The Sales Hunter

JANUARY 5, 2012

Book Review: The Challenger Sale. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.” Related posts: A Sales Motivation Boost with Brett Clay's Book.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Vengreso

FEBRUARY 17, 2021

That makes it the largest professional networking platform in the world and that is why I couldn’t be more excited to deliver these LinkedIn tips to help you book more sales meetings. Leveraging this tool can guide you in identifying who your clients and networking partners know. Tip #8: Use a Social Sharing Tool.

LinkedIn 99

LinkedIn Sales Meeting Meeting Top of Funnel 99

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 study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198

Study Lead Rank Lead Scoring Journal 198

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. How quickly will the company see ROI?

ROI 122

ROI Sales Tools Tools How To 122

Mr. Inside Sales

SEPTEMBER 10, 2021

In my book, Power Phone Scripts , I talk about the secret of sales. Here is a quick “cheat sheet” of five scripts/responses you need to print out, study, memorize, and use when you get in the following situations: “I need to think about it.”. ON DEMAND SALES TRAINING THAT GETS RESULTS! Think of that. We’re not interested.”.

Face-to-face 240

Face-to-face Objections Gatekeeper Decision Maker 240

Salesmate

JULY 28, 2020

Books help in expanding knowledge. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

No More Cold Calling

FEBRUARY 21, 2019

What do you remember from your last training? I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. Art Kohn’s article, “ Brain Science: Overcoming the Forgetting Curve ,”pointed me to a book called Make It Stick by Peter C. Brown, Henry L.

Cold Calling 308

Cold Calling Training Research Study 308

Highspot

MAY 16, 2019

The answer lies in using the right tools and strategies to improve sales productivity. In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine. Lead Generation Tools. Sales Intelligence Tools.

Tools 81

Tools Sales Tools Social Media Buyer 81

Gong.io

SEPTEMBER 19, 2018

This is it – the 52 best sales book you’ll ever read. Of all the different types of books I read, sales books have probably been the most common (though I spend a lot of time reading books that have nothing to do with sales, which has tremendous value). This is the sales book I’ve read the most (7x).

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

Mr. Inside Sales

AUGUST 12, 2022

The first preseason games are in the books, and coaches are watching game film and teaching players how to improve every week. Ellis said, “Early in my career, Bill called me into his office, and we sat there, for a long time, studying game film. ON DEMAND SALES TRAINING THAT GETS RESULTS! Are you ready for some football?

Closing 195

Closing Film Face-to-face Inside Sales 195

Mindtickle

APRIL 1, 2019

Business growth is a good thing — unless your sales team lacks the tools necessary to quickly and easily scale alongside it. For example, when it came to sales training, Viewpoint had been using a video conferencing tool and sharing recordings via an email blast or SharePoint. This was the challenge Viewpoint faced in 2017.

Training 73

Training Scale Case Study Face-to-face 73

LeadBoxer

NOVEMBER 29, 2020

Equipping your department with tools driven by artificial intelligence (AI). 10 Top Tools for Sales AI. This is an essential part of sales enablement , or the process of supplying your team with info, tools, and training that help them close more deals. 10 Top Tools for Sales AI. The secret to making it a reality?

Sales Enablement 74

Sales Enablement Tools Ideal Customer Profile Lead Rank 74

Mr. Inside Sales

AUGUST 30, 2019

“Selling is a skill, and like all skills, it must be learned through study and practice.” – Thomas J. Part of a salesperson’s training comes from nose-to-nose selling; in sales, there is no substitute for practical experience. From: The Salesman’s Book of Wisdom, Dr. Criswall Freeman. Better training = better income.

Education 139

Education Face-to-face Inside Sales Gatekeeper 139

The Digital Sales Institute

MAY 4, 2021

What are sales skills training and techniques as they apply in the modern sales process? The important thing to note is that with sales skills training and techniques you can be learn and developed a whole range of selling ability. Sales Skills Training and Techniques – Listening Skills.

Training 52

Training Top of Funnel Customer Service Motivation 52

Bernadette McClelland

FEBRUARY 20, 2023

In my opinion, (no matter how humble, at times, I think that opinion is ), I know we all have more to give – and I have more to give over and above training sales teams just as you have more to give, too. Do I enjoy sales training? Absolutely! and how do you do it strategically without getting carried away with rapport building?

Travel 195

Travel Telecommunications Sage Buyer 195

Sales and Marketing Management

JUNE 26, 2018

SMM : Why a graphic novel business book? Horwath: Ten years ago, I remember sitting in the movie theater watching “The Dark Knight,” Christopher Nolan’s adaptation of the “Batman” comic book franchise. Ninety-nine percent of business books are geared toward verbal learners, and as we know, a lot of people are visual learners.

Strategy 159

Strategy Research Study Google 159

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 and Marketing Management

MAY 9, 2019

There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. There had to be a better, less confusing and practical way to improve sales training. I concluded they didn’t scratch the itch.

Sales Process 209

Sales Process Engineering Case Study Call-back 209

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Virtual sales include integrating all the virtual communication tools, both the synchronous and asynchronous.

