The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. The company I use most often as an example in my speeches is hands-down alone at the top… Lexus of Omaha. Sales Training Tip #345: What is Your Advantage? Your Goals and Sales Motivation. phone sales tips. sales goals. sales manager.

Motivation 147

Motivation Real Estate Training Hiring 147

Jeffrey Gitomer

SEPTEMBER 9, 2011

Online Training. Every company (yours included) needs to change the way they look at training their people. Most companies have training programs all about how to do a job and circumstances regarding the business (your business). Train these responses to everyone so that there is a common positive language. Sales Videos.

Hotels 175

Hotels Training Hiring Social Media 175

Sales Training Connection

JANUARY 18, 2012

Sales Management. The implications of these findings are evident for most managers – but are there some unique implications for front-line sales managers? And for sales managers who have many sales people reporting to them or who cover large geographies intimacy with accounts is even more difficult.

Sales Management 86

Sales Management Coaching Study Territories 86

The Sales Hunter

APRIL 12, 2012

Regardless of your sales position, these are 7 you need to know. Far too many sales managers do not give their people consistent follow-up. By “consistent follow-up,” a good place to start is with a set time each day or each week where the sales manager and salesperson have a discussion.

Sales Coaching 249

Sales Coaching Coaching Lead Rank Motivation 249

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Amateur or Sales Professional? Feb 13, 2012. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. Phase 1: Talk Too Much (Sales Amateur). Client Login. Mark Hunter.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Skills , Tibor Shanto. March 2nd, 2012. March 2nd, 2012. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. March 2nd, 2012. December 2011.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Sales Training Connection

AUGUST 29, 2012

Sales training. Let’s round up two representatives of everyone engaged in sales training – sales training vendors, training managers, VP’s of Sales, front-line sales managers, sales reps etc. By themselves they will not adequately reinforce the training investment.

Face-to-face 101

Face-to-face Training Survey Vendor 101

Score More Sales

APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. We’ve gone through all the training, and have so many stories to share – so the suggestion today is this: Be selective about what you talk about. . Ask powerful questions.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Cycle.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. STOP Letting Customers Control Sales Negotiations. Jan 11, 2012. If your customers are controlling sales negotiations, you need a better plan. Before you doubt me and stop reading, let me give you a couple of examples. ” Sales Motivation Blog.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Feb 16, 2012. I saw an example of this recently at and event with nearly 100 people. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals. sales manager.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. A similar scenario faced hundreds of sales leadership executives. Shouldn't you want a better sales hiring process as your #1?

Hiring 188

Hiring Territories Compensation Forecasting 188

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. B2B Phone Sales Cold-Calling: It Still Works! Feb 03, 2012. Recently I wrote about why I think phone sales cold calling still works , and the feedback has been amazing. Copyright 2012, Mark Hunter “The Sales Hunter.” sales goals.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Feb 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. Another example is letting them know about new economic numbers impacting their area.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. 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. Copyright 2011, Mark Hunter “The Sales Hunter.” phone sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Activity goals are goals that you typically come up with together with your sales manager targeting specific actions that you have a whole lot of control over.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Pipeline

MAY 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. I see this over and over again in the early stages of sales development at every company we help. I wrote back, “On your very last example, you suggested questions that you could have asked – good job. “To Sales Bloggers Union.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Understanding the Sales Force

NOVEMBER 15, 2012

These symptoms are examples of some of the hidden weaknesses that Objective Management Group identifies as reasons why salespeople don't perform as well as you need them too. How well equipped are you, Sales Managers and Sales Leaders to recognize, identify, train and coach salespeople to overcome these weaknesses?

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. 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.” phone sales tips. sales goals.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

Jeffrey Gitomer

NOVEMBER 22, 2011

Online Training. examples of “family thinking” in my business: 1. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. See Jeffrey Live! Hire Jeffrey.

Hiring 279

Hiring Social Media Loyalty Insurance 279

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Let me give you an example from my world. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. Sales Bloggers Union. Sales Compensation.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. LR: What made you write a book about Emotional Intelligence and Sales Results?

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Jeffrey Gitomer

NOVEMBER 1, 2011

Online Training. I have been a student of sales since November 11, 1971. I was listening (via the brand new voice technology called the “cassette tape”) to a guy named Jay Douglas Edwards, who uttered the sales tip, “If the customer says, ‘Do these come in green? Get Sales Blog Updates. Sales Management.

Hiring 221

Hiring Social Media Loyalty Referrals 221

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Jan 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.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Feb 10, 2012. Examples include: in-person, telephone, voice mail, text messaging, email, etc. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips. sales goals. sales tips.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 17, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. 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.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Armed with those two things, you are not only set to achieve full price for full value, but the elimination of a lot of daftness from the sale, for both you and the buyer. Sales Bloggers Union. Sales Compensation.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Jeffrey Gitomer

JULY 7, 2011

Online Training. And it is obvious from the above example that they are 100% wrong! Filed Under: Attitude , Customer Loyalty , Generating Referrals Tagged With: attitude training , book on attitude , building trust , customer service training , establishing trust , gitomer , how to sell , Jeffrey gitomer , jefrrey gitomer.

Referrals 299

Referrals Hiring Social Media Loyalty 299

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. The Power of the “Ultra-Price Package” Feb 28, 2012. For example, they may place a luxury purse on the middle of a display, and then surround it with lower-priced purses. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Sales Training Connection

AUGUST 15, 2012

Recently we had a sales training project where we had the opportunity to observe a 50 rep sales team making a series of sales calls. One overall observation stood out … As a group, the sales reps didn’t do as good job on the fundamentals as one might have expected. ©2012 Sales Horizons, LLC.

Face-to-face 115

Face-to-face Objections Training Sales 115

The Pipeline

MAY 13, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. Your email address will not be shared.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Jeffrey Gitomer

APRIL 21, 2011

Online Training. Tweet Share Sales Truth: Salespeople become known by the questions they ask. It’s funny how so much of what salespeople are taught by their sales managers and uplines, etc. Get Sales Blog Updates. Sales Management. Sales Videos. See Jeffrey Live! Hire Jeffrey. Categories.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

DECEMBER 14, 2011

Online Training. Here are a few examples of useful information that you’re missing out on: It all begins with you. Get Sales Blog Updates. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! See Jeffrey Live! Hire Jeffrey.

Webinar Metrics 148

Webinar Metrics Hiring Social Media Loyalty 148

Anthony Cole Training

JUNE 28, 2011

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Coaching (40). sales coaching skills (10). sales competencies (12). Sales Force (5).

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

The Sales Hunter

NOVEMBER 6, 2012

” If you’re reading this and you’re a sales manager, I want you to think about areas where people who work for you are operating at a sub-optimal level. One of the best examples I can think of is expense reports. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 183

Motivation Report Follow-up Coaching 183

Sales Training Connection

MAY 7, 2012

However, what makes sales force turnover particularly significant are the indirect consequences – for example, the impact on customer relations both from financial and non-financial perspectives. At the extreme, in some markets the customer may actually go with the sales person when they move to the next company.

Hiring 122

Hiring Compensation Commission Territories 122