Sales and Marketing Management

JULY 26, 2018

Selling skills still matter. The thinking is that AI will turn B-players into A-players, and A-players into unprecedented selling machines. Compare that to 2016, when CRM penetration surged to 74 percent but goal attainment dropped to 55.8 percent, and it’s clear that data by itself is not the key to sales success.

Training 206

Training Penetration Government CRM 206

The Sales Hunter

APRIL 21, 2016

Who do you listen to? Who do you look to for new insights and ideas? One of the things I enjoy most is being able to meet with and listen to great thought leaders. With a big portion of my time spent speaking at conferences, I have a unique opportunity to connect with some […].

Conference 100

Conference Meeting Opportunity Sales 100

The Sales Hunter

DECEMBER 25, 2016

Check out the video to see what I mean: Copyright 2016, Mark Hunter “The Sales Hunter.” Do you know what happens when you focus on ONE thing at a time and do it well? You get better results! Multi-tasking may sound like a great approach, but ultimately it can slow your momentum. ” Sales Motivation Blog. […].

Motivation 144

Motivation Video Sales Selling Skills 144

The Sales Hunter

JULY 31, 2016

Copyright 2016, Mark Hunter […]. Write down your definition of success. Then ask yourself if you are achieving this. Your goals should equip you to be successful, and when you are successful, you will be more confident.

Motivation 136

Motivation Video Sales Selling Skills 136

The Sales Hunter

JULY 3, 2016

I don’t want you thinking just about 2016! I want you thinking about your 18-month goals too! When you look out 18 months, it changes the way you use your time (your greatest asset!) Ultimately, it also changes the questions you ask and the customer relationships you build. Check out the video to see what […].

Video 136

Video Motivation Sales Customer 136

The Sales Hunter

DECEMBER 1, 2015

I get asked to participate in a lot of on-line events, most of which I’m unable to accommodate due to my schedule. When I was asked to participate in this one, I knew it was something worth making a change in my schedule. Being hailed as the World’s Biggest Virtual Sales Kickoff, ELEVATE will be […].

Sales 80

Sales Consultative Selling Networking Selling Skills 80

The Sales Hunter

SEPTEMBER 2, 2016

This week I had another discussion with a sales executive where he went off on saying how his sales team was terrible and the reason the company was going to miss its 2016 numbers. Specifically, he was saying how the team spends too little time prospecting and too much time taking care of existing business. Does this […].

Sales 122

Sales Prospecting Company Selling Skills 122

The Sales Hunter

DECEMBER 19, 2016

Check out the video to see what I mean: Copyright 2016, […]. I want you to set goals and put a plan behind them — then motivate yourself to fly past those goals. Let your goals be your benchmark to surpass.

Motivation 100

Motivation Video Sales Selling Skills 100

The Sales Hunter

DECEMBER 23, 2016

I was struck by a study I just read, “Global Leadership 2015-2016 Study.” ” What it says is really keeping CEOs up at night. You can read an overview at this link. Here’s an excerpt from the article: The short answer: Leaders just aren’t ready to lead.

Study 100

Study Research Leads Marketing Qualified Lead 100

The Sales Hunter

AUGUST 22, 2016

” Check out this video to see what I mean: Copyright 2016, […]. The more you help other people, the more they are willing to help you. Make a plan to ask, “Who in my network can I help?”

Networking 100

Networking Video Motivation Sales 100

The Sales Hunter

JULY 25, 2016

Copyright 2016, Mark Hunter “The Sales Hunter.” Every successful person I know has a 20-year goal AND a plan to get there. Grab a vision for your life and think further down the road than this year or the next year. Your sales motivation depends on it! ” Sales Motivation Blog. Mark […].

Motivation 100

Motivation Video Sales Selling Skills 100

The Sales Hunter

FEBRUARY 23, 2016

You have a great opportunity today to invest in yourself and your success with the Sales Kickoff Summit 2016! Are you up for the challenge?! This online event will gather 7,000+ sales leaders from all over the world to hear the insights from top sales authors, executives and experts (including me and some of my […].

Sales 100

Sales Opportunity Selling Skills Motivation 100

SalesLoft

MARCH 8, 2016

And you can be the best sales rep out there, with the conventional sales skills of an old-school rep, but if you can’t leverage today’s technology — you’re screwed. Fear not, there’s a step-by-step process to take these new selling skills and turn them into action: Step 1: Prioritize Your Accounts.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Sales Excellence

MAY 25, 2016

Denver, CO, USA –May 25, 2016 – Sales Excellence, Inc., a premier global sales training and consulting organization, today announced that it has been awarded a spot on Selling Power’s 2016 list of the Top 20 Sales Training Companies that excel in helping organizations improve sales performance. 713/874-0898.

Training 20

Training Company Travel Face-to-face 20

Selling Power

MAY 7, 2018

I never really imagined sales would be my career until I closed my first cloud deal as an inside sales rep at Microsoft in 2016 and crushed my sales quota.

Quota 48

Quota Microsoft B2B Inside Sales 48

Sales Training Connection

JANUARY 27, 2016

But Sales in 2016 is going to be about disruption – which has implications for staying within one’s comfort zone. New products require sales teams to adjust and adapt their selling skills. ©2016 Sales Momentum, LLC. What’s wrong with “tried and true” or a too cautious attitude?

Guarantee 50

Guarantee Commission Competition Buyer 50

Mindtickle

MARCH 21, 2017

Procore was featured on Forbes Next Billion-Dollar Startups 2016 and reached unicorn status on Dec 2016. They are selling skills, a definite approach to product and industry is being a powerful leader in that perspective, and then working efficiently with our technology and maximizing the results.

