SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. Sales Leadership.

How To 312

How To Sales Leadership Exercises Proposal 312

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. We’ll say you want to achieve $1 million in sales next year. Aim higher!

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

The Sales Hunter

APRIL 9, 2013

We talk about the need to be productive, yet we find ourselves conducting sales meetings that are a waste of time. If the time and money is going to be spent bringing the sales force together, then the focus must be on something that is going to create change. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. Here's why: He said to hire for characteristics and train for competencies. Selling skills!

Hiring 242

Hiring Sales Management Territories Analysis 242

The Sales Hunter

APRIL 30, 2013

You can secure repeat sales from existing customers if you follow the 2/2/2 rule. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

MAY 8, 2013

Remember — you have to look beyond mere benefits of what you sell. Recently I did some training for a large organization. This customized training involved a number of sessions over a few days. It was in-depth training covering several selling techniques. And that’s what sales is all about.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

MAY 27, 2013

Excuse me, but if I spent the start of my week doing that kind of work, I’d have lousy results and lousy sales motivation too. I’m serious, because not only are you using valuable time on Monday doing non-sales activities, but the tasks you are doing are simply not very motivating. ” Sales Motivation Blog. .”

Report 232

Report Motivation Consultative Selling Selling Skills 232

Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren''t more sales managers effective at coaching salespeople?

Coaching 221

Coaching Sales Management Incentives Incentive 221

The Sales Hunter

APRIL 4, 2013

It shows up in both the top-line sales numbers and the bottom-line profit results. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training sales leadership sales motivation'

Sales Management 195

Sales Management Motivation Selling Skills Sales Leadership 195

The Sales Hunter

AUGUST 12, 2013

Is your sales process slow or fast? Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. This ultimately leads to a sales process that is longer (and in some cases slower), but can result in better sales. ” Sales Motivation Blog.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

JUNE 14, 2013

Should senior management play a role in the sales process? Regardless of how big or small the company, top management must understand what is happening in sales for one simple reason — Sales is the group that interfaces with the customer. It’s your job as a sales leader to help them overcome that problem.

Sales Process 221

Sales Process Sales Leadership Travel Motivation 221

The Sales Hunter

JULY 30, 2013

Sure, we’ll be able to remember the big stuff, but many times the ability to close a sale rests on our ability to take a small key piece of information and leverage it. This means either at the end of each sales call or at the end of each day. Copyright 2013, Mark Hunter “The Sales Hunter.”

CRM 261

CRM Cold Calling Customer Service Consultative Selling 261

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s free.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Sales Hunter

NOVEMBER 1, 2013

You’re in sales and you sell the customer something based on a set of expectations they develop from what they have heard from you. The reality, though, is the on-line system for the Affordable Care Act has been a bit of a train wreck (that may be putting it mildly). Third, we have to own the sales process.

Sales Leadership 195

Sales Leadership ACT Selling Skills Up-Sell 195

Score More Sales

MAY 6, 2013

Do you know there is an online program where you can gain sales skills from some of the top sales experts in the world? Then join me for the Internal (Inside) Sales Series. After that, Outside (External) Sales courses begin on August 27th. After that, Outside (External) Sales courses begin on August 27th.

Education 194

Education Lead Rank Lead Scoring Outbound 194

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

The Sales Hunter

JULY 9, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip'

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Assessing Your Sales Team.

Territories 300

Territories Scale Guidelines Groups 300

The Sales Hunter

NOVEMBER 6, 2013

Same goes for how great salespeople help others they work with, whether it be their sales team colleagues or other people in their company. They are their to help guide, train and equip others. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. He knows he is successful.

Motivation 210

Motivation Selling Skills Training Opportunity 210

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. Copyright 2013, Mark Hunter “The Sales Hunter.”

Hiring 238

Hiring Motivation Compensation Selling Skills 238

The Sales Hunter

DECEMBER 27, 2012

Check them out again for great insights that may fuel your sales motivation heading into 2013. 14 More Sales Motivation Quotes to Keep You Going. 6 Reasons Why Selling on Price Doesn’t Work. 7 Sales Training Ideas You Can Use Right Now. 6 Reasons the iPad Can Sell Better Than You.

Motivation 203

Motivation Video Sales Prospecting 203

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. Next time you bad mouth them and what they sell, I’m going to make sure I have them on the phone so they can hear you say it directly. The sales materials you use are lame.

Customer 240

Customer Call-back ACT Selling Skills 240

Understanding the Sales Force

JANUARY 24, 2014

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold!

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

The Sales Hunter

OCTOBER 3, 2013

Twice in the last couple of weeks, I’ve found myself hearing from salespeople who complained about poor sales. Both salespeople complained to me that their sales were poor while others in their company were achieving success. It will do nothing to improve your sales career, and even less to improve your life.

Motivation 180

Motivation Selling Skills Up-Sell Training 180

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

SEPTEMBER 23, 2013

Sales Coaching and Trigger Events. People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree sales coaching is a necessity if you want a world-class sales team.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Sales Training Connection

AUGUST 27, 2014

Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Customer Centric Selling

NOVEMBER 11, 2013

Sales Training Article: 4 Things to Avoid at Sales Kickoff. By Tony Albachiara, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: 1.What

Hiring 45

Hiring Training Buyer Persona ROI 45

The Sales Hunter

MARCH 1, 2013

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. For years I’ve always said hire on attitude not on skill. Too many sales managers think they can take shortcuts to making their number. Reason is simple.

Hiring 234

Hiring Motivation Positioning Groups 234

Increase Sales

JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). So these SMB business owners expect their sales team to generate their own new sales leads.

Small Business 152

Small Business Small Business Outbound Inbound 152

The Sales Hunter

DECEMBER 13, 2012

Do you feel the reason you can’t close more sales is because your price is too high? At the same time, I’m shocked at the number of struggling salespeople I meet who are selling things that everybody needs. Success in sales is not about what you sell. Success in sales is about how you sell.

Motivation 227

Motivation Video Up-Sell Closing 227

The Sales Hunter

JANUARY 17, 2013

Are you wearing big boy pants or are you wearing training pants? But for some of you wearing training pants or diapers, you’re still making excuses as to why you can’t do something. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 183

Motivation Training Account Opportunity 183

Delicious Sales

MAY 2, 2012

Sales (12918). Training (4995). Sales Management (2614). Inside Sales (849). Selling Skills (528). Outside Sales (81). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast?

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

JANUARY 3, 2013

” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Sales managers reading this — try it! Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

A Sales Guy

FEBRUARY 2, 2014

Recently, an inexperienced salesperson was sharing a story with me regarding the events of a specific sales call – a call that didn’t go exactly as planned: I sat down with [the prospect] and, after a bit of conversation, I asked him, “What is the biggest problem you currently have that I can help you with? The economy.

Penetration 115

Penetration ACT Selling Skills Exact 115