The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Debunking the Myth of “Inside Sales” Jan 26, 2012. When somebody tells me they do inside sales, I want to choke. “Inside sales” makes it seem like people are locked into a room and nobody leaves until a sale is made.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.

Inside Sales 102

Inside Sales Data Lead Rank Hiring 102

Mr. Inside Sales

SEPTEMBER 15, 2019

Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. When, as a busy consultant years later, I wanted to write my first book, I didn’t have the time I wanted to write (mornings). For example, I used to complain about leads. Who Should Attend?

Face-to-face 140

Face-to-face Sales Qualified Lead Inside Sales Gatekeeper 140

Mr. Inside Sales

JULY 14, 2019

I found a short book called, The Salesman’s Book of Wisdom, by Dr. Chriswell Freeman, and the introduction on “The Joy of Selling” was so awesome, that I wanted to share the three paragraphs with you. Few experiences in business can match the excitement of a big sale. What keeps top sales professionals motivated?

Face-to-face 121

Face-to-face Gatekeeper Decision Maker B2C 121

PandaDoc

SEPTEMBER 2, 2020

.” As a modern digital magazine, Sales POP! Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success. Because every sale starts with a connection. Sales Management Blog. Sales Gravy. Connect2Sell.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

SBI

APRIL 24, 2012

Tweet AA-ISP Inside Sales Summit. Four hundred Inside Sales leaders attended the 2-day American Association of Inside Sales Professionals (AA-ISP) Summit last week in Dallas. The Summit is the only conference dedicated exclusively to Inside Sales Leadership. Evening out with my gal pals.

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. The trick is knowing what training program and techniques to use. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Score More Sales

MARCH 11, 2013

Check out the book, as it is a great read for anyone in sales, and think about this habit where one possesses three character traits to be most successful: Integrity: sticking with your true feelings, values, and commitments. ” It is one person’s loss and others gains. Habit 4: Think Win-Win.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

OutboundView

AUGUST 16, 2019

You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Let’s take a look at the two: inside sales vs outside sales, and see how they square up. . Inside Sales.

Outside Sales 31

Outside Sales Inside Sales Salary Hiring 31

Mr. Inside Sales

AUGUST 9, 2019

Emerson was a keenly gifted philosopher, but he spoke like a seasoned sales manager: He understood the power of big thoughts. From: The Saleman’s Book of Wisdom, by Dr. Criswell Freeman. In my sales career, everything changed when I started asking for bigger orders. Who Should Attend? Upcoming Schedule.

Face-to-face 120

Face-to-face Gatekeeper Inside Sales Decision Maker 120

Sales and Marketing Management

DECEMBER 14, 2020

We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Is it necessary to train sales reps on new skills?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. The list included some amazing books. What made that list so special was the surprising number of books that WEREN’T sales books. This list is all sales books. You can see the list here.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

Zoominfo

JUNE 12, 2019

For those unfamiliar, Jeb is the CEO of Sales Gravy, a sales training organization known by many as THE sales acceleration company. Through Sales Gravy, Jeb has worked with numerous Fortune 500 companies to build top-performing sales teams, including Paycom & Autozone, just to name a few.

Influencer 188

Influencer B2B Social Media Twitter 188

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012. While the title says “Sales Books” I encourage marketing pro’s, business executives and entrepreneurs that need to win the support and dollars from others to read these books as well.

Face-to-face 132

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

Sales Hacker Training

AUGUST 28, 2019

For many companies, the ramp-up time for new sales professionals typically is 6 months or more, but inside sales has changed. Sales automation tools like email and dialing technology have turned SDRs into revenue-generating machines. Tools training. PowerPoint slides from your product training. Competition.

Hiring 98

Hiring Training Cold Calling Scale 98

Mr. Inside Sales

OCTOBER 25, 2019

Bottom line: As I explain in my book, Power Phone Sc ripts , the secret of sales is that 80 to 90% of the selling situations and objections you get are the same. The way to overcome them is to have proven, best practice responses on hand so you can practice perfection and close more sales. You get the idea. Who Should Attend?

Follow-up 120

Follow-up Closing Face-to-face Call-back 120

Sales Hacker

SEPTEMBER 24, 2018

Rev up your sales process with the best sales books. Need a reason to pick up a new sales book? Do you struggle to settle down with a good sales book? Here are a few tips: try reading first thing in the morning, taking a book along on your commute, or adding a “reading meeting” to your calendar.

Strategy 67

Strategy Influencer Ideal Customer Profile Handbook 67

Hubspot Sales

OCTOBER 29, 2017

billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Channels 111

Channels Video Training Hiring 111

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. The list included some amazing books. What made that list so special was the surprising number of books that WEREN’T sales books. This list is all sales books. You can see the list here.

Account Based Marketing 60

Account Based Marketing Social Selling Hiring Decision Maker 60

ROI4Sales

APRIL 17, 2017

We don’t say that reps are “sales trained” – for all you English majors – we use the present participle form and refer to it as “sales training.” And for a good reason: sales training must be a continuous process if you are going to be successful in today’s B2B sales environment. Sound familiar?

