Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Sales Goals. 3.1.7 Sales Organization. Sales Strategy. Sales Cost Model.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Score More Sales

MAY 15, 2013

Don’t think that energy and passion are about talking loud or getting into people’s faces. She is building a big, solid sales pipeline and gaining referrals from existing clients. Energy is finding what works and with a smile on your face, doing it repeatedly to grow business. “You’ve GOTTA SEE THIS!!”

Energy 222

Energy Inside Sales Face-to-face Lead Rank 222

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

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 Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 14, 2012. Let’s face it. Mark’s Insights on PRICING. FREE Resources.

Motivation 168

Motivation Cold Calling Prospecting Strategy 168

Sales Training Connection

MAY 21, 2012

Sales Tips. So, no other skill set has received more attention in sales training than the art and science of asking questions. Every sales training company has created their own model for asking questions and each model is a little bit different than the next. ©2012 Sales Horizons, LLC. Major Myth.

Closing 130

Closing Face-to-face Training Sales 130

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Sales Training Connection

NOVEMBER 2, 2012

Sales training stickiness. Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve.

Training 103

Training Maximizer Face-to-face Discount 103

Sales Training Connection

MAY 4, 2012

Sales training. The vast majority of sales training programs have solid content and excellent instructional design. Any company looking to purchase sales training programs has a wide variety of viable options. Yet, too often great sales training programs don’t produce great results.

Training 119

Training Face-to-face Pivotal Follow-up 119

Sales Training Connection

JUNE 29, 2012

Spend a week in the field with sales reps and you’ll observe too many sales calls where the sales rep is just talking too much. And I would guess any sales manager could add a couple of their personal favors to the “why” list. First, by talking the sales rep isn’t listening. ©2012 Sales Horizons, LLC. .

Face-to-face 127

Face-to-face Collateral Objections Training 127

Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. “The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of. industries. . industries.

Study 198

Study Lead Rank Lead Scoring Journal 198

Sales Training Connection

OCTOBER 12, 2012

Leave the jargon at home” is something that sales people are told over and over again. Gibberish, now that definitively sounds like something we do not want to interject into a sales call. Gibberish, now that definitively sounds like something we do not want to interject into a sales call. ©2012 Sales Horizons, LLC.

Face-to-face 114

Face-to-face Training Exact Sales 114

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. My goal is to always keep the face-to-face meetings short. Mark’s Insights on PRICING. Mark’s Insights on PRICING.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

Understanding the Sales Force

MAY 22, 2012

Understanding the Sales Force by Dave Kurlan One of the many changes to affect selling during the last several years is that salespeople are making fewer face to face sales calls than ever before and more of the selling has moved to the phone. Long Train Runnin' - The Doobie Brothers. The biggest difference though?

Motivation 197

Motivation Face-to-face Sports Call-back 197

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives? Make a change : repackage your products/services, alter pricing, even move the desks in your sales offices.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Score More Sales

APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. The difference I am finding now is that some sales reps are oblivious to the importance of correct spelling, good grammar, and the right words when communicating by email.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. If you’re in sales, what do you have in common with Aaron Rodgers and Tom Brady? ” Sales Motivation Blog.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

Sales Training Connection

JUNE 15, 2012

Because of these findings, asking questions is recognized as a fundamental sales skill. Over the years we’ve had the opportunity to observed hundreds of sales reps making sales calls and have isolated four traps they tend to fall into when asking questions : Interrogating the customer. ©2012 Sales Horizons, LLC. .

Face-to-face 136

Face-to-face Intent Training Objections 136

Jeffrey Gitomer

JANUARY 10, 2012

Online Training. Gitomer | January 10, 2012 | 1 Comment. The biggest cause of sales rejection in the mind of the salesperson is, “My price was too high.” big reasons why you lost the sale: 1. You tried to make the sale by yourself. Let’s face it, Sparky, you’re not that good at this yet.

Hiring 219

Hiring Prospecting Social Media Loyalty 219

Increase Sales

NOVEMBER 13, 2012

With the 2012 elections now behind us, those whose candidates did not win may be experiencing this sales leadership talent of handling rejection. Small business owners, entrepreneurs and of course sales people must cope with this reality in business and even in life, being told No. in a defensive, hostile or emotional manner).

Sales Leadership 161

Sales Leadership Small Business Small Business Face-to-face 161

Score More Sales

APRIL 3, 2012

Two things stand out for me: 1) People don’t always know what they need or what will make their situation better, so asking them won’t give you (or them) the answers – only by knowing the issues they face, through powerful questions and a strong understanding of their market sector. It seemed fine. Who knew I was a fluffer?

Lead Rank 190

Lead Rank Lead Scoring Face-to-face Outbound 190

The Pipeline

JANUARY 11, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

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. 32% reported that their sales cycle is too long.

Hiring 191

Hiring Territories Compensation Forecasting 191

Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

The Sales Hunter

DECEMBER 1, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Who Are Your Sales Motivators? It’s easy to think sales motivators are things, but I prefer to think of them as people.

Motivation 183

Motivation Hiring Ideal Customer Profile Negotiation 183

Sales Training Connection

AUGUST 1, 2012

Sales training programs usually spend time introducing models for handling objections and drilling sales reps on ways to handle the most common ones heard in their sale. In addition to objections sales reps also face tough questions from customers who are simply skeptical. It’s also how you say it.

Objections 112

Objections Face-to-face Call-back Motivation 112

The Pipeline

JULY 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Removing The Barrier From Sales – Sales eXchange – 107. Stored in Attitude , Listening , Proactive , Proactivity , Review , Sales eXchange , Success , execution. August 2011.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Score More Sales

MAY 8, 2012

Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers. We all write, speak, train, coach, or mentor within the B2B sales world. In business-to-business selling we do a lot of war room planning against competitors.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

Score More Sales

MAY 8, 2012

Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers. We all write, speak, train, coach, or mentor within the B2B sales world. In business-to-business selling we do a lot of war room planning against competitors.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

Sales Training Connection

OCTOBER 22, 2012

Sales people and the power of potential. When it comes to weaving a persuasive sales narrative, there is no shortage of advice. The authors investigated this effect from a variety of perspectives including how to land a new job, secure a promotion and score a sales lead. ©2012 Sales Horizons, LLC.

Face-to-face 104

Face-to-face Lead Rank Lead Scoring Study 104

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Is Your Company Ready for Year-End Sales? Copyright 2011, Mark Hunter “The Sales Hunter.”

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Pipeline

FEBRUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 24, 2012. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Negotiation.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

Sales Training Connection

SEPTEMBER 5, 2012

Sales training. Given that in the United States millions of dollars are spent each year on sales training , are there significant number of influential people who think that sales training really doesn’t work – answer: yes. or “I’m sure our people will at least learn one thing from the sales training.”

Training 105

Training Fashion Research Face-to-face 105

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Jan 23, 2012. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Negotiation.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Sales 2.0

OCTOBER 14, 2012

Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 So today, knowing nothing about the person you’re calling is basically waving a red hanky in their face saying you don’t care. tools in general).

Prospecting 323

Prospecting Face-to-face Google Segment 323

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Removing friction and awkwardness is key.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94