The Sales Hunter

DECEMBER 10, 2012

A quick way to help you achieve more sales success in 2013 is first by taking credit for everything you accomplished in 2012 and second by never forgetting all the success you had. Review your sales by customer. Your objective is to make a long list of what you accomplished. Let’s make 2013 a huge success!

How To 175

How To Energy Video Follow-up 175

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. The Persona includes customer expressions of their top objectives, obstacles, what’s important to them, and your company’s uniqueness. Direct Content Marketing is born. Content Marketing works. No worries.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. The objective of the interview is to map a customer buying process.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Increase Sales

NOVEMBER 16, 2013

With the US economy still sluggish ( 2013 GDP at 1.6 ) along with the enacted and yet to be enacted governmental policies, uncertainty in the marketplace is the shadow obstacle behind many sales objections. For those in sales, uncertainty has indeed become the shadow obstacle behind many sales objections.

Objections 143

Objections Small Business Small Business Sales Cycle 143

A Sales Guy

DECEMBER 21, 2012

Most sales leaders are finalizing their 2013 plans. (If If you haven’t download our 2013 Sales Planning Development Tool Kit you should, because you’re now officially in the cycle and it’s only going to get worse.) Most sales leaders plans don’t account for all the moving parts.

Pivotal 113

Pivotal Resources Coaching Objections 113

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Increase Sales

JANUARY 22, 2013

Years ago my father shared with me that all sales objections could be placed into five buckets and those buckets were in order of priority. After now being an entrepreneur for the last 15 years as well as being in sales for most of my corporate career, I must admit Dad’s wise words still ring true. Share on Facebook.

Objections 129

Objections Wireless Webinar Metrics Facebook 129

A Sales Guy

DECEMBER 7, 2012

If you buy into the premise that it’s people behind success, which we should, then understanding your teams strenths and weaknesses should be at the core of your 2013 planning. Knowing that achieving your 2013 goals is directly dependent on your team, have you asked yourself are they up to the task? Do you move players out?

Sports 107

Sports Exercises Objections Positioning 107

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Read my article: Objection-Handling Technique: The Agreement Frame.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. .” About Keith Rosen.

Company 119

Company Training Sales Coaching Coaching 119

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. One attendee asked the hypothetical question, "What is the most difficult part of the sales process?" c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s free.

Motivation 230

Motivation Video Prospecting Sales Process 230

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute."

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

The Pipeline

JULY 3, 2013

One of the big Canadian banks, we’ll call them the Green bank, has a current radio ad that I believe holds a great lesson for sales people. But no, given the opportunity they offered up not quite a toaster, but a tablet, how 2013 is that? Sales Process Sales Success Tibor Shanto'

Banking 293

Banking Opportunity Objections Intent 293

SBI

DECEMBER 18, 2012

We’ve been very fortunate this year to work with many wonderful sales software clients who are each striving in their own way to improve the way sales organizations operate and the success they experience. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle.

Vendor 128

Vendor Sales Cycle Software Software 128

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. Third, assess your current sales team. www.AcumenManagement.com.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

The Sales Hunter

SEPTEMBER 7, 2013

Lack of eye contact does more to destroy sales confidence — yours and the customer’s — than most salespeople realize. If you want to succeed, you have to be able to maintain good eye contact, whether delivering your price or handling a customer’s question or objection. ” Sales Motivation Blog. .

Consultative Selling 223

Consultative Selling Video Motivation Objections 223

Understanding the Sales Force

NOVEMBER 7, 2013

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. The latest proof can be found in this July 2013 USA Today article. Another important point from the article was that it is now taking three months to fill a sales position.

Hiring 246

Hiring Inbound Trends Positioning 246

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Compare this with world class performance of exceeding your Sales Strategy goals. 2013 Potential analysis for each initiative.

Strategy 293

Strategy Analysis Quota Resources 293

SBI Growth

JANUARY 17, 2014

As the CEO, you have a company growth objective. Whatever the reason, the objective is real. According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013.

Remedy 281

Remedy Hiring Margin Guarantee 281

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

Anthony Cole Training

AUGUST 29, 2013

OMG Sales Candidate Assessment. Have you ever hired a sales person that.didn''t work out even though you were sure they would? Or do you know you need stronger sales people to combat how difficult selling has become in 2013 but you know you need a better tool? Wednesday, September 18th, 2013. The Magic in the.

Hiring 175

Hiring Webinar Metrics Groups Objections 175

Understanding the Sales Force

MARCH 4, 2013

Understanding the Sales Force by Dave Kurlan This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. Darwinian Sales Culture. c) Copyright 2013 Dave Kurlan

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You can secure repeat sales from existing customers if you follow the 2/2/2 rule.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Is my talent aligned to accomplish this objective? Assessing Your Sales Team. Assessing your sales team talent isn’t always easy.

Territories 300

Territories Scale Guidelines Groups 300

The Sales Hunter

FEBRUARY 9, 2013

Or did you ignore their first objection? My suggestion is that you don’t even acknowledge their first objection. Watch the below video for further explanation on how to do this… and what to do after they have objected twice. ” Sales Motivation Blog. . ” Sales Motivation Blog. .

Video 184

Video Negotiation Customer How To 184

Understanding the Sales Force

MAY 28, 2013

Understanding the Sales Force by Dave Kurlan What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years? c) Copyright 2013 Dave Kurlan' What if we could do what Bill James and a bunch of sabermaticians have done in Baseball?

Revenue 199

Revenue Groups Objections Competition 199

Understanding the Sales Force

MAY 28, 2013

Understanding the Sales Force by Dave Kurlan What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years? c) Copyright 2013 Dave Kurlan' What if we could do what Bill James and a bunch of sabermaticians have done in Baseball?

Revenue 196

Revenue Sales Leadership Groups Objections 196

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. We did pretty well this year!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

The Pipeline

DECEMBER 30, 2013

First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. You still have time before 2013 to fix any blatant disconnects. Sales incentives can be like square pegs. Incentive compensation is intended to reward specific behaviors of the sales force. How do sales reps spend their time?

Incentives 267

Incentives Incentive Customer Compensation 267

Contact Monkey

MARCH 8, 2016

Have you ever wanted to use cross object fields in Salesforce email templates? Salesforce email templates are great at standardizing email messaging across your sales and service organizations. But what if you want to include cross object fields in Salesforce email templates? Select a Cross Object Salesforce Email Template.

SalesForce 52

SalesForce Objections Video Opportunity 52

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Objective of the calls is three-fold. Third objective is being able to get a meeting during difficult periods. Copyright 2013, Mark Hunter “The Sales Hunter.” It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202