The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. Selling Skills or Selling Process? Which is Holding You Back? A person with strong selling skills. Prospecting.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. You probably started with a tricycle (very safe), then got a bicycle with training wheels (safe), which you eventually dropped for a free ride (not so safe). That feels great.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

Mr. Inside Sales

SEPTEMBER 23, 2022

If it’s not perfect selling skills, then help them upgrade those skills today! Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Unlimited License: One to 100 reps can attend for one low price!

Face-to-face 156

Face-to-face Gatekeeper Decision Maker Licensing 156

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Many salespeople have found the entire shift very frustrating and are still uncomfortable selling virtually. Salespeople who had poor selling skills before COVID are now extremely challenged in hitting their quotas.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training. Sales Training Ideas to Try.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Highspot

JANUARY 9, 2024

Gone are the days of cold calls and one-size-fits-all pitches. This makes B2B sales training more important than ever. This makes B2B sales training more important than ever. What Is B2B Sales Training? It starts with prospecting for potential leads, then moves through to negotiation and closing the deal.

B2B 52

B2B Training Top of Funnel B2C 52

Mr. Inside Sales

MAY 22, 2021

Mindset determines the actions you take, how you deal with adversity, how much you use good selling skills (and how much you invest in them), and how you adapt to the changing conditions around you. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Jeffrey Gitomer

OCTOBER 19, 2011

Online Training. Ways To Win Prospects And Contacts At A Networking Event. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). ways to win prospects and contacts at a networking event: 1. Categorize them on the back of their card as soon as you get it.

Networking 314

Networking Hiring Prospecting Social Media 314

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. What is Social Selling?

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. At the end of each day, look back and congratulate yourself for the most significant thing you accomplished that day. cold calling. prospecting.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

Training 92

Training Lead Rank Hiring Course 92

Vengreso

APRIL 4, 2022

This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business. So, if you want to make the very best online impression and actually attract customers to you, taking a LinkedIn learning course, tutorial, or training is the way to go!

LinkedIn 71

LinkedIn B2B Conversion Training 71

Mr. Inside Sales

MARCH 20, 2020

The challenges your prospects are going through are the same ones you are. Respect the time frames they are giving you—and then schedule a call “just to check in” at the time they suggest. Here are some emails you may be getting, and some suggested wording for your responses to them: Email from Prospect #1: Dear…. “I

Face-to-face 157

Face-to-face Call-back Objections Gatekeeper 157

BrainShark

MAY 2, 2022

Virtual sales training is any synchronous or asynchronous learning provided online or via a digitalized experience. This means training can be delivered across multiple locations simultaneously and, in the case of asynchronous learning, at any time that’s convenient for the trainee. Assessing whether reps are ready to sell.

Training 71

Training How To ROI Course 71

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Lets you evaluate your training program’s impact on sales KPIs. How long will your training materials be?

Training 71

Training Hiring How To Course 71

criteria for success

SEPTEMBER 1, 2022

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. First, it's about establishing comfort and trust between the buyer and the seller, and second, it's about understanding your prospect’s problems at a deep level. First of all, being a consultative partner means two things.

Consultative Selling 105

Consultative Selling Selling Skills Up-Sell Buyer 105

The Sales Readiness Blog

JULY 22, 2022

Back in the day, sales prospecting was a straightforward activity: 50 calls a day. Today, prospecting has evolved as everyone spends less time talking on the phone. The most notable change is the quantity of prospecting emails sent out by sales teams.

Prospecting 52

Prospecting Call-back Sales Selling Skills 52

Vengreso

JUNE 12, 2023

Prospects do not want to be sold to. At this point, many sales organizations believe it is time to implement a virtual sales training program led by an instructor. However, that comes after you’ve properly planned for the training to ensure new techniques are implemented in order to achieve modern sales success.

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

MTD Sales Training

APRIL 19, 2020

In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”. Here are some ideas that will help when you are holding a virtual meeting with a prospect online. Don’t treat this as a simple call to ‘touch-base’. Don’t try to ‘sell’.

Meeting 156

Meeting Face-to-face How To Call-back 156

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. There is the hard sales skills V soft sales skills debate not to mention social selling, customer profiling, outreach tactics and all the steps in the sales process. So, in your sales training you will need consistency and patience.

