Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Training Plan. 8.1.5 New Hire Training Plan. . offerings in 2011? capability in 2011?

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives? Here’s another tip: December 15th, 2011 : Make 2012 Your Best Year Ever: 50 Business Tips in 50 Minutes. Ken@AcumenMgmt.com.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Sales Training Connection

JULY 20, 2012

Sales Training. Leading companies engaged in major sales in the B2B market have crossed the Rubicon when it comes to sales training. As a result of this trend sales training is becoming more important and is taking on some new looks. One new look is c ompanies are micro-targeting their sales training. Revenue Generation.

Training 96

Training Face-to-face Retention Maximizer 96

Sales Training Connection

AUGUST 8, 2012

Because a significant amount of money is spent on sales training each year and getting it right is increasingly important, we thought a review of sales simulations would be useful. The simulation must be custom-designed for your sales reps and the specific sales challenges they face. First, it is important to establish some background.

Training 105

Training Face-to-face B2B Groups 105

Sales Training Connection

JUNE 15, 2012

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC. . ©2012 Sales Horizons, LLC. The simplest way to avoid this trap is not to ask too many yes-no type questions. Wasting the customer’s time. Manipulating the customer.

Face-to-face 136

Face-to-face Intent Training Objections 136

Sales Training Connection

JUNE 29, 2012

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC. Technorati Tags: Face to face sales calls , sales best practices , sales call execution , sales training , sales training articles , sales training blogs.

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Face-to-face Collateral Objections Training 127

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. They are listed in no particular order, each with it’s own unique gifts of insight and wisdom to share.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The Sales Hunter

NOVEMBER 25, 2011

You always face obstacles with the little things that get in the way or the fans who can annoy you. You face objections each day just like they face tough defenses in every game. Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? sales training. sales training tip.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Sales Training Connection

AUGUST 15, 2012

Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales calls. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC. Asking, listening, then talking.

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Face-to-face Objections Training Sales 115

The Sales Hunter

FEBRUARY 14, 2012

Feb 14, 2012. Let’s face it. Client Login. Mark Hunter. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles. Selling a Price Increase.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Score More Sales

MAY 15, 2013

Don’t think that energy and passion are about talking loud or getting into people’s faces. Energy is finding what works and with a smile on your face, doing it repeatedly to grow business. Remote professional sellers are not meeting buyers in person so there is less about body language and more about vocal and written cues.

Energy 222

Energy Inside Sales Face-to-face Lead Rank 222

Sales Training Connection

MAY 4, 2012

Sales training. The vast majority of sales training programs have solid content and excellent instructional design. Any company looking to purchase sales training programs has a wide variety of viable options. Yet, too often great sales training programs don’t produce great results. First, who are the players?

Training 119

Training Face-to-face Pivotal Follow-up 119

Sales Training Connection

MAY 21, 2012

So, no other skill set has received more attention in sales training than the art and science of asking questions. Every sales training company has created their own model for asking questions and each model is a little bit different than the next. ©2012 Sales Horizons, LLC. Let’s start with some definitions. Closed Questions.

Closing 130

Closing Face-to-face Training Sales 130

The Pipeline

JANUARY 11, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. Sales Training. December 2011. November 2011.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Sales Training Connection

NOVEMBER 2, 2012

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. Maximize practice and feedback.

Training 103

Training Maximizer Face-to-face Discount 103

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. ” BANT and the Value of Warm Leads.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Sales Training Connection

MARCH 13, 2013

Because a significant amount of money is spent on sales training each year and getting it right is increasingly important, we thought a review of sales simulations would be useful. The simulation must be custom-designed for your sales reps and the specific sales challenges they face. First, it is important to establish some background.

Training 93

Training Face-to-face B2B Groups 93

Sales Training Connection

AUGUST 1, 2012

Sales training programs usually spend time introducing models for handling objections and drilling sales reps on ways to handle the most common ones heard in their sale. In addition to objections sales reps also face tough questions from customers who are simply skeptical. ©2012 Sales Horizons, LLC. Clarify the question first.

Objections 112

Objections Face-to-face Call-back Motivation 112

Sales Training Connection

OCTOBER 21, 2014

As reported in a strategy+business article – in 2012, 70% of consumers surveyed by Nielsen indicated that they trusted online reviews—which represented an increase of 15% in four years. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. Let’s take a look.

Face-to-face 92

Face-to-face Customer B2C Consumer 92

Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. “The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of. industries. Today’s connected consumers.

