capture and nurture those customers through their quest to learn, SDR’s will intercept them at just the right point and then we magically have a qualified opportunity.

Territory 50

Territory Cross-sell Start-ups Customers 50

Sales Hacker

APRIL 16, 2018

How to develop a sophisticated sales recruiting engine. Why training is crucial to successful enablement. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. 1) Show introduction [00:12]. 2) About Jess Hunt [2:00]. 3) A career in sales and marketing [3:30]. 5) What drives success in business? [7:00].

Territory 67

Territory Pipeline Legal Growth 67

Partners in Excellence

JUNE 24, 2019

I’ve never been comfortable about the hunter/farmer notions around selling. I’ve always maintained every sales person is a hunter. We tend to think of farmers as the account managers, those who think their job is to “protect and defend,” (apologies to many of our police forces).

Account management 79

Account management Prospecting Up-sell Start-ups 79

Heinz Marketing

JUNE 3, 2019

Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We cover a wide range of topics, with a focus on sales development and inside sales priorities.

Pipeline 59

Pipeline Sales Objectives and Key Results B2B 59

SalesLoft

APRIL 12, 2018

Hunters, Farmers, Hybrids… not all salespeople are the same. Shrug* I just ask again in a different way. If I believe I really do have the right solution for them, I try again. What makes a salesperson thrive in one environment over another? There are no right or wrong answers. There are no right or wrong answers.

Cross-sell 52

Cross-sell Sales Cold Call Commission 52

SaaStr

JANUARY 28, 2020

Jason Lemkin moderates a panel of some greatest-of-all-time SaaStr speakers taking questions from the audience and over Twitter. The panel discussed navigating a future recession, building great office culture, app exhaustion and more. Want to see more content like this? Join us at SaaStr Annual 2020. Jason Lemkin | CEO and Founder @ SaaStr, Inc.

Growth 81

Growth Promote Engineering Up-sell 81

Partners in Excellence

DECEMBER 9, 2018

You have too many bathrooms, I only want to clean one–or I’d love not to clean any. I don’t like dusting the high spots on your shelves or the high ceilings. And I can’t stand picking up all of Dave’s stuff! I’ve decided to focus on the things I really like–I like cleaning the kitchen and vacuuming.

Territory 83

Territory Pipeline Commission Sales 83

SaaStr

FEBRUARY 7, 2020

Ep 305: Karen Page is a General Partner @ B Capital Group with a portfolio including the likes of Bird, Branch, Icertis, Evidation Health and Ninja Van to name a few. Plus, from 2007 until 2013, Karen ran all of Box’s business development, partnership, and strategic alliance activities. Loving our podcast content? Harry Stebbings. Karen Page.

Strategize 69

Strategize Pitch Growth Networking 69

SaaStr

NOVEMBER 22, 2019

284: Travis Bryant is Partner for Founder Experience @ Redpoint Ventures, the venture fund with a portfolio including the likes of Stripe, Netflix, Zuora, Hashicorp and Juniper Networks just to name a few. During his time at Optimizely, the company grew from from $7 to >$90M in ARR and from 40 to 400 people. What elements is he not in favor of?

Start-ups 63

Start-ups Customers Objectives and Key Results Growth 63

Sales Hacker

OCTOBER 11, 2019

It’s worth noting that, with my role being that of a HUNTER, my calendar is very strategically structured to align my priorities to be successful at securing new business. . In this series, you get an inside look at the typical day, the productivity hacks, and even some of the success secrets of today’s best sales professionals.

Technology 52

Technology Technology Contract Cross-sell 52