The Sales Hunter

JANUARY 10, 2012

I’m a strong believer that a key weakness in the sales community is that salespeople are too quick to negotiate. Many times, the customer controls sales more than the salesperson. Before you doubt me and stop reading, let me give you a couple of examples. phone sales tips. sales goals. sales manager.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

DECEMBER 23, 2011

An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. I like to share this example as a way of getting salespeople to realize the importance they play in the sale process. phone sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Pipeline

SEPTEMBER 9, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end. Random Walk Down Sales Street.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Sales Hunter

FEBRUARY 14, 2012

The key to a cold-calling voicemail message is to not make it a sales pitch, but rather use it as a sound byte to share information the person would find of value. An example might be to share a short sentence about a change in legislation that would impact the prospect. phone sales tips. sales goals. sales manager.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Pipeline

APRIL 29, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. There’s so much that’s wrong with the traditional sales funnel, and it’s gotten worse in the Sales 2.0 Random Walk Down Sales Street.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Sales Hunter

NOVEMBER 10, 2011

If you are not comfortable saying “I’m in sales” – try this instead: “I help people.” EXAMPLES: “I help people gain more free time to do the things they really want to do.” ” “I help companies better manage their communications systems.” phone sales tips.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Pipeline

DECEMBER 16, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MARCH 2, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. Random Walk Down Sales Street.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Sales Hunter

FEBRUARY 3, 2012

The reason I share these two examples is simple: The time periods you select to use to make cold-calls may very well consist of nothing more than 45-minute or one-hour windows on a daily basis. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Pipeline

SEPTEMBER 19, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Random Walk Down Sales Street.

ROI 243

ROI Pipeline Training Twitter 243

The Sales Hunter

DECEMBER 17, 2011

Let me share with you an example. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. December 2009. November 2009.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

JANUARY 23, 2012

Today’s post will particularly resonate with sales managers, but I think anyone in sales could glean some valuable points. Here are a few examples: Take one person out to lunch each week from a department other than your own. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Pipeline

MAY 27, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Some examples are: Close-out Sale, Scratch and Dent Sale, Half Price Sale, Birthday Sale, My Dog Maxx’s Birthday Sale, Free 30-Day Trial.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

MAY 13, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. If you take the website I represent, Focus.com , for example, buyers can ask for information they want/need and get it from third-party sources or peers.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

MAY 16, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. One example is prospecting, more specifically for many lead gen and lead conversion to appointments and then prospects. Random Walk Down Sales Street.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

The Sales Hunter

FEBRUARY 10, 2012

Examples include: in-person, telephone, voice mail, text messaging, email, etc. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 12, 2011

The company I use most often as an example in my speeches is hands-down alone at the top… Lexus of Omaha. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

FEBRUARY 28, 2012

For example, they may place a luxury purse on the middle of a display, and then surround it with lower-priced purses. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Anthony Iannarino

JUNE 18, 2019

You may, for example, decide to stop being an average salesperson and become a consultative, trusted advisor. Your transformational breakthrough might see your metamorphosis from “sales manager” to “leader,” from a title on an organizational chart to a role you play in other lives.

How To 107

How To Follow-up Call-back Study 107

Igniting Sales Transformation

DECEMBER 31, 2019

Following a consistent sales process backed up with the right activities, you can work backwards to lay out the steps needed to achieve your objective. On the other hand, you may have a goal to become a sales manager. A personal example to prove my point. You could set your achievement deadline to be December 31, 2020.

Intent 101

Intent Hiring Follow-up Social Selling 101

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. Playbook is an apt description for The Smart Sales Manager.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Steven Rosen

MARCH 29, 2012

An executive’s increase in confidence for example, that is directly attributed to the coaching received, is hard to measure. ©2001-2009 What-IS-Coaching. I believe that a lot depends on what you are measuring; the impact is more qualitative in nature. Remember it is a process, let it work. All Rights Reserved.