Training 52

Training Ideal Customer Profile Exercises Scale 52

The Sales Hunter

APRIL 30, 2013

Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill. Use the call to help identify another need with which you might be able to help them, either now or in the future.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

Gong.io

AUGUST 22, 2018

“I’m running out of sales training ideas ,” the director of sales told me, a bit embarrassed. “My But keeping a calendar of sales training topics has been tough to juggle with everything else I have to do.”. If you’re on the hook for delivering impactful sales training, but you’re short on time, this post is for you.

Training 92

Training Cold Calling Webinar Metrics Objections 92

Mr. Inside Sales

AUGUST 28, 2017

This is one of my favorite sayings, and I love to use it during training or during a speaking event. Unfortunately, whenever I go into a company and listen to their pitch, or the way they handle objections, or open their calls, I hear it. Many sales teams, and sales reps, are practicing poor selling techniques over and over again.

Call-back 124

Call-back Face-to-face Selling Skills Objections 124

Jeffrey Gitomer

SEPTEMBER 7, 2011

Online Training. Just go back to the third grade where you made excuses that were equally as silly. Trying to sell instead of getting people to buy. Failing to realize that the prospective customer has heard the same pitch 20 times. Not having a deep enough belief in what it is you are selling. See Jeffrey Live!

Hiring 245

Hiring Training Social Media Follow-up 245

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.”

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

A Sales Guy

SEPTEMBER 23, 2019

Too much reliance on selling tools. Upcoming: Not enough training in the industry/space. Little respect for prospects and buyers time. That was selling in 1996. There was no Outreach or Salesloft to provide cadence support (I built my own cadence, and BTW cadence wasn’t even a thing back then).

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

The Sales Hunter

NOVEMBER 21, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. Sales Motivation: Don’t Sell the Economy. cold calling. high profit selling. prospecting. sales training. sales training tip.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

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. By the way, if you’re really that good, I don’t think you would be wasting your time calling on me. Please return my phone call. ” Sales Motivation Blog.

Customer 240

Customer Call-back ACT Selling Skills 240

Highspot

JANUARY 14, 2024

Why Virtual Sales Skills Training Matters The shift from in-person to remote work demands new skills. With only 33% of salespeople effective in virtual environments , training in virtual sales skills, emphasizing digital communication and platform proficiency, is crucial to adapting to customer needs in a virtual setting.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

No More Cold Calling

NOVEMBER 29, 2016

Here’s what you might have missed from No More Cold Calling this month. Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Building professional skills takes practice—deliberate practice. Are you fully booked for Q1?

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

Allego

MARCH 10, 2022

On a recent Sales Hacker Panel: Mastering Virtual Selling , three virtual sales experts discussed why virtual selling is a skill, one that needs to be taught as part of an organization’s sales training. Challenges of Virtual Selling. Virtual selling skills are new skills,” says Bob Basilieri.

How To 62

How To Video Selling Skills Proposal 62

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Call Best Practices. Communication Skills. You can’t do your job without knowing something about your prospect or a scouting report. Sales Training Tip #300: How Confident Are You? cold calling.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Allego

NOVEMBER 10, 2022

Fifteen years ago, companies would cut back everything. Sales organizations have to invest in tech, he said, because virtual selling is on the rise. For example, sales managers are using automation to inspect more deals in play, coach more reps, and provide ongoing training. “A It’s time to upgrade and get real sales enablement.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Adaptive Business Services

FEBRUARY 10, 2021

Recently Dave published a couple of articles on prospecting where he shared that, when sales are low, the answer that most sales managers have is … “We need to fill the pipelines! We need to prospect more!”. I’m shocked since I have focused on my ratios since I was a B2B sales newbie back in 1977. I’m not making more calls.

Telemarketing 77

Telemarketing Social Media Cold Calling Call-back 77

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Why remote selling is the future of sales . Keeping prospects engaged.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

No More Cold Calling

MAY 24, 2011

No More Cold Calling OnDemand™. Referral Selling Training Programs. No More Cold Calling. The No More Cold Calling Private Client Program. They love referrals, and can’t figure out what sales training to implement. Provide sales training for you and your team and build referral-selling skills.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? These skills are important, in fact they are table stakes for all professional sales people. Look beyond these and start learning the skills critical to your success.

Buyer 72

Buyer Selling Skills Territories Sales Enablement 72