The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Selling Skills or Selling Process? A person with strong selling skills. Prospecting.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

Highspot

JANUARY 3, 2024

Whether you’re a seasoned sales manager or a frontline rep hustling for results, we get it – the struggle is real. Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. How Does the Sales Closing Process Work?

Closing 52

Closing Training Lead Rank Negotiation 52

Janek Performance Group

AUGUST 16, 2023

We all know the challenges of a sales career. And many know the difficulties of management. That’s what makes the sales manager position unique. Sales managers, however, not only work with their teams. They also work with other mid- and high-level managers. Selling is tough enough.

Sales Management 62

Sales Management Hiring Coaching Forecasting 62

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. If your sales reps are resistant, then they are not coachable. . Conclusion.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. State of Emergency.

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

Mindtickle

SEPTEMBER 13, 2023

The goal of any revenue organization is to close more deals. In many cases, sellers engage in product-based selling, which involves pushing the features and benefits of a given product – without regard for whether these features and benefits are relevant to the customer. This approach may have worked in the past.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Salespeople need to be out interacting with prospects and customers. Yes, we need more empty chairs. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales.

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

Sales Management 82

Sales Management Hiring Territories Coaching 82

Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. What This Means for Sales Managers.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Sales Managers Have the Hardest Job in Sales. Sales Managers have the hardest job in sales.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

AUGUST 19, 2014

” If you’re reading this and you’re a sales manager, I want you […]. Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation leader sales leader sales leadership sales motivation success'

Consultative Selling 243

Consultative Selling Selling Skills Motivation Sales Leadership 243

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. A sales force evaluation is an obvious first step! (c) They must think we are morons.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Highspot

DECEMBER 21, 2022

In fact, a reported 69% of sellers who exceed annual quota consider their sales managers as being “above average” at their jobs. But here’s the problem: A good candidate for sales management is hard to find. Why is there a knowledge gap for sales leaders? sales guidance. performance KPI tracking.

Training 52

Training Sales Management Lead Rank Lead Scoring 52

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 4 Ways to Close More Sales By Changing Your Sales Process. Break your total sales process into segments.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Lessonly

DECEMBER 22, 2021

Well, then it’s time to get on board with all the glory that sales readiness has to offer! Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching. Why Sales Skills Are the Holy Grail to Generating Revenue. And, if they don’t close deals, they don’t earn any money.

Selling Skills 26

Selling Skills Training Scale Negotiation 26

Mindtickle

APRIL 22, 2022

A lot of sales organizations incorporate some practice and role-plays into their enablement programs. But what are the best sales orgs doing differently to help ensure these practice opportunities actually help sellers get ready to close more deals? Benefits to sales managers. Leverage virtual role-plays.

Closing 52

Closing Exercises Pharmaceuticals Analysis 52

The Sales Hunter

JULY 28, 2017

Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if you don’t have enough in your pipeline to close, and […].

Prospecting 136

Prospecting Pipeline Sales Goal Closing 136

Adaptive Business Services

MAY 3, 2023

What are my/our sales for the month? What was my/our closing ratio? As someone who spent his entire career in sales management, I understand that data is sometimes necessary in order to pinpoint those areas where a rep might be struggling. Selling skills … not a data item. Serious as a heart attack.

CRM 122

CRM Banking Maximizer Data 122

Gong.io

DECEMBER 23, 2021

If you know anything about Gong*, you know our team and Revenue Intelligence platform analyzes customer-facing interactions across phone, email, and web conferencing to deliver teams the insights they need to close more deals. We are starting with the mother lode of sales email templates. The BEST sales deck ever. Case closed.

Closing 62

Closing Forecasting Sales Forecasts Proposal 62

The Sales Hunter

FEBRUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. The BEST Thing You Can Do When You Can’t Close a Big Sale. Your sales motivation can really start to tank.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

No More Cold Calling

OCTOBER 1, 2015

Earn trust and credibility with your prospects, who are pre-sold on your ability to deliver results. Convert prospects into clients at least 50 percent of the time (usually more than 70 percent). Meet with hot prospects while your competitors are still figuring out how to get in. Is that how you want to spend your selling time?

Referrals 120

Referrals Lead Rank Lead Scoring Prospecting 120

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

Sales Management Plus -- SMP

NOVEMBER 30, 2023

By measuring how many sales activities your reps are performing and plotting them against how many closed opportunities they completed you can get an estimate of how many new opportunities you might be closing if you could complete more sales activities. Tracking the sales activity gap is critical for several reasons: 1.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. The answer to that question is: YES!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

Jeffrey Gitomer

DECEMBER 16, 2011

The 100-year path to a sale is over: Road Closed. Why on earth would someone listen to your time-worn sales pitch/tricks without a hint of value coming from you? Why on earth would you look for your prospect’s pain when he or she is looking for pleasure? How do I close a sale? Sales Management.

Hiring 194

Hiring Cold Calling Closing Social Media 194

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

The Sales Hunter

JULY 12, 2013

You want your sales staff to see you as an asset in these situations. No, you can’t control what they think, but you can greatly increase the positive odds by paying close attention to the details I’m describing in this post. The sales manager is anxious to hear how the sales call went.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. You’re watching your reps very carefully and doing everything you can to ensure they close deals and hit their numbers. 3 Modern Sales Enablement Tools to Adopt Now. Modern Sales Content Management.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Mindtickle

NOVEMBER 2, 2023

Increasingly, top sellers are adopting a more effective approach: solution selling. This approach helps sellers earn customers’ trust – and close more deals. In this post, we’ll explore what solution selling is, when it’s used, and how it differs from other selling approaches. What is the solution sales process?

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

LeadFuze

AUGUST 13, 2021

Based on the size of your team, aim for 25-50 per month to guarantee your sales staff has adequate follow-up time each month. Consider A/B testing the messaging for prospects and re-testing till you find the optimal messaging for target accounts/members. 2 JBarrows – Driving To Close 2020. 3 Tim Sanders, Dealstorming.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

criteria for success

MAY 24, 2022

Having a consistent 30-second commercial allows you to ensure that prospects are hearing the same message, one that is aligned with your company’s ethos. This exercise can be covered in one sales meeting or split into two. First, work with your team to develop a series of 30-second commercials targeted towards your key prospects.

Meeting 97

Meeting Training Face-to-face Objections 97

criteria for success

MARCH 17, 2021

This way, new hires need to indicate a certain level of knowledge before they are able to engage with prospects and clients. By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

Hiring 97

Hiring Training Selling Skills Lead Qualification 97

Women Sales Pros

AUGUST 9, 2019

A few years ago, I was talking to a successful colleague who also is in the sales training business. Pete had just returned from an appointment where the purpose was to close a $100K deal. Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm. Uggh,” I said.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90