Tools 52

Tools Face-to-face Video Channels 52

Highspot

JANUARY 28, 2024

These internal tools equip sales teams with the knowledge and strategies to connect with customers. Meetings Booked Track the number of meetings scheduled due to collateral engagement. It offers sales representatives versatile tools to deliver value, foster interest, and nurture meaningful conversations.

Collateral 96

Collateral Top of Funnel How To Distribution 96

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

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? Case Studies: Analyze real-world case studies to illustrate successful negotiation strategies and tactics.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Sales and Marketing Management

AUGUST 20, 2020

On the professional level, athletes are paid exorbitant salaries, thus it only makes sense for owners to seek the best return on their investment by supplying elite training equipment that can help draw out every bit of their skills. The authors state their purpose in writing the book is to make the business case for healthy buildings.

Real Estate 120

Real Estate Hiring Incentives Incentive 120

CloserIQ

NOVEMBER 6, 2018

With a good reading list, you can access dozens of case studies and data generated by thousands of deals. These sales books offer a full curriculum on enterprise, tackling everything from C-suite lingo to common objections: 1) Selling to Big Companies. The book includes real-world examples, templates, and exercises.

Enterprise 49

Enterprise Enterprise Account Decision Maker 49

Mindtickle

MAY 10, 2022

Sales training and coaching are often reserved for new hires and low performers, with the rest of your team getting a brief refresher during your annual sales kickoff. But according to the Sales Management Association, only 30% of sales managers rate their sales training as “effective” for improving low performers.

Ideal Customer Profile 52

Ideal Customer Profile Training Lead Rank Lead Scoring 52

LeadFuze

MARCH 9, 2021

How to train your team effectively with sales role play in 3 steps. A sales role play is a tool for developing and coaching your sales team. Image Source: Elevate Corporate Training ). Roediger has co-authored his own book, “ Make It Stick: The Science of Successful Learning.”)”. What to sell during a sales role play.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

Gong.io

MARCH 26, 2021

Sales training is the most underrated growth driver. Because training is the lever that fuels all other initiatives (new products, multi-year contracts, or sales methodology – you name it). This 4-step sales training plan will help you cut bad coaching habits and set your team on an unstoppable winning streak. Multi-threading.

Training 62

Training How To Coaching Call-back 62

Jeffrey Gitomer

MAY 16, 2013

You’re using CRM as an accountability tool, rather than a sales tool. Study the last ten sales to help understand what will make the 11th. Study the last ten sales to help understand what will make the 11th. (You may have sold before, but that was before the internet – and you’ve probably never tweeted).

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Mindtickle

APRIL 1, 2019

Business growth is a good thing — unless your sales team lacks the tools necessary to quickly and easily scale alongside it. For example, when it came to sales training, Viewpoint had been using a video conferencing tool and sharing recordings via an email blast or SharePoint. This was the challenge Viewpoint faced in 2017.

Training 40

Training Scale Case Study Face-to-face 40

Mindtickle

APRIL 1, 2019

Business growth is a good thing — unless your sales team lacks the tools necessary to quickly and easily scale alongside it. For example, when it came to sales training, Viewpoint had been using a video conferencing tool and sharing recordings via an email blast or SharePoint. This was the challenge Viewpoint faced in 2017.

Training 40

Training Scale Case Study Face-to-face 40

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. Hire new rep – train – fail – repeat cycle.

Training 71

Training Hiring Journal Education 71

MTD Sales Training

JUNE 11, 2019

They have studied for many years to become the doctor you see before you and they don’t make rash or early decisions, because they know the repercussions would be dangerous, if not fatal. In 2007, he wrote the book ‘How Doctors Think’ and I believe there’s a lot we in sales can learn from it. 1) The fallacy of logic. Sean McPheat.

Customer 194

Customer How To Lead Rank Follow-up 194

No More Cold Calling

FEBRUARY 28, 2019

I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. Art Kohn’s article, “Brain Science: Overcoming the Forgetting Curve,” pointed me to a book called Make It Stick by Peter C. That isn’t learning at all. So, what does work?

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

Alice Heiman

MARCH 12, 2024

Embracing Training and Defining Roles One of the first hurdles to overcome is the fear of the unknown and the potential for missteps online. Gillum points out, “ They want training…they want to know how to do it right. Currently he writes a monthly column for MarTech.

Social Media 75

Social Media Media Revenue Top of Funnel 75

Pipeliner

AUGUST 18, 2020

If I wanted to become a world-class boxer, I might study Muhammad Ali’s or Rocky Marciano’s boxing techniques. Though no planning or training could have prepared any organization fully, those that could quickly adjust to their salespeople working remotely work had an advantage. 54% actively designed training programs.

Company 98

Company Sales Outsourcing Hiring Telemarketing 98

Smooth Sale

JANUARY 5, 2023

A recent study shows that manual handling accidents cost businesses around $1100 per employee in compensation claims and medical expenses. A recent study shows that manual handling accidents cost businesses around $1100 per employee in compensation claims and medical expenses. Use Appropriate Tools and Equipment.

Relationals 78

Relationals How To Compensation Hiring 78

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52