Igniting Sales Transformation

DECEMBER 1, 2019

The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset. Throughout my sales career, I’ve attended plenty of these meetings and usually left them feeling ticked off that 3-5 days of my selling time was wasted, and I was away from my family to boot.

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Meeting Decision Maker Revelation ACT 130

The Sales Hunter

AUGUST 30, 2013

Securing a meeting with the CEO is cause for celebration, right? If you want to strengthen your sales leadership skills, though, these types of meetings are exactly the situations you need. Identify key objectives of the company. You need to understand those objectives as much as possible before you go into the meeting.

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Sales Leadership Meeting Transportation Consultative Selling 204

Gong.io

NOVEMBER 19, 2021

The moment a customer voices a sales objection, it’s tempting to do two things. Hearing sales objections make a rep want to: Say these words: “I’ve got the perfect solution for you!”. Handling sales objections well is a skill that separates good reps from their top-performing peers. Want to Prevent Objections?

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Objections How To Face-to-face Call-back 108

The Pipeline

APRIL 27, 2011

The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Here are the six elements that, combined, make for a powerful regular sales team meeting.

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Sales Meeting Pipeline Meeting Hiring 251

Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Through social media, the sales professional is able to engage with prospects that meet their buyer’s persona. The Four Main Objects of Social Prospecting. Telephone Prospecting. Subjects Covered. The Five Steps of Telephone Prospecting.

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Selling Skills Prospecting Social Media Trade Show 77

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. There just isn’t enough time in the day to do more.

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The Sales Hunter

SEPTEMBER 13, 2012

Sales meetings should always include time for a personal growth or training activity. This is Secret #9 in my 10 Secrets to a Successful Sales Meeting. (Check out secrets 1 , 2 , 3 , 4 , 5 , 6 , 7 and 8 ). Use the time together as an opportunity to help people improve their selling skills. Vary how you do your training.

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Sales Meeting Meeting Training Motivation 168

Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. That requires superior presentation skills.

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Distribution Selling Skills Lead Rank Lead Scoring 45

Sales Readiness Group

JANUARY 21, 2021

In this environment, sales reps need to ensure they are perceived as being relevant and bringing fresh insights to the valuable meeting once they get it. They need to speak senior executives’ language and be clear about their objective.

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Meeting Positioning Gatekeeper Objections 71

The Sales Hunter

SEPTEMBER 10, 2012

If’ you’ve been following along, we’ve been going in-depth on my 10 Secrets of a Successful Sales Meeting. The same thing goes for how we run a sales meeting. Be 100% up front with objectives and be equally clear with the sales team as to what they need to do to achieve the objectives.

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Sales Meeting Meeting Follow-up Objections 180

The Sales Hunter

SEPTEMBER 6, 2012

Meetings that are nothing more than tedious updates will be seen by salespeople as a waste of their time. That’s why Secret #7 in my 10 Secrets for a Successful Sales Meeting is keep to a minimum the time spent on such things as supply chain issues, volume updates, etc. Spend your time dealing with the exception and not the norm.

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Sales Meeting Meeting Distribution Report 166

Jeffrey Gitomer

JUNE 8, 2011

Come Meet, Tweet, and Eat with Jeffrey Gitomer, Noah Rickun, and Joe Sorge. Filed Under: Networking , Sales , Social Media , Success Tagged With: customer service , sales skills , selling skills , selling with social media , social media marketing , success principles. Overcoming Objections. Online Training.

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Meeting Hiring Social Media Loyalty 142

The Sales Hunter

FEBRUARY 7, 2014

When you have 2 out of 4 flights cancelled in a span of 3 days, and both cancellations result in overnight stays and missed meetings, you do have to wonder about air travel. My trips were all scheduled around sales call and client update meetings, as well as a board meeting and a networking breakfast. Things do come up.

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The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You also want to begin building more on needs the customer might have.

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The Sales Hunter

SEPTEMBER 20, 2013

Objective of the calls is three-fold. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Third objective is being able to get a meeting during difficult periods. Sooner you make the calls, the better. It’s your business. ” Sales Motivation Blog.

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The Sales Hunter

SEPTEMBER 26, 2013

He opened the sales meeting beautifully and then began walking the customers through the materials. I’m amazed at the number of salespeople I meet who share that belief. That is the objective, so let’s engage them with a discussion. At that very point is where things fell apart. ” Sales Motivation Blog.

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Consultative Selling Face-to-face Selling Skills Motivation 201

Understanding the Sales Force

JULY 10, 2014

For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. In its essence, social selling is really a component of marketing for which many more salespeople are now taking individual responsibility.

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Top of Funnel Social Selling Funnel Promotion 309

The Digital Sales Institute

MARCH 12, 2024

This knowledge will help them to deal with customer questions and overcome any objections that get in the way of closing. Communication Soft Skill. Soft sales skills such as communication are essential to sell and close effectively. Handling Sales Objections. In fact, salespeople should expect them.

