The Sales Hunter

NOVEMBER 14, 2011

Next year’s sales prospects look even tougher. Your boss comes to you and says, “How can you sustain the sales force? ” The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Hire only top sales reps. Do your sales reps make impact on each call?

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Braveheart Sales

NOVEMBER 5, 2020

I am certain he struggled with these issues since I now know that 58% of salespeople need to be liked more than they need to close the business, and 72% of salespeople have personal purchasing habits that sabotage their sales success. Well, in Jim Collins best-selling book, “ Good to Great ,” he discusses the concept. The Remedy.

Discount 52

Discount Remedy Pipeline Negotiation 52

Sales Hacker

MARCH 2, 2020

As a lifelong learner, I turn to books whenever I want to expand my thinking or improve my performance. And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Books that made the cut: Are on my own bookshelf.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Gong.io

AUGUST 22, 2022

Forecasts can also help you align sales quotas and revenue expectations. For example, if a sales report from the previous year shows slowdowns, you can anticipate a similar drop in the same timeframe and work on remediation plans. Build a winning sales plan. They can also be used to improve your sales training.

Report 62

Report Examples Forecasting How To 62

A Sales Guy

SEPTEMBER 12, 2012

When a sales team is failing or isn’t achieving it’s goals, I blame leadership and management. If a sales organizations numbers aren’t were they need to be, blame should be squarely put on management. If there is a drawback, the book maybe a bit remedial for superstars.

Company 113

Company Face-to-face Remedy Fashion 113

Anthony Cole Training

APRIL 11, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 191

Hiring Ideal Customer Profile Energy Demographics 191

The Pipeline

MARCH 28, 2011

Which brings us to their enabled and accomplice, their Manager. Recently I was speaking with a sales manager recently, when I floored by what he said about one of his under performing reps; when we got around to his prospecting (more accurately the lack of it), he said “he’s earned the right not to prospect” Please!

Pipeline 220

Pipeline Twitter Hiring Territories 220

Hyper-Connected Selling

JUNE 21, 2016

I was having a conversation with a sales manager about how to train and develop his salespeople. It’s common for sales managers to assume that the trick is simply to look at #3, and try to find a reason to act that is massively compelling. It’s an interesting question. But in the end, I think it’s the wrong one.

Motivation 45

Motivation Remedy ACT Face-to-face 45

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. A Random Walk Up Sales Street.

ROI 243

ROI Pipeline Training Twitter 243

MEDDIC

FEBRUARY 12, 2024

In his Amazon Best seller book titled “Rhetoric”, Ari explains three key ingredients to make any argument persuasive: Ethos (credibility), Logos (logic), and Pathos (emotional appeal). What’s the cost of doing nothing? Aristotle’s Guide to Convincing People But where does Aristotle fit into all this?

Sales Meeting 52

Sales Meeting Meeting Ideal Customer Profile Case Study 52

Sales Hacker

JANUARY 31, 2018

In this article, I’m going to breakdown what effective sales management is from an executive standpoint. For sales leaders that go above and beyond the call of duty, I call them “Super Sales Managers.” Are You A Super Sales Manager? Enable the AE by removing barriers.

Sales Management 86

Sales Management Top of Funnel Account Pharmaceuticals 86

Keith Rosen

JUNE 2, 2010

As a manager, there are many things to consider when rolling out a coaching program for your team that will lead to a successful initiative, a mediocre one or a coaching program that will go down in flames. Since my last book, Coaching Salespeople into Sales Champions , I’ve been spending the majority of my time (every week!)

Coaching 59

Coaching Epiphany Lead Rank Remedy 59

The Ultimate Sales Executive Resource

MARCH 9, 2010

I have seen several contributions by Sharon Drew Morgen, besides her new book 'Dirty little Secrets.', Ardath Albee in her book “eMarketing Strategies for the Complex Sales” proposes a marketing flavored look on the buyer's journey. There will be a lot of debate on the purpose as there is with the sales process.

Sales Process 45

Sales Process LandSlide Lead Rank Sales Qualified Lead 45

The Ultimate Sales Executive Resource

MARCH 18, 2010

Sales performance is at its lowest in years. When thinking about remedies, the first thought usually goes towards initiatives, mostly in the form of training, focused on sales people helping them to increase their performance in this 'new normal' that seems to emerge. Where to start a sales performance improvement initiative?

Remedy 40

Remedy Coaching Face-to-face System 40

Anthony Iannarino

NOVEMBER 29, 2019

My first book, The Only Sales Guide You’ll Ever Need , was a book about how to succeed in sales. It is every bit as much a success manual as it is a sales guide. Learn how to sell without a sales manager. You need to make sales. Your client isn’t an expert in your industry. Get the Free eBook!

How To 114

How To eBook Remedy Journal 114

Pipeliner

MAY 28, 2023

This article continues our series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. The next mega-threat we’ll take up is the mishandling of data. What Could Happen?

Industry 98

Industry Data Analysis Remedy 98

A Sales Guy

JANUARY 27, 2014

And to make it even worse, I used to be an English prof, director of the writing program, and dean of the college devoted to remediation. Their beliefs, their stories, have great explanatory power for modern businesses and sales teams. Why do you read A Sales Guy’s blog? I’m not usually an in-your-face kind of a person.

Webinar Metrics 112

Webinar Metrics Face-to-face Top of Funnel Strategy 112

Sales Hacker

DECEMBER 17, 2019

It is the largest email discussion group that I know of talking about sales operations in the world. And he’s also the author of a book called Founding Sales. I wrote a book on sales for founders called Founding Sales. When we were acquired by Monster, our sales organization was around 20 people.

Scale 52

Scale Hiring Call-back Software 52