Understanding the Sales Force

JANUARY 9, 2013

Understanding the Sales Force by Dave Kurlan It's my way, of course. The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO's is this: For most of them, the way they know, the way they do it today, the way they have always done it, is the "best way". c) Copyright 2012 Dave Kurlan

Commission 203

Commission Revenue Course Sales Cycle 203

Understanding the Sales Force

JULY 30, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The realist adjusts the sales strategy.". The better they got along, the better the chance of a sale. c) Copyright 2012 Dave Kurlan

Decision Maker 253

Decision Maker Proposal Sales Cycle Exact 253

The Sales Hunter

FEBRUARY 20, 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. Feb 21, 2012. Generating sales leads is not the sole responsibility of the marketing department.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Year-End Sales Blitz! What Sales Needs to Do TODAY! Copyright 2011, Mark Hunter “The Sales Hunter.”

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

The Sales Hunter

NOVEMBER 22, 2011

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. 5 Sales Negotiation Strategies that Work. Here are 5 sales negotiation strategies you can use: 1.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

Understanding the Sales Force

JULY 30, 2012

Understanding the Sales Force by Dave Kurlan Yesterday, we were in a small seaside village and in a nautical gift shop, I read this sailing quote: "The pessimist complains about the wind. The realist adjusts the sales strategy.". The better they got along, the better the chance of a sale. How about your sales force? (c)

Decision Maker 245

Decision Maker Proposal Sales Cycle Exact 245

Understanding the Sales Force

OCTOBER 12, 2012

Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. Salespeople with Need for Approval are affected throughout the sales process. c) Copyright 2012 Dave Kurlan I'll repeat it here. Don't believe me? If you would like an updated copy, click here. (c)

Comparison 263

Comparison Exact Sales Examples 263

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. B2B Phone Sales Cold-Calling: It Still Works! Feb 03, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.”

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

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. Jan 03, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” sales tips.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

Score More Sales

APRIL 8, 2013

Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. Translate that to your sales career. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 224

Inside Sales Outbound Conference Intent 224

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 4 Things to Do Right Now to Get Better Sales Prospects. Feb 01, 2012. We all need better sales prospects. Negotiation.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

No More Cold Calling

DECEMBER 10, 2020

Just consider the stereotypes about your own generation: Generation Z (1997–2012) was born with phones in their hands and are tech wizzes. Let’s reach across generations: Hire a grandmother to speak at your virtual sales kickoff or next sales meeting. Technology is king, and that’s their main focus. What should I avoid doing?

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421

The Sales Hunter

NOVEMBER 16, 2012

Check out these free webinars I’m offering on November 29: Your Make or Break Month: Proven Sales Strategies to Make December a Great Month. Sales Managers: How’s Your December Looking? Sales Leadership Approach to Make December a Great Month. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 221

Motivation Webinar Metrics Comparison Sports 221

The Sales Hunter

APRIL 3, 2012

There are more sales prospecting methods than I suspect there are salespeople. I recently shared with you in this blog what I saw as the big 9 sales prospecting tools. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. It’s time to step back and assess.

Prospecting 168

Prospecting Exact Objections Call-back 168

The Sales Hunter

OCTOBER 30, 2012

If you’re in sales, you have to be aware of what might be going on in the mind of the customer you’re dealing with. If you are a sales manager, let your salespeople know about the storm, regardless of where they are, and how it will impact the ability to reach customers in parts of the country that are being hit by the storm.

Outbound Sales Team 213

Outbound Sales Team Outbound Call-back Exact 213

Understanding the Sales Force

MAY 24, 2012

Understanding the Sales Force by Dave Kurlan As evidenced by one of my book titles, Baseline Selling , I have frequently borrowed from Baseball when the analogy is more useful than the sales message. Sales -That sequence of analysis and tweaking works in exactly the same way when coaching salespeople.

Coaching 247

Coaching Sales Coaching Analysis Exact 247

The Sales Hunter

JUNE 13, 2012

If you want greater success in prospecting — and more sales! I have a new on-line training program I think every salesperson who wants a fuller pipeline and more profitable sales should invest in immediately. My Sales Prospecting program is exactly that — an investment in yourself that will result in a return.

