Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. Give up (Difficulty Recovering from Rejection). Continue the sales process with these conditions in place (Emotionally Involved). These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. If you network smart, it’s the easiest way to make sales contacts. If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. ways to win prospects and contacts at a networking event: 1. Get Sales Blog Updates.

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. 7 Sales Prospecting Ideas That Work. FREE Resources. Negotiation.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. Sign up here!

Closing 156

Closing Training Gatekeeper Face-to-face 156

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. 5 Sales Training Tips for Sales Managers AND Salespeople.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Partners in Excellence

JUNE 6, 2018

A friend forwarded me an article entitled, “Giving People More Time To Sell Is BS.” The article started with a statement to the effect of “ill informed pundits quoting data that sales people spend only 10-30% of their time F2F with customers.” ” Intrigued, I clicked on the link.

Up-Sell 52

Up-Sell Revelation CRM Buying Cycle 52

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Why You Should Prospect During the Holidays. FREE Resources. E-mail RSS.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Lessonly

DECEMBER 22, 2021

Are you ready to get your head in the sales game and set your sales reps up for top success? Well, then it’s time to get on board with all the glory that sales readiness has to offer! Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching.

Selling Skills 26

Selling Skills Training Scale Negotiation 26

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. January is “Prospecting for Sales Month” Jan 06, 2012.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

No More Cold Calling

OCTOBER 1, 2015

That’s the beauty of referral selling. Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Convert prospects into clients at least 50 percent of the time (usually more than 70 percent).

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. 5 Secrets to Get Better Prospecting Leads. FREE Resources. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. . -->. 4 Easy Steps to Better Prospecting. Identify the prospect.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Shut up Dave and just show us the list already! Okay, jeez, you don''t have to be so impatient. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

Allego

OCTOBER 25, 2022

For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. The move to hybrid work forced sales organizations to adapt and adjust their processes for virtual selling environments.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. The answer to that question is: YES!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Allego

NOVEMBER 10, 2022

Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Sales organizations have to invest in tech, he said, because virtual selling is on the rise. Selling today is hybrid. But it isn’t easy.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

criteria for success

MARCH 17, 2021

This way, new hires need to indicate a certain level of knowledge before they are able to engage with prospects and clients. By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

Hiring 97

Hiring Training Selling Skills Lead Qualification 97

Women Sales Pros

AUGUST 9, 2019

Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm. In fact, this deal not coming through has actually taught me a few lessons on how to be better in the next selling situation.” Many years ago, a prospect, now a client, told her story of a bad hire.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90

SBI

JUNE 3, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Women Sales Pros

OCTOBER 11, 2019

He asks rapid-fire questions about their birthdays, where they grew up and details of the science fiction film. So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills?

Film 86

Film Selling Skills SalesForce Influencer 86

No More Cold Calling

AUGUST 7, 2014

Are you spending too much time cleaning up after sub-par performers? Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Perhaps you didn’t equip them with the skills and tools to do their job. Where Should Sales Managers Spend Their Time? Here’s the challenge.

Hiring 274

Hiring Small Business Small Business Enterprise 274

A Sales Guy

SEPTEMBER 23, 2019

Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. Too much activity management. Little respect for prospects and buyers time. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? For years, sales training presentations have been crammed into one- or two-day events.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

AUGUST 19, 2013

Better yet is if everything does fall into place, you will wind up achieving a number far above your stated goal. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Imagine you wake up in 1958. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. The selling world changes. 1) Video Skills.

Analysis 137

Analysis Scale Film Video 137

The Sales Hunter

MARCH 7, 2014

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.” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Understanding the Sales Force

MARCH 14, 2014

"Achieve Global has come in 3 times in 3 years to teach consultative selling!". So why didn''t the training on consultative selling stick? Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. When you provide sales training, it''s not just new skills that you ask people to learn.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

LeadFuze

AUGUST 13, 2021

Based on the size of your team, aim for 25-50 per month to guarantee your sales staff has adequate follow-up time each month. Consider A/B testing the messaging for prospects and re-testing till you find the optimal messaging for target accounts/members. 4 ValueSelling Associates – Value-Based Sales Training.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” ” Apologies, the article was rather long, but the selling process is so important. The reality is, however, very different.

Analysis 116

Analysis System Selling Skills Buyer 116

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! Selling today has evolved with technology and salespeople have to be comfortable, and anxious to take advantage of, these tools.

Hiring 54

Hiring Sales Management Face-to-face Training 54

Partners in Excellence

MAY 3, 2023

Mobile devices, email, Zoom, and so many other technologies help us reach prospect and customers more easily, eliminating travel time. In addition to tools that to help us reach customers, other tools and technologies helped us manage other aspects of our jobs. Theoretically, freeing us up to have selling conversations.

Proposal 94

Proposal Travel Tools Up-Sell 94

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145