Sales Training Connection

JANUARY 18, 2012

Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? And for sales managers who have many sales people reporting to them or who cover large geographies intimacy with accounts is even more difficult.

Sales Management 86

Sales Management Coaching Study Territories 86

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! There are many areas of knowledge sales leaders need.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Sales and Marketing Management

JULY 26, 2018

For example, sales applications should draw on a focused set of data?—?from from CRM, sales performance management solutions, sales enablement, CPQ and other sales-related applications. percent, and it’s clear that data by itself is not the key to sales success. Additional data sources.

Training 206

Training Penetration Government CRM 206

The Sales Hunter

APRIL 12, 2012

Regardless of your sales position, these are 7 you need to know. Far too many sales managers do not give their people consistent follow-up. By “consistent follow-up,” a good place to start is with a set time each day or each week where the sales manager and salesperson have a discussion.

Sales Coaching 249

Sales Coaching Coaching Lead Rank Motivation 249

Engage Selling

JANUARY 30, 2012

Sales managers often encounter cases where a sales rep is in a slump and needs help. Rethink sales presentation. Turn your presentation style upside down (try starting in the middle, for example). Committed to ensuring 2012 is your best year yet! One-size-fits all solutions don’t work. Reconnect to plan.

Sales Management 80

Sales Management Call-back Follow-up Sales 80

The Sales Hunter

DECEMBER 14, 2012

A question sales managers ask me all the time is, “How do I motivate my salespeople?” Let me say that after 30 years of sales management experience, I have found that sales motivation is not something you do to someone else. If you don’t agree with me, let me give you a simple example.

Motivation 211

Motivation Influencer Sales Management Positioning 211

Score More Sales

APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. Example of a question that is not powerful: “How are you today?” I hated that saying, but to this day, years later, it left an impression and a great visual.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

The Sales Hunter

FEBRUARY 13, 2012

Sales Amateur or Sales Professional? Feb 13, 2012. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. Today he offers key points on how your questioning skills can reveal if you are a sales amateur or a sales professional. phone sales tips.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

NOVEMBER 13, 2012

Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. Copyright 2012, Mark Hunter “The Sales Hunter.”

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

The Sales Hunter

FEBRUARY 16, 2012

Feb 16, 2012. I saw an example of this recently at and event with nearly 100 people. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

JANUARY 10, 2012

STOP Letting Customers Control Sales Negotiations. Jan 11, 2012. If your customers are controlling sales negotiations, you need a better plan. Before you doubt me and stop reading, let me give you a couple of examples. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Here is an example: I wanna go to the Proactive Prospecting Workshop in #Toronto [link] #ppmark by @you #contest #toronto. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. A similar scenario faced hundreds of sales leadership executives. These are great examples of sales leadership paying attention to the wrong issues!

Hiring 188

Hiring Territories Compensation Forecasting 188

The Sales Hunter

FEBRUARY 14, 2012

Feb 14, 2012. The key to a cold-calling voicemail message is to not make it a sales pitch, but rather use it as a sound byte to share information the person would find of value. An example might be to share a short sentence about a change in legislation that would impact the prospect. ” Sales Motivation Blog.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

NOVEMBER 6, 2012

” If you’re reading this and you’re a sales manager, I want you to think about areas where people who work for you are operating at a sub-optimal level. One of the best examples I can think of is expense reports. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 183

Motivation Report Follow-up Coaching 183

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Jonathan Farrington

APRIL 30, 2012

Then for our highlight, we announce the much anticipated “Top 50 Sales & Marketing Influencers for 2012” – carefully selected from an original long-list of one hundred and fifty potential candidates – let’s see if you agree with our choices? I am also delighted to announce the launch of a brand new feature over at Top Sales World.

Influencer 32

Influencer Marketing Objections Sales 32

The Sales Hunter

FEBRUARY 3, 2012

B2B Phone Sales Cold-Calling: It Still Works! Feb 03, 2012. Recently I wrote about why I think phone sales cold calling still works , and the feedback has been amazing. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. How well equipped are you, Sales Managers and Sales Leaders to recognize, identify, train and coach salespeople to overcome these weaknesses?

