The Sales Hunter

OCTOBER 18, 2013

If and Then : The two words no sales manager ever wants to hear. Salespeople are quick to come up with a reason why they are not successful. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” What is the real reason they aren’t making the sale?

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Sales Management Consultative Selling Selling Skills Motivation 232

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Sales Managers should be spending 75% of their time coaching their team. Let customer service or post-sales support handle this.

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Sales Management Face-to-face Decision Maker Travel 310

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.”

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Sales Management Selling Skills Sales Leadership Sales 212

Anthony Cole Training

DECEMBER 11, 2014

It’s not a lot different from helping our clients identify why the sales team isn’t generating the anticipated sales growth. When we complete our Sales Organization Assessment, we end up with a graphic that looks like this: What you are looking at is a summary of the level of different skills that the sales team possesses.

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Sales Management eBook Coaching Sales Qualified Lead 200

MTD Sales Training

OCTOBER 18, 2017

So what are the identifying marks of a weak sales manager ? How can you, as Sales Director, determine the signs that have to be dealt with? You measure your management team on the results they achieve. A weak manager will look for reasons and excuses. Blaming Results On The Poor Sales Team.

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Sales Management How To Influencer Coaching 120

Partners in Excellence

SEPTEMBER 8, 2022

I’m continuing my series on the importance of understanding selling as a complex system. We tend to focus on the pieces/parts of what we do, the responsibilities of our organization, for example marketing, SDRs/Inside Sales, AEs, Account Managers, Sales Engineering, Sales Ops, Sales Enablement.

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Hiring Sales Management Territories Forecasting 73

Anthony Iannarino

JUNE 9, 2019

Learn how to sell without a sales manager. You need to make sales. This eBook will help you Seize Your Sales Destiny, with or without a manager. Ideas come through you if you open yourself up to recognizing them. The post What I Learned Publishing 4,000 Blog Posts appeared first on The Sales Blog.

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Anthony Cole Training

DECEMBER 5, 2014

As I have written before, I grew up on a farm in Hammonton, NJ., When growing up on a farm, it is beneficial to learn how to use certain tools. Tony," you might be asking, "what does this have to do sales management and sales management tools?" As a sales manager, you need a tool box.

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Tools Sales Management Hiring Pipeline 196

Janek Performance Group

MAY 25, 2022

If you are in sales, you likely see yourself as a leader. If you are a sales manager, you must be a leader. But if sales management is a new role for you, it can feel like you are swimming upstream. First Rule of Sales Leadership: Know Your Purpose . What is that purpose of a new sales manager?

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Sales Leadership Sales Management Lead Rank Promotion 62

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. ” Sales Motivation Blog. .

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Video Sales Management Consultative Selling Motivation 192

Zendesk Sell

JULY 16, 2019

To understand this concept more clearly, take a look at the main differences between a traditional “waterfall” sales process and an agile process: Agile sales management explained. So, how does agile management relate to sales? John Barrows, expert sales trainer and advocate.

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Sales Management Microsoft Survey Banking 98

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. The hours are about the same, it''s a step up, and it usually pays better. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! Today, a new resume is all that''s needed.

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Sales Management Webinar Metrics Coaching Sports 214

Sales Hacker

JUNE 23, 2021

There’s more sales content than ever before – how do you sort through the noise? Since we deal with sales content on the daily, we thought we’d save you some time. Here are the seven best sales blogs (and five bonus sales newsletters!) Sales Hacker. Topics and discussion channels include: Sales management.

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Top of Funnel Webinar Metrics Hubspot Cold Calling 82

Anthony Cole Training

DECEMBER 3, 2014

My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab? Okay, get the idea? Coach them!!

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Hiring Sales Management SME Coaching 193

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

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SalesManager Sales Management Strategy How To 52

Anthony Cole Training

JANUARY 30, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies II.

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Sales Management Hiring Ideal Customer Profile Call-back 159

SalesLoft

JANUARY 2, 2020

Sales blogs to go to for insight in every sales role, from sales professionals to sales managers to sales leaders — aside from Salesloft.com, of course! For Sales Professionals: The Sales Blog (Anthony Iannarino) | Anthony Iannarino is an international speaker, author, and sales leader.

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Lead Rank Webinar Metrics Lead Scoring Inside Sales 52

The Sales Hunter

JANUARY 27, 2012

Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. 5 Sales Training Tips for Sales Managers AND Salespeople. The success you have in sales is dependent on your level of confidence. FREE Resources. E-mail RSS.

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Sales Management Training Hiring Ideal Customer Profile 204

Your Sales Management Guru

MAY 21, 2012

Sales Leadership: Increasing Wallet Share with Cross Sell/Up Sell Strategies. Over the many years as a sales leader and as a consultant, when potential sales looked weak, the first action I would take would be to analyze all existing clients as to what products and services they currently use or have implemented.

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Up-Sell Strategy Guarantee Exercises 77

CloserIQ

DECEMBER 26, 2018

One of our goals this year was to create and curate the best sales content out there for advancing your career and building top sales teams. Every week we compiled our favorite posts on everything from sales strategies to hiring plans. Here are 20+ of our favorite sales blogs from 2018.

