Monthly Archives: October 2013
Be tenacious and relentless in executing their prospecting strategies | 7 Best Practices of Top Sales Hunters to Increase New Account Sales

In our last installment of the Top Hunter Series, we discussed how top hunters employ creative prospecting strategies to get in front of potential customers. Today we will share the 7th and final Best Practice for acquiring new accounts: Top Hunters are tenacious and relentless in executing their prospecting strategies.

When we asked top account acquisition reps what made them successful, the word that came up more than any other was “tenacity.” The definition of tenacity is: “The quality of being determined to do or achieve something; firmness of purpose.” As one rep put it, “I have to believe, deep down inside, that I am going to win, no matter what the odds are against me.”

How can you ensure that your account acquisition reps have the tenacity required to succeed? Through our discussions with top hunters, several items were suggested:

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Develop Multi-Touch Prospecting Strategies | 7 Best Practices of Top Sales Hunters to Increase New Account Sales

Welcome back to the Top Hunter Series! In our last installment, we highlighted how you can support your teams in effectively aligning their selling efforts with the customer’s buying process. This week, we will share with you best practice #6 as discovered through a series of interviews with top account acquisition reps. Best practice #6 is: Top Hunters Develop Creative, Multi Touch Prospecting Strategies.

Top hunters realize that in today’s frantic world, buyers are experiencing information overload. In order to combat this, Top Hunters develop creative, multi touch prospecting strategies in order to make sure they can get in front of the necessary decision makers and influencers. As one rep put it, “Once I know who is responsible for making decisions about our offering, I start trying different approaches to get in front of them. The key is creativity and lots of touch points.”

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Align selling efforts with the buying process for target accounts | 7 Best Practices of Top Sales Hunters to Increase New Account Sales

Welcome back to the Top Hunter Series! In our last installment, we discussed understanding the buying team for target accounts. This week, we will share with you part 2 of the fifth best practice as discovered through a series of interviews with top account acquisition reps. Best practice #5B is: Top Hunters Understand the Buying Process for Target Accounts & Align Their Selling Efforts with the Buying Process.

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SOAR Performance Group Participates in Third Annual YMCA Open

Atlanta, GA – On Monday October 7th, three members of the SOAR team and a guest played in Atlanta’s largest charitable golf tournament: The YMCA Open. Overall the tournament was a great success for our company and for our association with the Metro Atlanta YMCA. The SOAR team took home the second place honors but the biggest winners were the YMCA youth programs that the tournament funds. In all there were over 600 players participating at six different courses, raising over $160,000 for “Y” Youth Development programs.  This tournament continues to gain momentum each year, and would not be possible without the generosity of all the sponsors and the support of Metro board member, Joe Guerra (CEO of Canongate), who provides the courses free of charge.

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