Study 198

Study Lead Rank Lead Scoring Journal 198

Sales Training Connection

OCTOBER 12, 2012

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC. “Leave the jargon at home” is something that sales people are told over and over again. But from time to time even the best fall prey to the linguistic seduction of jargon.

Face-to-face 114

Face-to-face Training Exact Sales 114

The Sales Hunter

DECEMBER 3, 2011

If you do have to negotiate over the telephone, use pauses and your tone of voice in the same manner as you would in a face-to-face negotiation. Client Login. Mark Hunter. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Sales Training Connection

OCTOBER 22, 2012

Companies should incorporate into their ongoing sales training opportunities for sales reps to practice and get feedback on how to position the “potential of the future.”. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2012 Sales Horizons, LLC.

Face-to-face 104

Face-to-face Lead Rank Lead Scoring Study 104

The Sales Hunter

DECEMBER 22, 2011

My goal is to always keep the face-to-face meetings short. Client Login. Mark Hunter. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. FREE Resources. Sales Articles.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Pipeline

FEBRUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. Your email address will not be shared. December 2011.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Jeffrey Gitomer

JANUARY 10, 2012

Online Training. Gitomer | January 10, 2012 | 1 Comment. Let’s face it, Sparky, you’re not that good at this yet. Ocha Nix says: January 14, 2012 at 1:06 am. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Why did the last five prospects say no? Other than price, there are 5.5 Click here. Share this Post.

Hiring 219

Hiring Prospecting Social Media Loyalty 219

Understanding the Sales Force

MAY 22, 2012

Understanding the Sales Force by Dave Kurlan One of the many changes to affect selling during the last several years is that salespeople are making fewer face to face sales calls than ever before and more of the selling has moved to the phone. Long Train Runnin' - The Doobie Brothers. c) Copyright 2012 Dave Kurlan

Motivation 195

Motivation Face-to-face Sports Call-back 195

Increase Sales

NOVEMBER 13, 2012

With the 2012 elections now behind us, those whose candidates did not win may be experiencing this sales leadership talent of handling rejection. Many traditional sales training programs cannot develop or improve this sales skill because overriding premise is externally driven. in a defensive, hostile or emotional manner).

Sales Leadership 161

Sales Leadership Small Business Small Business Face-to-face 161

SBI

MARCH 1, 2021

StorySlab helps sales reps maintain the real-time, personal nature of a face-to-face conversation even when they’re remote. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . That has all been upended now.

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Face-to-face Apparel Chemicals Call-back 94

Jeffrey Gitomer

JUNE 2, 2011

Online Training. You can respect someone face-to-face, in a professional or business environment (that’s referred to as formal respect). Filed Under: Attitude , Leadership , My Books Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , leadership , professional sales training , sales leadership , selling skills.

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

Jeffrey Gitomer

JULY 21, 2011

Online Training. ” It bugs me when someone attempts wisdom, and it flies in the face of logic, emotion, and especially reality. There is no time like the present to change things up in 2012 to ensure its better than 2011! See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Can leaders influence without authority?…Hardly.

Influencer 254

Influencer Hiring Social Media Loyalty 254

Sales 2.0

OCTOBER 14, 2012

We sales people have always known we should know specific stuff about our prospects but during sales episodes like cold calling “blitzes” we seem to have been trained to forget about the person on the other end of the phone until they buy something. tools in general). This post is about knowing about your prospect.

Prospecting 323

Prospecting Face-to-face Google Segment 323

Score More Sales

APRIL 3, 2012

Two things stand out for me: 1) People don’t always know what they need or what will make their situation better, so asking them won’t give you (or them) the answers – only by knowing the issues they face, through powerful questions and a strong understanding of their market sector. It seemed fine. Who knew I was a fluffer?

Lead Rank 190

Lead Rank Lead Scoring Face-to-face Outbound 190

Score More Sales

APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. If you are in a customer-facing position you need to scrutinize your communications immediately. Grammatical errors. Incorrect word choices and improper word usage. What has happened?

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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. 4,300 runners took advantage of their safety inspired offer and opted out.

Hiring 188

Hiring Territories Compensation Forecasting 188

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Sales Training Connection

SEPTEMBER 5, 2012

Sales training. Given that in the United States millions of dollars are spent each year on sales training , are there significant number of influential people who think that sales training really doesn’t work – answer: yes. or “I’m sure our people will at least learn one thing from the sales training.” Bad Experiences.

Training 105

Training Fashion Research Face-to-face 105