Sales Enablement 52

Sales Enablement Conversion Hiring Webinar Metrics 52

Mindtickle

MARCH 21, 2017

Procore was featured on Forbes Next Billion-Dollar Startups 2016 and reached unicorn status on Dec 2016. They are selling skills, a definite approach to product and industry is being a powerful leader in that perspective, and then working efficiently with our technology and maximizing the results.

Sales Enablement 52

Sales Enablement Conversion Hiring Webinar Metrics 52

Pipeliner

FEBRUARY 5, 2018

Such challenges include reducing churn among sales ranks, hiring the right talent for inside sales, speeding up new hire skill ramp time, reduction of deal forecast slippage, improvement of opportunity qualification, and ensuring salesperson skill at having business conversations instead of simply pitching product features.

Inside Sales 40

Inside Sales Lead Rank Hiring Lead Scoring 40

Hubspot Sales

DECEMBER 20, 2017

In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy." Understanding why they’re succeeding is trickier.

Quota 143

Quota Objections Follow-up Call-back 143

Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Lacked requisite selling skills to engage in a value conversation. What’s the #1 way to start the New Year strong? Based on what I’ve heard from sales leaders, 2017 wasn’t much better. Didn’t follow up with the leads they had.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

MEDDIC

MARCH 11, 2022

If you spend a few minutes searching the web and aggregate results of studies by CSO Insights; HBR, Forrester, and other sources, you will notice the decline of sales quota attainment: 2014: 63% 2015: 57% 2016: 50% 2017: 53% 2018: 50% 2019: 43%. TOOLS DON’T SELL; SKILLED SELLERS DO. That’s how the MEDDPICC leverage works.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Hubspot Sales

MAY 25, 2018

Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. They’re not only selling less than they could be, they’re also being forced to sell at lower prices than they should be! © 2016 Mike Weinberg. There are so few in sales who are truly professional sellers.

Vendor 111

Vendor Lead Rank Lead Scoring Call-back 111

Gong.io

OCTOBER 18, 2021

P.S. Unilever acquired Dollar Shave Club for $1 billion in cash in 2016. What the advantages are : No need to buy “shavetech you don’t need” and forgetting to buy your blades every month. Dollar Shave Club has you covered. ONE BILLION. Sales Pitch Element #5 : The Evidence. The Evidence.

Examples 71

Examples ROI Buyer Call-back 71

Vengreso

JULY 11, 2022

In February of 2016, LinkedIn released the ability for users to see how well the platform rated their social selling skills. Based on the above, we have no choice but to work to boost your LinkedIn Social Selling Index score. LinkedIn SSI Score Measures.

Lead Rank 116

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 116

The Sales Hunter

JANUARY 12, 2016

It’s far too easy to put blame on the customer when they refuse to say “yes” and buy from you. We’ve all had that feeling on more than a few occasions. We can be quick to pass further judgment by saying the price wasn’t quite right or any number of other excuses, but that’s […].

Closing 100

Closing Sales Customer Selling Skills 100

The Sales Hunter

DECEMBER 31, 2015

I asked several of the smartest people I know what they consider their number one goal setting technique, and here is what they shared: John Spence www.JohnSpence.com @AwesomelySimple My number one goal setting technique is to make it public. When I set an important goal that I truly want to reach, I tell several of […].

Cold Calling 100

Cold Calling Consultative Selling Selling Skills Sales Goal 100

The Sales Hunter

DECEMBER 29, 2015

This year I will: 1. Not set goals without also having a plan to achieve them. Spend more time learning, and most of all using what I learn. Focus not on what I wish I had done, but on what I will do. Spend less time measuring trailing indicators and more […].

Consultative Selling 100

Consultative Selling Selling Skills Sales Goal Motivation 100

The Sales Hunter

DECEMBER 29, 2015

I can’t stress enough the importance of making sure not a single day is wasted. It’s why every day in January is just as important as every day in June or December. Of all the months, I feel January is the most important for one simple reason: It sets the tempo for the year. A […].

Sales 100

Sales SalesForce Selling Skills Sales Goal 100

Highspot

NOVEMBER 1, 2022

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

DECEMBER 5, 2023

And though this method is perhaps more nuanced than the usual cut-and-dried sales practices, some market trends indicate consultative selling skills are 100% worth the extra effort. In fact, as far back as 2016, buyers were already expressing a preference for collaborative sales experiences without the standard “hard sell” tactics.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Hubspot Sales

FEBRUARY 7, 2018

According to The Bridge Group’s 2016 Sales Development Metrics and Compensation report , it’s most common for companies to base an SDR’s commission on the number of meetings or opportunities they pass to their partner reps and the number of meetings or opportunities accepted by those reps.

Hiring 127

Hiring Salary Engineering Compensation 127

LeveragePoint

APRIL 12, 2019

Obituaries for product selling and solution selling have been written many times. In 2016, according to Brent Adamson , the average number of stakeholders involved in a B2B purchasing decision had risen to 6.8. Richardson’s top 5 skills: Delivering a Compelling Value Proposition.

Buyer 22

Buyer Case Study Marketing B2B 22

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. Selling Is a Competitive Sport. Selling Is a Competitive Sport.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

Named one of the top retail influencers of 2016, Phibbs is also an American Express merchant advisor, IBM retail futurist and RetailWire BrainTrust partner. Selling Skills for Non-Sales Roles. Offers expert advice, tips & sales training enablement content for today’s leading sales & learning professionals.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98