The Sales Hunter

JANUARY 9, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Stage Fright: Don’t Let It Kill Your Presentation. Whether it is your first presentation, or number 100, almost everyone suffers from some level of stage fright or performance anxiety. Client List.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

Hyper-Connected Selling

MARCH 17, 2020

How do you coach a salesperson to improve their sales results using digital tools like LinkedIn? All you need to do is present it at a sales meeting, maybe send a few articles you found, and that should be it. If you try the training and coaching approaches that worked in the past, you’ll soon find yourself stuck in the mud.

Social Selling 59

Social Selling Coaching LinkedIn Ideal Customer Profile 59

Allego

JANUARY 12, 2022

Other sales leader resolutions I saw on social media: “Start giving reps objective coaching and feedback.”. Add value to my sales team not just to help them sell more, but be better people, live better lives.”. That means you must get serious about virtual selling and help your team develop and sharpen their virtual selling skills.

How To 116

How To Selling Skills Collateral Microsoft 116

The Digital Sales Institute

MARCH 29, 2021

Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The onus is on sales leadership, sales enablement and coaching to meet this challenge. The delivery of sales training will help to: Develop a wide range of hard and soft sales skills.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Allego

NOVEMBER 10, 2022

Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Your competitors are in there selling, too. So, you need a way to be ever present,” St. Modern Sales Learning and Coaching. But it isn’t easy.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Partners in Excellence

JUNE 14, 2023

In selling, what key elements of foundational knowledge and why are they important? Contrary to what one might think, it’s not basic selling skills. It isn’t the skills we need to use the various tools that support our work. What coaching and reinforcement do we get? What training do we get?

Hiring 76

Hiring Face-to-face Selling Skills Objections 76

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. studied 67,149 recordings of sales presentations from our database of over 1,000,000 sales calls. We only included sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Your prospects don’t care about you. Our data team at Gong.io

Lead Rank 48

Lead Rank Lead Scoring Data Buyer 48

Gong.io

MAY 18, 2018

A brilliant sales presentation has a lot going for it. studied 67,149 recordings of sales presentations from our database of over 1,000,000 sales calls. We only included sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom. Your prospects don’t care about you. Our data team at Gong.io

Lead Rank 48

Lead Rank Lead Scoring Data Buyer 48

Allego

DECEMBER 21, 2022

With 92% of buyers preferring virtual sales interactions, according to Bain and Company, it’s imperative that your sellers perfect their virtual selling skills. Everything from prospecting calls and emails to post-meeting communications must be customized to the buyer. Deliver a Dazzling Presentation. Be collaborative.

Strategy 62

Strategy Collateral Case Study Video 62

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Miller Heiman Group

DECEMBER 21, 2020

Because there are a lot of new challenges to overcome, sellers will need to develop keener virtual selling skills, overseen and coached by their managers. Acknowledge changes in the buying/selling process. . Survey respondents reflected positively on the general presentation and communication approach of their sellers.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

Anne Miller

JANUARY 23, 2020

What can you learn from bartenders and CIA agents that will help connect better with prospects and client and win you more business? Get Convenient, Live Online Coaching With Me to. Improve the Persuasion Power of Your Presentations. Improve the Persuasion Power of Your Presentations. ” Anne Miller.

Selling Skills 86

Selling Skills Coaching Video Resources 86

Showpad

NOVEMBER 7, 2023

Reps should be confident, adept at recognizing a buyer’s challenges, and quick on their feet—along with a long checklist of other sales skills that help them build relationships and close deals. They need thoughtful sales training and proactive coaching from their manager. Source: Sales Enablement Pro And the investment pays off.

Scale 52

Scale How To Sales Enablement Guidelines 52

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Highspot

JANUARY 9, 2024

It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

B2B 52

B2B Training Top of Funnel B2C 52

Vengreso

JUNE 16, 2022

A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline. Leveling up selling skills and keeping sales reps selling virtually will also drive more virtual meetings and allow your sales enablement team to do more with less.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Hubspot Sales

OCTOBER 9, 2019

Courses or certifications can specialize in sales skills such as sales presentations, sales methodology, social selling, or sales coaching. When you're on an exploratory call , you want to be prepared for every question, objection, or circumstance a prospect throws your way. Implement roleplay. Find a mentor.

Film 138

Film Hubspot Sales Cycle Lead Rank 138

Allego

MARCH 10, 2022

In this blog post, we share ideas and perspectives from our panelists: Matt Davis, sales director at virtual events platform TouchCast; virtual selling coach Nick Capozzi; and Bob Basilieri, sales vice president for account management at Allego. Challenges of Virtual Selling. Dos and Don’ts of Virtual Selling.

How To 62

How To Video Selling Skills Proposal 62

Partners in Excellence

MAY 3, 2023

Mobile devices, email, Zoom, and so many other technologies help us reach prospect and customers more easily, eliminating travel time. When I started selling I was responsible for prospecting and managing qualified deals through closing. We have SDRs/BDRs doing prospecting, eliminating the time we spend finding opportunities.