Training 71

Training Hiring Journal Education 71

Score More Sales

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. You can download Roundpegg’s Culture Book to learn more – they will require your name and email in exchange. Assessment Tool: Roundpegg.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

No More Cold Calling

JUNE 12, 2014

He challenges sales professionals to ditch the rote responses, get real, and face buyer objections as soon as possible. While preparing for a recent client training session, I listened in on some of the sales team’s calls. Associations Enterprise Sales Management Salespeople Small Business' Beat them to the punch.

Objections 240

Objections Face-to-face Small Business Small Business 240

Don on Selling

JUNE 27, 2021

Sales Managers must act like Coaches to build successful sales teams. It’s not because they don’t want to improve and generate more sales. The real culprit is that most sales managers don’t know how to coach. Some people mistake coaching with training. Use different methods of training.

Coaching 52

Coaching How To Cold Calling Inside Sales 52

Sales Hacker

OCTOBER 30, 2018

Without further ado, here are some of the female movers-and-shakers who are creating powerful ripple effects and paving the path for the next generation of women sales leaders. Amy Appleyard – SVP Global Inside Sales at Carbon Black, Inc. She was recognized as a leading sales mentor by Women in Sales North America.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Score More Sales

SEPTEMBER 26, 2011

Sales Tips and Strategies to Grow Revenues. Sales Tool of the Week: eBook on Cold Calling Scripts & Testimonial Tool + Congrats, Sales Stars! Sales e-book on Creating Scripts. I read the book – New Scripts for the New Economy – and it really resonated with me so I am recommending it to YOU. Consulting.

Cold Calling 174

Cold Calling eBook Sales Tools Tools 174

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. In 2009, there were 800,000 inside sales departments. Josiane starts her authoritative book with a discussion of Customer 2.0,

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129

Sales and Marketing Management

DECEMBER 14, 2020

We realized that for the foreseeable future, instead of having 12 field people and 10 inside, we really had 22 inside sales reps. Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Is it necessary to train sales reps on new skills?

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Score More Sales

NOVEMBER 14, 2014

Many sales reps and sales managers commented and shared about the previous post on How Salespeople Goof Up on LinkedIn so we were compelled to share more ideas to help sellers do better. First, I wanted to share that our blog is up for an AWARD – as one of the top Sales Blogs at Top Sales World.

LinkedIn 247

LinkedIn Referrals Buying Cycle Up-Sell 247

Score More Sales

FEBRUARY 25, 2014

Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Anne Miller’s latest book: The Tall Lady With the Iceberg: the power of metaphors to sell, persuade & explain anything to anyone. Kill Crutch Words – Inside Sales Power Tip 133.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Factor 8

APRIL 14, 2020

These leading-from-the-front heads of sales are looking at their to-do list saying, “NOW I have the time I’ve been craving. Managing dupes and updating CRM? And my favorite) Train the team! We’ve been training virtually for a few years now and we’ve learned a lot about what works. Find interactive training.

Training 36

Training Case Study Webinar Metrics Sports 36

Sales Hacker

AUGUST 7, 2020

When it comes time to book a speaker for your next panel, presentation, or podcast there’s a lot to consider. Sales Development. Sales Growth. Sales Enablement. Enterprise Sales. Sales Operations. Sales Technology. Training & Coaching. VP Nokia Software, North America Sales.

Demand Generation Agencies 121

Demand Generation Agencies Hiring Enterprise Enterprise 121

SalesHandy

JULY 15, 2018

He actively writes blogs about cold calling, sales, inside sales & everything related to sales. Speaker | Sales Trainer | Best-Selling Author | CE Curriculum Developer | Sales Skills that get Results! CEO at Sales Gravy | Author | Keynote Speaker | Sales Acceleration Specialist. Jeb Blount.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

Score More Sales

SEPTEMBER 5, 2012

I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Here’s what I know about finding a sales mentor: 1. Lori, Trish, and Jill August, 2012.

How To 284

How To B2B Intent Inside Sales 284

Markempa - Inside Sales

MARCH 8, 2019

I was calling to setup up appointments for a small sales training company. In my first two weeks, I had zero meetings booked. I was trying to sound experienced and professional calling people who had way more knowledge about sales than me. My Sales manager Julie said to me, “ just be people with people.”

Face-to-face 77

Face-to-face Call-back Account Based Marketing Inside Sales 77

LeadFuze

AUGUST 5, 2021

We plan on doing the best sales blogs punchy, to the point, easy-to-implement tactics, drenched with useful visuals. 5 Best Sales Role Play Scenarios to Train Your New Hires. +24 24 Examples of Sales Follow Up Email Subject Line. 46 Best Sales Questions to Ask on a Sales Call. A Post Worth Your Time .

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Vengreso

JUNE 27, 2022

Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Highspot

DECEMBER 19, 2023

Furthermore, the playbook aligns sales activities with broader business goals. It harmonizes sales and marketing to ensure focus on unified business targets. Streamline the Sales Process The sales development playbook provides a clear roadmap for handling leads, reducing guesswork, and ensuring consistency.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52