The Sales Hunter

NOVEMBER 14, 2011

Nov 14, 2011. You develop a plan to do one or more of the following: Develop a new selling skills program. Do they actually make a difference in the sales in their territory? high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Pipeline

APRIL 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. Sell Better.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

DECEMBER 5, 2011

Dec 05, 2011. They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. high profit selling. selling a price increase. selling skills. December 2011. November 2011. October 2011. September 2011.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Sales Training Connection

AUGUST 24, 2011

What’s different about what a KAE does vs. a traditional territory sales rep? Spend more time and are more skilled at having conversations at the C-level – these conversations are more business and financially focused vs. traditional product or clinical sales interactions. Consultative selling skills.

Health Care 61

Health Care Account Territories Face-to-face 61

Sales Training Connection

JANUARY 29, 2012

Getting the compensation system and territory coverage model right are critical for the transition to be implemented successfully. In addition, it is likely that the X-Farmers will, in particular, need to upgrade their selling skills. ©2011 Sales Horizons™, LLC. Review administrative considerations.

Strategy 84

Strategy Microsoft Account Territories 84

Sales Training Connection

JULY 25, 2011

Getting the compensation system and territory coverage model right are critical for the transition to be implemented successfully. In addition, it is likely that the X-Farmers will, in particular, need to upgrade their selling skills. ©2011 Sales Horizons™, LLC. Review administrative considerations.

Strategy 65

Strategy Microsoft Account Territories 65

Sales Training Connection

AUGUST 12, 2011

After all, there are a lot of advanced selling skills and bodies of knowledge requiring attention. It’s true in sports; it’s true in leadership and it’s true in selling. As you move from a complex sale at the territorial level to one at the major or global account level, the nature of the sale changes qualitatively.

Hiring 70

Hiring Health Care Sports Sales Qualified Lead 70