Proposal 90

Proposal Travel Tools Up-Sell 90

MTD Sales Training

APRIL 19, 2020

In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”. Here are some ideas that will help when you are holding a virtual meeting with a prospect online. Don’t try to ‘sell’. Do think about what is on the prospect’s mind.

Meeting 156

Meeting Face-to-face How To Call-back 156

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Nurturing prospects.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Highspot

JANUARY 3, 2024

Sales leaders and reps can efficiently navigate this crucial stage of the sales process with ongoing coaching and training. Detecting purchase readiness: The skill of identifying when a prospect shifts into a buying state signals the right moment to propose the sale. What are the steps in the sales closing process?

Closing 52

Closing Training Lead Rank Negotiation 52

SBI Growth

AUGUST 22, 2013

Interviews with the head coach and coordinators give positive signs. But they won’t get into the huddle on game day until they prove their skills in a tryout. The task is to create and deliver a winning sales presentation. Deliverable - the candidate uses the template provided to build a presentation.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Vengreso

NOVEMBER 18, 2020

What is Remote Selling? The first thing you need to know is how remote selling is different from traditional selling or otherwise known as field sales. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. Besides having a much bigger knowledge base and skill set than the average salesperson, their job is unique.

Training 92

Training Lead Rank Hiring Course 92

Highspot

JANUARY 14, 2024

Here’s a closer look at what virtual selling entails in day-to-day sales: 1. Prospecting Virtual prospecting utilizes tools like email, social media, and video to reach potential customers. Gartner points out that sales enablement leaders are zeroing in on virtual sales training, sales coaching, and other resources.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Go for No!

MAY 14, 2020

The answer is not, stop making connections or prospecting. How could you adapt your old ways of selling to a new position based on the acceptance that a no is virtually inevitable? What needs to change in your process, presentation, etc.? How do we handle the onslaught of rejections sure to be a part of this new reality?

Positioning 162

Positioning Up-Sell Pipeline Course 162

Alice Heiman

SEPTEMBER 13, 2021

Top sales professionals know the importance of deeply connecting with prospects and converting them into life-long customers to exceed sales goals. But most salespeople don’t connect with their B2B buyer because they lead with logical features, functions, and data when your prospect wants an emotional story.

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

Pipeliner

JANUARY 16, 2018

Or what about the rep that offers a discount early and often, despite the fact he just attended a training course on negotiation skills? If a salesperson is missing quota, the boss tends to focus on coaching and teaching more hard selling skills. Certainly such skills are important. This looks really interesting.

Proposal 60

Proposal Selling Skills Discount Negotiation 60

No More Cold Calling

APRIL 9, 2015

Are you coaching your sales team, or leaving them to fend for themselves? “ Thanks for helping out another team member, thanks for asking insightful questions, thanks for scoring a meeting with a prime prospect, thanks for representing our company well, and thanks for bringing in a new deal. That’s not coaching. Yes, thanks.

Hiring 120

Hiring Lead Rank Lead Scoring Guidelines 120

Gong.io

OCTOBER 29, 2019

Whether that’s handling objections from cold prospects, or selling more licenses to an existing customer , there are a predictable set of conversations all your sellers experience. You can start by giving them specific campaign, coaching, and customer-facing content to help them on several fronts: . Prepare for the meeting .

Top of Funnel 81

Top of Funnel Hiring Coaching Lead Rank 81

The Digital Sales Institute

FEBRUARY 9, 2018

Taking a sales skills course is the most purposeful route in enhancing a wide range of selling skills including cold calling, telephone sales, business development, closing, social selling, sales prospecting and sales presentations amongst others. Is credible and can add value to a prospect’s life.

Course 56

Course Selling Skills Social Selling Decision Maker 56

Crunchbase

SEPTEMBER 29, 2022

All of that changed in the ’80s with the advent of solution selling. Unlike traditional sales, solution selling involves: Understanding the prospect’s industry, business and goals. This shift in the consumer mindset means solution selling has changed. Implementing the modern-day solution selling methodology.

Solutions Selling 52

Solutions Selling Consumer Ideal Customer Profile How To 52

Hubspot Sales

MAY 25, 2018

As a salesperson, you never want to be considered amateurish by your colleagues or prospects. Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. They’re not only selling less than they could be, they’re also being forced to sell at lower prices than they should be!

Vendor 111

Vendor Lead Rank Lead Scoring Call-back 111

Gong.io

AUGUST 22, 2018

It influences everything from how the seller presents, to which objections the customer surfaces, to how much negotiating leverage you find yourself with at the end of the sales cycle. Spend 15-20 minutes on this, and get a “spokesperson” from every group to present the best questions they came up with. Sales Training #3: Presenting.

Training 92

Training Cold Calling Webinar Metrics Objections 92

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 1. Jeb Blount (Sales Gravy). Enter Jeffrey Gitomer. Mike Weinberg.

Channels 187

Channels Face-to-face Video Hubspot 187

Anne Miller

OCTOBER 31, 2019

Following that example, imagine if you dripped one of your how-to tips by email each week to your clients, prospects, colleagues, and influencers in your field. It could be a first-time buyer among the prospects and influencers, or another project from a former client who simply lost track of you and is thrilled to hear from you.

Education 48

Education Influencer Referrals Retention 48