Hiring 79

Hiring Decision Maker InsideSales Face-to-face 79

HeavyHitter Sales

APRIL 17, 2010

Heavy Hitter Sales Blog. 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. Your Sales Career!!!Indy Sell high or die!

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Sales Management Penetration Software Software 131

Your Sales Management Guru

NOVEMBER 7, 2016

Sales Management End of Year Checklist. . While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Depending upon the person and the conditions in their sales organization each article may or may not be pertinent. www.ChannelEQ.co

Sales Management 85

Sales Management Hiring Compensation Quota 85

Showpad

NOVEMBER 21, 2021

What’s one of the biggest shifts sales management needs to be thinking about now that we’re in this hybrid world of selling? Every day, our team wakes up and thinks about how they can help their customers with the challenges they are facing in healthcare.

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Face-to-face Revenue Training Data 98

Jeffrey Gitomer

APRIL 13, 2011

Filed Under: Attitude , Leadership , Overcoming Objections , Sales , Sales Management , Success , Trust Tagged With: attitude training , building trust , customer service training , establishing trust , gitomer , Jeffrey gitomer , jefrrey gitomer , overcoming objections , professional sales training , sales management training , success principles.

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Hiring Social Media Loyalty Cancellation 324

Marc Wayshak

MAY 25, 2022

If so, you might often find yourself thinking, “I feel like with just a couple of small tweaks, we could be making so many more sales…”. One of the most common questions I get from sales managers is, “How can I make some small changes that will allow my sales team to sell significantly more?”. Scalable offering.

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Hiring Sales Management Training Lead Gen 62

Anthony Cole Training

JUNE 5, 2015

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles. Ike sent me a link to a survey that was done regarding the hunt for sales managers/directors.

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Hiring Sales Management CRM Scale 120

Anthony Cole Training

AUGUST 28, 2014

In case you missed my previous blog post, I talked about words of wisdom I learned from my dad, Ray Cole Sr. I started that post with the comment that I thought my dad could have been a good sales manager. I started that post with the comment that I thought my dad could have been a good sales manager.

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Sales Management Hiring Government Coaching 181

Jeffrey Gitomer

MAY 27, 2011

Filed Under: Attitude , Leadership , My Books Tagged With: attitude training , business social media , corporate sales training , customer loyalty training , gitomer , Jeffrey gitomer , jefrrey gitomer , overcoming objections , sales management training , sales training. Get Sales Blog Updates. Sales Videos.

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Hiring Social Media Loyalty Cancellation 315

Jeffrey Gitomer

JUNE 14, 2011

NOTE: Often at a business networking event everyone’s trying to sell – you gotta be able to wear either the buyer or seller hat, and listen for your opportunity. It may be your best networking venue of them all, and most people waste it on having a “non-stop-whoop-it-up-we’re-away-from-home” attitude.

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Networking Hiring Trade Show Social Media 325

Miller Heiman Group

NOVEMBER 12, 2019

In this guest blog post from one of our inaugural Miller Heiman Group Icons , Kevin Lewis, Global Sales Excellence Leader at Milliken Chemical and an authority on developing sales managers, recommends five ways to get new sales managers off to a great start. Great sales leaders aren’t born: they’re made.

Chemicals 75

Chemicals Sales Management Top of Funnel Lead Rank 75

The Center for Sales Strategy

JULY 29, 2019

This is probably not a news flash, but salespeople don’t like to feel as though they are being used by their sales manager to hit their budget or bonus. The manager doing most of the talking said to the other, “I just don’t know what I am going to do. Instead, I decided to write this blog post and share my thinking with you.

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Sales Management Conference Up-Sell Industry 70

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

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Hiring Sales Management How To Promotion 96

Anthony Cole Training

SEPTEMBER 26, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call? Why Arent Your Salespeople Selling? 5 Direct Sales Activities that Lead to Sales Success? Sales Core Competencies II.

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Anthony Iannarino

JANUARY 7, 2020

There are different types of sales managers you run into during your time in sales. These are the seven types of sales leaders you find on the sales floor, six of which you should avoid. There may not be any more fun one can have as a sales manager as that of the super closer.

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Sales Management Ideal Customer Profile How To eBook 78

Showpad

DECEMBER 5, 2021

When our sales team engages with a customer, they can help them think about new ways of approaching the problem and give guidance. . How do you set up a sales enablement organization for success in today’s digital world? . Too much emphasis has been put on individual training and never enough on coaching of sales teams.

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Conversion Top of Funnel Lead Rank Ideal Customer Profile 98

The Sales Hunter

APRIL 4, 2013

They watch you to see how you handle yourself in good times and bad times, and what they see from you becomes what they wind up believing as acceptable behavior. It does in a family with the parents, it does in a school with the administrators and it does in the workplace with the managers. ” Sales Motivation Blog.

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Sales Management Motivation Selling Skills Sales Leadership 195

Jeffrey Gitomer

JULY 7, 2011

Referrals are the highest percentage sales call in the universe. Referrals are not magic, but they sure make selling seem like it – you make more sales when you have more referrals. And your friend may even agree to do this for you, but in the end when it comes time to put up or shut-up, their list will be very short.

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Referrals Hiring Social Media Loyalty 299