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Pipeline

MAY 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. I see this over and over again in the early stages of sales development at every company we help. I wrote back, “On your very last example, you suggested questions that you could have asked – good job. “To Sales Bloggers Union.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Sales Hunter

DECEMBER 23, 2011

An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. phone sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

Understanding the Sales Force

DECEMBER 11, 2012

Sales Managers Must Make Sure That This Never Happens. Is a Lost Sale Better for Salespeople Than a Win? Targeting Sales Opportunities - The Hidden Truth. Top 5 Sales Management Best Practices. Warning to Sales-Focused Companies Wanting to Stay Relevant. 10 Sales Coaching Examples.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

The Sales Hunter

NOVEMBER 16, 2012

We are in the middle of the football season, so it makes for a good example. 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 Motivation Blog.

Motivation 221

Motivation Webinar Metrics Comparison Sports 221

The Sales Hunter

NOVEMBER 10, 2011

If you are not comfortable saying “I’m in sales” – try this instead: “I help people.” EXAMPLES: “I help people gain more free time to do the things they really want to do.” ” “I help companies better manage their communications systems.” phone sales tips.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 10, 2012

Feb 10, 2012. Examples include: in-person, telephone, voice mail, text messaging, email, etc. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

HeavyHitter Sales

FEBRUARY 22, 2012

Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Career Advice.

Penetration 112

Penetration Competition Examples Study 112

Igniting Sales Transformation

DECEMBER 31, 2019

Following a consistent sales process backed up with the right activities, you can work backwards to lay out the steps needed to achieve your objective. On the other hand, you may have a goal to become a sales manager. A personal example to prove my point. You could set your achievement deadline to be December 31, 2020.

Intent 101

Intent Hiring Follow-up Social Selling 101

Jeffrey Gitomer

NOVEMBER 1, 2011

I will admit that most sales skills and sales tips taught in the 1970′s were somewhat manipulative. Over the last 40 or so years sales models have changed. Probably the best example of change I can offer you comes from a column I wrote several years ago about the “Benjamin Franklin close.” Sales Videos.

Hiring 221

Hiring Social Media Loyalty Referrals 221

The Sales Hunter

JANUARY 23, 2012

Jan 23, 2012. Today’s post will particularly resonate with sales managers, but I think anyone in sales could glean some valuable points. Here are a few examples: Take one person out to lunch each week from a department other than your own. phone sales tips. sales goals. sales manager.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Let me give you an example from my world. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Sales Hunter

DECEMBER 17, 2011

Let me share with you an example. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. I want a Weekly Sales Tip! leadership.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Armed with those two things, you are not only set to achieve full price for full value, but the elimination of a lot of daftness from the sale, for both you and the buyer. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Increase Sales

SEPTEMBER 22, 2012

They say a closed mouth gathers no feet and possibly if your are seeking a new competitive how to increase sales strategy possibly this one of sales intelligence gathering using silence may just be the trick. And yes there are already proven tools n the market place that can assist you with acquiring that sales intelligence.

How To 131

How To Webinar Metrics Competition Small Business 131

Jeffrey Gitomer

JULY 7, 2011

And it is obvious from the above example that they are 100% wrong! Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. of all salespeople do when they ask for a referral.

Referrals 299

Referrals Hiring Social Media Loyalty 299

The Sales Hunter

FEBRUARY 28, 2012

The Power of the “Ultra-Price Package” Feb 28, 2012. For example, they may place a luxury purse on the middle of a display, and then surround it with lower-priced purses. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Jeffrey Gitomer

NOVEMBER 22, 2011

examples of “family thinking” in my business: 1. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Here are 4.5 Health and dental insurance is provided.

Hiring 279

Hiring Social Media Loyalty Insurance 279

The Sales Hunter

OCTOBER 9, 2012

An example I use is in my own business when I get to work with salespeople and companies from Europe or Asia or anywhere outside the United States. Sales Leadership Strategies, Innovation and Growth. This conference is aimed at equipping sales managers and salespeople in meeting sales challenges and overcoming them!

Conference 178

Conference Sales Leadership Motivation Prospecting 178