The Sales Hunter

MARCH 7, 2014

You blame your lack of success on your territory and how you would be more successful if you had a better territory. Blog Cold-Calling Consultative Selling leadership Professional Selling Skills Sales Motivation Sales Training sales leadership sales motivation' You think all customers are stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Pipeline

DECEMBER 16, 2011

The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. It seems that every week we are being told that sales training is not working in a very high percentage of cases – 85-90% was one statistic I read just yesterday. JF Corporation.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

No More Cold Calling

SEPTEMBER 15, 2011

Give them real tools and training and start realizing your sales numbers! Next, we gave them a phone, a list, and a desk and expected them to figure out how to build their territory fast enough and well enough so that they could make the kind of money we promised them. Great salespeople need more than a desk, a phone, and a computer.

Hiring 248

Hiring Territories Salary Social Media 248

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

The Pipeline

JUNE 17, 2011

No More Crank Calls. Stored in Attitude , Cold calling , Guest Post , Prospecting , Sales 2.0 , Sales Success , Sales Technique , execution. The debate continues to rage on, is cold calling dead, is it alive, or is it just that pain in the reality of many sales people needing to make an honest living. April 2008.

Pipeline 240

Pipeline Cold Calling Twitter Social Media 240

The Pipeline

SEPTEMBER 19, 2011

25% Increase in Sales Training ROI – Sales eXchange – 115. Some aspects of sales training are easy to measure others not so, but it is a fair question when I am asked what they can expect from an ROI standpoint. Companies have shown selectivity with other training or development programs. Given that, why train them?

ROI 243

ROI Pipeline Training Twitter 243

MTD Sales Training

JANUARY 18, 2018

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. Many salespeople think it’s an easy ride; no more cold-calling , no more traffic jams, no more four or more calls a day. MTD Sales Training. Happy Selling! Sean McPheat.

Sales Management 192

Sales Management Salary Promotion Cold Calling 192

Understanding the Sales Force

JANUARY 28, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. Closed You may be wondering how this is any different from the days of making 40 cold calls/day. The reality today is that this model might not require any cold calls to generate those 31 Conversations each week.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

HeavyHitter Sales

AUGUST 12, 2012

Here’s one of my recent Harvard Business Review articles titled “What’s Wrong With Your Sales Training Program.”.   Somehow, “successful” sales training has become associated with a thick binder of material the salesperson lugs home from the class (never to open again). It’s Not Based Upon Win-Loss Customer Interviewing. . 

Training 122

Training Decision Maker Lead Rank Segment 122

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. Cold calling. Sales Training. Territory Alignment.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

AUGUST 22, 2011

Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. The conversation quickly got around to compelling opening statements in an initial call. Cold calling is not dead; it just smells funny in that Shrink Wrap 2.0.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

Bigtincan

SEPTEMBER 15, 2021

Good reps map out their territory, understand each customer’s needs, and coordinate product logistics with local inventory managers and hospital personnel. . Sales territories and incentives restructuring. New sales training and certification obligations. . .” – Bear Bryant, Legendary head coach, University of Alabama. .

Hiring 105

Hiring Territories Networking Microsoft 105

The Sales Association

NOVEMBER 9, 2011

Cold Calling Lives. If you are anything like me, you are sick and tired of hearing reports that cold calling is dead, especially when as part of your role you are required to cold call. In the description of the job you applied for, they specifically said there would be no cold calling.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Sales Hacker Training

JUNE 17, 2020

Is the role primarily an outbound or cold-calling role? If you ask your new hire to make 60 cold calls a day when they’ve never made more than five in the past, they’re going to have a hard time succeeding. Does the candidate subscribe to, or have they been trained in, any specific sales methodologies?

Quota 123

Quota Hiring Cold Calling Sales Methodology 123

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. And finally, if you are a manager or company owner who has had to send your sales team to work from home, then now is the perfect time to give them access to my new on-demand inside sales training. ON DEMAND SALES TRAINING THAT GETS RESULTS! Sound familiar? And for good reason.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Hubspot Sales

NOVEMBER 17, 2020

Contact with these new leads can occur through four different methods: cold-calls, door-to-door visits, email and mail, and networking. When canvassing through cold-calls , a salesperson will call prospects after obtaining their phone numbers. Benefits of Sales Canvassing.

Cold Calling 94

Cold Calling Buyer Persona Hiring Face-to-face 94

The Pipeline

MARCH 30, 2011

Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. January 2008.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

JANUARY 18, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

NOVEMBER 16, 2011

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

MARCH 7, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

NOVEMBER 10, 2011

Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Cold calling. Sales Training. Territory Alignment. Cold Calling Now. January 2008.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

FEBRUARY 8, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

Hubspot Sales

OCTOBER 2, 2019

High-performing sales teams are twice as likely to provide ongoing training to reps than low performing teams. A sales performance management plan adds structure and accountability to your training process. Sales territory optimization - The ability to support strategic territory mapping and efficiency. Image Source: SAP.

SAP 119

SAP Oracle Compensation Territories 119

The Pipeline

MARCH 28, 2011

Fearing that if they “lost” the rep they would somehow be behind, the vacant territory syndrome. Ask me, they would be better off with a vacant territory than having these under performers who are likely not aware of opportunities in their existing accounts, and have declared their right not to bring on new prospects.

Pipeline 220

Pipeline Twitter Hiring Territories 220

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. Sales Skills , Sales Technique , Sales Training , Win , Workshop. Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Sales Tool.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

FEBRUARY 15, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

NOVEMBER 23, 2011

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

FEBRUARY 17, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. First, their view of, and approach to sales training ; second the alignment of their sales assets with clearly identifiable market segments.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

The Brooks Group

JANUARY 5, 2020

Besides cold calling and referrals, salespeople have dozens of possible ways to contact new prospects: . Additionally, they should know how to ask probing questions to identify which elements of your messaging will be most effective with each prospect, and be well-trained in staying on message in response to the prospect’s needs. .

Top of Funnel 69

Top of Funnel Prospecting Sales Qualified Lead Territories 69

The Pipeline

JANUARY 17, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

MARCH 6, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 28, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

JULY 1, 2011

Cold calling. Sales Training. Territory Alignment. Cold Calling Now. Dave Kahle – Sales Training. From The Heart Sales Training Blog. " A Christmas Song. A Random Walk Up Sales Street. Appointments. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 181

Pipeline Cold Calling Hiring Compensation 181