Coaching 280

Coaching Guarantee ROI Report 280

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). 2009 (1040). An example might be an analysis or testing process. In 2009, there were 800,000 inside sales departments. This time issue is particularly telling when it comes to front-line sales managers.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Costello

OCTOBER 30, 2018

Like many college grads in 2009, Julian Lumpkin started in an entry-level role in B2B sales and quickly realized that sales was the right place for his talents. As a sales manager at Axial, I realized how important case studies are in the sales process. Julian Lumpkin, Founder & CEO, SuccessKit.

Case Study 49

Case Study Study Sales Process Conversion 49

Hubspot Sales

MARCH 4, 2019

A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. I often work with new sales managers who think, "If these tactics and scripts worked for me, they'll work for my team." The best sales coaching is individualized. But it's not enough.

Hiring 98

Hiring Training Hubspot How To 98

HeavyHitter Sales

JULY 15, 2009

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. Four Critical Sales Kickoff Meeting Success Factors. « Why Are You In Sales? What are the Top 5 Sales Blogs? October 2011.

Penetration 68

Penetration Journal Call-back Study 68

Zendesk Sell

MARCH 28, 2019

Interview your top-performing sales reps and account executives to truly understand their daily responsibilities and what skills/tasks are required in their position. Incorporate their feedback into the description as required skills and actual daily responsibilities like the example below. Learn from best-in-class examples.

Hiring 77

Hiring How To Sales Qualified Lead Lead Rank 77

HeavyHitter Sales

AUGUST 2, 2009

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. Four Critical Sales Kickoff Meeting Success Factors. « What are the Top 5 Sales Blogs? Are Top Salespeople Born or Made?

Strategy 60

Strategy Penetration Hotels Examples 60

HeavyHitter Sales

JANUARY 16, 2009

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. Four Critical Sales Kickoff Meeting Success Factors. Sales Intuition, Memory & Chester » January 16, 2009. Steve W.

Motivation 60

Motivation Penetration Study Influencer 60

A Sales Guy

OCTOBER 27, 2012

Sales blogs aren’t known for their over the top engagement and slue of comments. Yesterdays post was a perfect example. The responses to Kimberly’s letter and her sales growth was the s**t. Here is to each of you for being a kick-ass sales community member. cause at the end of the day everything is sales.

Hiring 109

Hiring Face-to-face Up-Sell Conference 109

HeavyHitter Sales

AUGUST 15, 2010

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. Four Critical Sales Kickoff Meeting Success Factors.     Inability to Understand the Intangible Side of Sales.

Lead Rank 119

Lead Rank Lead Scoring Penetration Software 119

Jonathan Farrington

DECEMBER 12, 2012

A 2009 DI study with 1600 corporate customers showed that customers attributed 33% of lost deals to things they feel were in the salesperson’s control. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

Handbook 41

Handbook Call-back Travel Conference 41

HeavyHitter Sales

MARCH 31, 2009

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. Four Critical Sales Kickoff Meeting Success Factors. 5 Recession Sales Tips (Einstein, Insanity & You) » March 31, 2009.

Penetration 60

Penetration Study Software Software 60

Keith Rosen

APRIL 22, 2011

The Masterclass training program, which was attended by top sales managers, VP’s and personals from various top organizations, was facilitated exclusively by the award winning columnist & speaker, Keith Rosen. The training was filled with good examples and good lessons. The trainer really engaged the audience.

Coaching 54

Coaching Hotels Banking Oracle 54

HeavyHitter Sales

MAY 23, 2009

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. Four Critical Sales Kickoff Meeting Success Factors. « Recession Sales Management: Reassign Accounts | Main. |

Penetration 60

Penetration Sports Software Software 60

HeavyHitter Sales

JUNE 27, 2015

Pipeliner CRM Blog is an exceptional resource for CEOs, Sales Leaders, Sales Managers and Sales Pros.     “Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. There are some interesting exceptions.

Pipeline 60

Pipeline CRM Ideal Customer Profile Social Media 60

Paul Cherry's Top Sales Techniques

OCTOBER 1, 2009

→ On-Site Sales Training. → One-on-One Sales Coaching. Sales Management Training. Overview Training Options for Managers. → Management Training On-Site. → Sales Management Coaching. → Management Web Seminars. Questions for Managers (21). Contact Us.

Promotion 49

Promotion How To Pharmaceuticals Training 49