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Closing Objections Buyer Proposal 52

MTD Sales Training

NOVEMBER 26, 2019

Cross-selling and upselling are similar in that they both focus on providing additional value to customers , instead of limiting them to already-encountered products. In both cases, the business objective is to increase order value and inform customers about additional product options they may not already know about. Happy Selling!

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The Sales Hunter

JUNE 5, 2013

Below are 6 questions you must ask yourself about your selling process: 1. What percentage of my customers have done research on the internet before meeting with me? If they’re doing it before you meet with them, I would refer to this as exploratory. At what point during the sales process are they doing this?

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Customer Direct Response Selling Skills Motivation 250

Highspot

JANUARY 4, 2024

A sales training strategy is your blueprint to equip sales teams with the necessary skills and knowledge to excel. The strategy ensures reps are well-prepared to meet and exceed sales targets. It’s tailored to meet the unique training needs of your team and aligns with business and sales goals.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Allego

JANUARY 12, 2022

Other sales leader resolutions I saw on social media: “Start giving reps objective coaching and feedback.”. Add value to my sales team not just to help them sell more, but be better people, live better lives.”. So, even when in-person meetings become safer, a hybrid approach will remain.

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How To Selling Skills Collateral Microsoft 116

Gong.io

APRIL 27, 2018

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? But, the way successful salespeople were handling sales objections were golden and we wanted to share them as well. It’s as if objections trigger them into slow motion.

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Objections Call-back Sales Cycle Competition 48

The Sales Hunter

JANUARY 28, 2014

Undoubtedly, you have a quota or objective to meet, and for many salespeople it’s not just a volume amount, but also a dollar amount. Objective for most salespeople is to ensure their sales reach a specific dollar amount. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

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Discount Selling Skills Objections Maximizer 185

SBI Growth

AUGUST 27, 2013

Training typically involves selling skills or negotiation methods. Major Interaction Preparation : Major interactions are those buyer meetings that are critical to advancing deals. Simple call plans help prepare and keep the interaction focused on the objectives wanted. Yet most reps don’t understand it.

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Closing Pipeline Buyer Call-back 306

Janek Performance Group

MARCH 8, 2024

Here are a handful of essential skills a training curriculum must address: Assessing needs & opportunities Relationship building Active listening Presenting ideas Negotiating Handling Objections Leveraging technology And more… In the easy days of selling, buyers needed products. Instead, sellers must anticipate objections.

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Training Face-to-face Education Negotiation 62

SBI Growth

JANUARY 29, 2019

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

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ROI Strategy Objections Revenue 237

Women Sales Pros

JANUARY 23, 2019

For example, if your CEO has a key objective around revenue growth, that can serve as a learning pillar. Content and metrics can then be designed to support that objective Segment pre-learning from learning at the event. Focus on selling skills, not just product updates. Design accountabilities.

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Hiring Face-to-face Insurance Insurance 92

Highspot

JANUARY 3, 2024

It starts with understanding the customer’s needs and demonstrating how your product or service can meet those needs. This is followed by handling sales objections, offering solutions, and finally, guiding the customer towards making a buying decision. These challenges can influence the sales team’s ability to meet quotas.

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Closing Training Lead Rank Negotiation 52

The Sales Hunter

SEPTEMBER 12, 2013

Your objective when you meet with a prospect is to allow them to share with you a piece of personal information which you can then use to start off the next conversation you have with them. Blog Professional Selling Skills Prospecting prospect prospecting' Follow-up faster. ” Sales Motivation Blog.

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Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

JULY 26, 2013

CEOs who stand on the side and don’t think they need to be involved in sales other than discussing the business with the VP of Sales in a weekly meeting are failing to understand their role. Blog leadership Professional Selling Skills ceo sales leadership' Copyright 2013, Mark Hunter “The Sales Hunter.”

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Sales Leadership Selling Skills Sales Motivation 234

Allego

DECEMBER 21, 2022

The reality is virtual selling involves much more than conducting Zoom meetings. And that takes skill and practice. The seller interacts with buyers live through a videoconference tool, phone call, Facetime, or in-person meeting. Prepare for the Meeting. Everyone talks about it. Preparation takes several forms.

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Strategy Collateral Case Study Video 62

Gong.io

SEPTEMBER 26, 2022

Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. What is remote sales?

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Face-to-face Decision Maker Lead Rank Pipeline 108

Steven Rosen

AUGUST 23, 2016

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers. Companies continue to struggle to meet their sales objectives.

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Report Sales Management Hiring Selling Skills 120

LeadFuze

AUGUST 13, 2021

An ABM marketer’s objective is to provide content that is stage-specific. Drive to Close, JBarrows’ hallmark sales training courses, is designed to engage the sales staff and maximize sales skill sets. JBarrows conducts a pre-training meeting with the firm’s management in order to tailor the instruction.

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Course Ideal Customer Profile Training Account Based Marketing 98

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills Prospecting goal goal setting price sales goals year-end' ” Sales Motivation Blog.

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Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

FEBRUARY 15, 2013

When the sales funnel or pipeline is full, it’s amazing how much more confident we are when meeting with customers. Objective here is you see this list of names that you know you will be able to turn into customers with your selling skills.

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