Prospecting 206

Prospecting Automotive Health Care Segment 206

The Sales Hunter

SEPTEMBER 7, 2012

Those could be the exact words, though, that are sending the wrong message to your customer or prosp ect. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. There are some words we say without even thinking about them.

Exact 150

Exact Motivation Video Customer 150

The Sales Hunter

DECEMBER 19, 2011

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. Spontaneous “Solutions” Usually Don’t Increase Sales. FREE Resources. Networking.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

DECEMBER 26, 2012

It’s the year to not have an excuse as to why you didn’t close a sale you thought you would get. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. This is the year to not have any excuses as to why you didn’t call somebody back when you were supposed to.

Call-back 242

Call-back Motivation Exact Objections 242

Score More Sales

JANUARY 17, 2013

It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. The element of change is not as difficult in these cases because sales team members see results. Some even offer immediate results.

Tools 230

Tools Hiring Report Face-to-face 230

The Sales Hunter

DECEMBER 17, 2011

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. Recently, I posted a question about how to motivate a sales team during the holiday period.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

AUGUST 6, 2012

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 182

Prospecting Strategy ACT Exact 182

No More Cold Calling

NOVEMBER 15, 2012

Closing the sales year with a bang is nice, but getting a jump-start on business development for next year is even better. Still chasing that last deal for 2012? Your Sales Schedule: This Year and Next. This thinking baffles me: clients say that the biggest challenge their sales teams face is gaining access to decision makers.

Referrals 199

Referrals Sales Qualified Lead Decision Maker Face-to-face 199

The Sales Hunter

AUGUST 26, 2012

One of the most common mistakes sales managers make is to have no direction for the sales meeting. This is why Secret #3 in my 10 Secrets to a Successful Sales Meeting is to announce the agenda ahead of time — and hold people accountable. Copyright 2012, Mark Hunter “The Sales Hunter.”

Sales Meeting 170

Sales Meeting Meeting Distribution Discount 170

The Pipeline

NOVEMBER 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Sales eXchange – 125. Stored in Attitude , Business Acumen , Compete , EDGE Sales Process , Interactive Selling , Proactive , Sales 2.0 , Sales eXchange , execution.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Understanding the Sales Force

NOVEMBER 29, 2012

Understanding the Sales Force by Dave Kurlan I was driving to a meeting when I became frustrated with the car in front of me. In a sales call, no matter how slowly it may be going or how difficult a prospective client may be, I have the patience of a saint. c) Copyright 2012 Dave Kurlan

Travel 191

Travel Consultative Selling Proposal Exact 191

Score More Sales

NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

No More Cold Calling

DECEMBER 7, 2017

If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail?

Account 189

Account Referrals Sales Qualified Lead Quota 189

The Sales Hunter

NOVEMBER 7, 2012

Use this to your advantage by making it a technique you use during a sales presentation. The beauty of this approach is you can use it at almost anytime during the sales call. Either way it helps you move the sales process forward. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 191

Customer Follow-up Closing Exact 191

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Never before has the linkage between Marketing and Sales become more important. So what’s your next move?

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Jeffrey Gitomer

MARCH 15, 2011

Top Sales Trainer | Best Sales Trainer | Top Leadership Trainer. And this is the exact reason why I’m changing careers. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Sales Bible. Online Training. See Jeffrey Live! Hire Jeffrey.

Facebook 144

Facebook Hiring Social Media Loyalty 144

Understanding the Sales Force

OCTOBER 9, 2012

Understanding the Sales Force by Dave Kurlan I grew up in the 1960’s, when a roof antenna that could rotate 90 degrees was the big thing and cable television was yet to be introduced. How many passengers do you think were watching the exact same show? c) Copyright 2012 Dave Kurlan Obviously not! But enough of what I think.

How To 211

How To Film Channels Networking 211

Selling Essentials RapidLearning Center

AUGUST 12, 2020

Any experienced sales manager has probably resorted to the time-honored tradition of the role-play in their sales meetings. But, you may be asking, why not just skip the whole role-play deal and have your top people explain to the others how they deploy their sales skills? And what, exactly, has been learned? Probably not much.

Research 59

Research Groups Cold Calling Exercises 59

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Over my career as a salesperson and a sales speaker, I have met some salespeople who aren’t too excited about the title salesperson.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

Score More Sales

JUNE 12, 2013

If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? Imagine that sales team I mentioned earlier. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224