Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. The first dates shown on this table - early 2009 - represent a time when the country was deep in recession.

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Mark’s Insights on PRICING.

Motivation 195

Motivation Marketing Qualified Lead Leads Prospecting 195

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Identify the prospect.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. What I’m talking about is creating a unique selling proposition that is so special and different that your current customers, prospects and other people are encouraged to tell others about it. prospecting.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. How “Social Media” Can Be Part of Your Prospecting Strategy. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Sales Training System: Do You Have One? Do you have a sales training system you believe in? It never ceases to amaze me how few salespeople have a personal sales training system. prospecting. training tip.

System 160

System Motivation Training Hiring 160

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth.

Motivation 168

Motivation Cold Calling Prospecting Strategy 168

The Sales Hunter

NOVEMBER 21, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. ” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411. prospecting. sales training. sales training tip. training tip. December 2009. November 2009.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. prospecting. sales training.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Sales Training Tip #345: What is Your Advantage? prospecting. sales training. sales training tip. training tip. prospecting. sales training. sales training tip. training tip.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Are my prospects a tightly defined group or is it wide and dispersed? prospecting.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. Related posts: Sales Training Tip #314: Thankful for the Privilege to Sell.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Sales Training Tip #360: Negotiation? Start Today To Turn the Trend Around. prospecting. sales training. sales training tip. training tip. prospecting. sales training.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. I’ve been watching this trend closely, as I tend to be fairly heavy user of LinkedIn. Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join? Sales Prospecting and LinkedIn.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. To all of the prospects I’ve talked to this past year — thank you for your time. Sales Training Tip #262: Thankful for Sales. Sales Training Tip #314: Thankful for the Privilege to Sell. prospecting.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Make it a commitment to be aggressive in getting key information out to customers and prospects that will keep your name in front of them. Commit on your calendar a dedicated amount of time each week to prospect.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Related posts: Sales Training Tip #365: How Well Do You Know Your Buyers? Start Today To Turn the Trend Around. Sales Training Tip #367: Purchasing Departments and the Three Ts. prospecting. training tip.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. prospecting. sales training. sales training tip. training tip. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

OCTOBER 31, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. Prospecting.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Shortly after the first of the year, I’ll share the results of the survey, as well as some trends from past surveys. prospecting. sales training. sales training tip. training tip.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Pipeline

AUGUST 8, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Last week I wrote about the follies of having a shorter sales cycle , beyond the points highlighted, I think it raises another trend in sales these days.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. prospecting. sales training. sales training tip. training tip. prospecting.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Start Today To Turn the Trend Around. prospecting. sales training. sales training tip. training tip. prospecting. sales training. sales training tip. training tip.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Start Today To Turn the Trend Around. prospecting. sales training. sales training tip. training tip. prospecting. sales training. sales training tip. training tip.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. You can’t do your job without knowing something about your prospect or a scouting report. Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? prospecting.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Related posts: 5 Secrets to Get Better Prospecting Leads. Prospecting for Clients: Getting Referrals. Why You Should Prospect During the Holidays. prospecting. sales training. sales training tip.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. prospecting. sales training. sales training tip. training tip. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009.

Networking 222

Networking Motivation Hiring Negotiation 222

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. Manipulative questions are designed to “set up” the prospect. prospecting. training tip.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Spend all day figuring out who you should prospect. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. prospecting. sales training. sales training tip. training tip. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. prospecting. sales training. sales training tip. training tip. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. prospecting. sales training. sales training tip. training tip. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales. prospecting.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. prospecting. sales training.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Stop spending on time on people who you think are prospects but are nothing more than suspects. Sales Training Tip #308: What Value is Your Time Creating? Sales Training Tip #200: 3-Step Sales Process.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Retail Sales Trends. Related posts: Sales Training Tip #368: Are You Truly a Leader? prospecting. sales training. sales training tip. training tip. December 2009. November 2009. October 2009.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193