SBI Growth

NOVEMBER 14, 2012

We won’t touch on revenue, percentage of quota, customer retention, etc. Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

SBI Growth

MARCH 22, 2013

Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Change management is just one skill SMs must know. Current front-line SMs needs wide training to do their job effectively. Selling Skills.

How To 312

How To Sales Leadership Exercises Proposal 312

The Sales Hunter

AUGUST 12, 2013

Down side is the customer can wind up viewing you as a one-trick pony or someone who can only do certain things. Conversely, the person who closes slow has the opportunity to get the customer to see a bigger picture. Having a POE that offers you more conversation with the customer is exactly what you want.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

APRIL 9, 2013

Is time allotted in the meeting for discussions at both the high-level and the customer level regarding issues that may impede results following the meeting? Has each person who is going to present been properly trained in how to present and is their message going to resonate with the audience? ” Sales Motivation Blog.

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

The Sales Hunter

AUGUST 19, 2013

This allows for customers or sales that don’t come through as expected. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales goals sales motivation' Plan for this upfront. Aim higher!

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

JUNE 14, 2013

Regardless of how big or small the company, top management must understand what is happening in sales for one simple reason — Sales is the group that interfaces with the customer. If you’re in a sales leadership position, you have to get your top management out with customers. Yes, that is correct. They’re afraid.

Sales Process 221

Sales Process Sales Leadership Travel Motivation 221

The Sales Hunter

NOVEMBER 6, 2013

They view customers with respect and take every opportunity they can to help them succeed. They are their to help guide, train and equip others. ” Suddenly, the great salesperson is not only helping their own organization, but also the customer’s organization. Helping more customers helps build better business.

Motivation 210

Motivation Selling Skills Training Opportunity 210

The Sales Hunter

NOVEMBER 1, 2013

You’re in sales and you sell the customer something based on a set of expectations they develop from what they have heard from you. You deliver — or you say you deliver — and the customer doesn’t like what they get. It’s what the customer expects it to do. What can we learn from it?

Sales Leadership 195

Sales Leadership ACT Selling Skills Up-Sell 195

The Sales Hunter

AUGUST 16, 2013

Sales leaders view being in the field with their salespeople and customers as the most important activity of all. Sales managers believe the development of people is going to occur by sending salespeople to training classes. Copyright 2013, Mark Hunter “The Sales Hunter.” Working with salespeople. Developing people.

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. . Personally, I think 2013 can look better than 2012. This is your list of your 10 biggest customers.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Sales Hunter

DECEMBER 27, 2012

Check them out again for great insights that may fuel your sales motivation heading into 2013. 6 Reasons Why Selling on Price Doesn’t Work. 7 Sales Training Ideas You Can Use Right Now. 6 Reasons the iPad Can Sell Better Than You. 6 Reasons the iPad Can Sell Better Than You. 5 of the Best Sales Tips Ever.

Motivation 203

Motivation Video Sales Prospecting 203

Sales Training Connection

OCTOBER 9, 2013

For example, if sales managers believe sales reps should spend more time meeting with customers, they start holding their sales teams accountable for spending more time in the field. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Sales Training Connection

OCTOBER 16, 2013

As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

The Sales Hunter

DECEMBER 13, 2012

Are you afraid to ask for an order because you might hear “no” from the customer? Are you hesitant to return a phone call to a customer or prospect because you’re not sure what they might ask? Do you feel customers tend to be stupid? Do you spend too much time with existing customers?

Motivation 227

Motivation Video Up-Sell Closing 227

Sales Training Connection

AUGUST 27, 2014

As a result of all that, medical device companies are under tremendous pressure to reduce prices while providing more value to customers. And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. How do you train KAMs? .

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

The Sales Hunter

MARCH 1, 2013

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. For years I’ve always said hire on attitude not on skill. Hire on attitude and train the skill. I can’t train on attitude. Reason is simple.

Hiring 234

Hiring Motivation Positioning Groups 234

Sales Training Connection

SEPTEMBER 23, 2013

Although a superior sales force is extremely difficult to assemble and train, once you have one, it is of the few sustainable advantages left. Consequently another high priority coaching initiative or a new coaching training program, by themselves, are unlikely to fix the problem. ©2013 Sales Momentum ®.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Customer Centric Selling

NOVEMBER 11, 2013

Sales Training Article: 4 Things to Avoid at Sales Kickoff. By Tony Albachiara, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net Less than 60 days remain in 2013. What can I still do to Make the Number in 2013? As 2013 winds down, 2014 naturally ramps up. It will help you balance Q4.

Hiring 45

Hiring Training Buyer Persona ROI 45

Delicious Sales

MAY 2, 2012

Training (4995). Customer Service (995). Selling Skills (528). Customer (6670). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Topics Major Topics. Sales (12918). Marketing (6398). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? Now think of your ideal customer. You are sending them emails and so are your competitors, along with their colleagues, bosses, customers, friends, family members, blog sites, and favorite stores.

Prospecting 223

Prospecting Email Marketing Training Customer 223

A Sales Guy

FEBRUARY 2, 2014

That means my first actions with a potential customer should be designed to create trust and open up lines of communication. The vast majority of the time, customers won’t be upset with you unless you first give them a reason to be so. The customer. The economy. The product. Whatever works.

Penetration 115

Penetration ACT Selling Skills Exact 115

The Sales Hunter

FEBRUARY 8, 2013

I agree, due to the busy schedules customers have and the ever changing way with which people can buy, it is becoming more and more difficult for a salesperson to get an appointment. What is the reason why the customer wants to meet with me? Copyright 2013, Mark Hunter “The Sales Hunter.” What is my goal of the call?

ROI 234

ROI Meeting Motivation Sales Meeting 234

The Sales Hunter

JANUARY 8, 2013

The best that can happen is you create a new customer and you help another salesperson create a new customer. Copyright 2013, Mark Hunter “The Sales Hunter.” The most logical is to use it anytime you encounter an obstacle or are merely looking for more information. ” Sales Motivation Blog.

Decision Maker 214

Decision Maker Call-back Motivation Strategy 214

Sales Training Connection

JULY 1, 2013

Elite selling – leveraging senior management. In a Fortune 500 company top customers bring in a disproportionate amount of the revenue and profit. And, if you can bring a creative and imaginative focus to these customers both of those numbers can be increased substantially. Knowledge and skill expectations.

Account 109

Account Training Up-Sell Selling Skills 109

The Sales Hunter

JANUARY 3, 2013

Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers. Copyright 2013, Mark Hunter “The Sales Hunter.” Who is right? How’s that for a political answer?

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Association

JULY 25, 2013

Thursday, July 25, 2013. Comcast Media Group, Zygo Corporation and JJ Keller have invested in their sales team to ensure sales and services offered are enhanced with consultative selling skills. They seek to understand their customer’s core business, their goals and vision and the motivation for each influencer.

Consultative Selling 22

Consultative Selling Media Groups Twitter 22

Sales Training Connection

MARCH 18, 2013

Over the last several years customers’ expectations about their suppliers have become higher than in times past. During the sales process vendors are expected to bring real expertise to the party versus just selling products. Likewise they need to help the customer expand their view of alternative solution strategies.

Margin 112

Margin Vendor Face-to-face Sports 112

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. Selling Is a Competitive Sport. Combining Data with Predictive Analytics.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

5 Best Sales Role Play Scenarios to Train Your New Hires. +24 John was a keynote speaker at this year’s Rainmaker Conference , and is known for his dynamic sales training strategies, as well as his 12 Guiding Principles to Success in Sales, Business and Life. Blogger Blurb: I train salespeople for the world’s leading companies.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98