The Sales Hunter

MAY 31, 2013

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Sales managers manage processes.

Sales Management 237

Sales Management Consultative Selling Policies Selling Skills 237

Understanding the Sales Force

DECEMBER 5, 2017

That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.".

Sales Management 227

Sales Management Software Software Coaching 227

Understanding the Sales Force

MAY 29, 2012

Understanding the Sales Force by Dave Kurlan Mike Myatt wrote an article for Forbes ' online site called, To Increase Revenue Stop Selling. I don't agree with most of Mike's suggestions but in his defense, he is not a sales expert, sales writer, sales manager, sales leader or salesperson. Never will.

Company 215

Company Consultative Selling Retail Up-Sell 215

The Sales Hunter

SEPTEMBER 20, 2013

We’re on the verge of the 4 th quarter, and for many companies, that means the race is on to make the number. One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

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

Understanding the Sales Force

APRIL 4, 2024

Science Reveals the Actual Impact of Sales Coaching More Sales Assessment Imposters Exposed The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople What Percentage of Sales Managers Have the Necessary Coaching Skills? Consultative Approach to Selling Call Reluctance is Just as Popular as Ever!

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Understanding the Sales Force

APRIL 29, 2013

Sales has changed dramatically in the past 5 years and among the many things that are significantly different is this: You must be able to differentiate yourself and your company and actually be the added value. You can do that by asking the right questions, at the right time, for the right reason. It''s all about listening.

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. It doesn’t have to be.

Training 116

Training Hiring How To Proposal 116

Sales Training Connection

JUNE 18, 2014

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Training Sales Managers to Coach.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Some companies just don’t do it.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! They will miss opportunities that are vital to the company. Yes, we need more empty chairs. Salespeople need to be out interacting with prospects and customers. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

Understanding the Sales Force

MAY 30, 2023

Salespeople aren’t prospecting as required because sales managers are not holding them accountable. Hold your Sales Managers accountable for holding their salespeople accountable to agreed upon KPIs. Give them an ultimatum but consider the length of the sales cycle. Hire hunters. Not being the value.

Decision Maker 156

Decision Maker Hiring Proposal Sales Cycle 156

Understanding the Sales Force

APRIL 19, 2012

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. In one such company, most of their opportunities were found via inbound calls.

Hiring 180

Hiring Consultative Selling Incentives Incentive 180

Sales Evangelist

APRIL 26, 2024

Meet Our Guest: Dayna Williams Dayna brings 20 years of experience as a white-label consultant for top provider firms in the sales training and enablement sector. Her vast exposure to heads of sales, sales managers, co-founders, and CEOs has given her a unique perspective on widespread issues in the industry.

Scale 40

Scale Hubspot Intent LinkedIn 40

Partners in Excellence

MARCH 5, 2024

After graduating from university with a business studies degree, I took up an office role with the UK’s largest energy company as one of hundreds of people who joined each year in their graduate placement scheme – and found that I hated it. I’ve learned that there is no single perfect sales methodology.

Scale 73

Scale Policies Up-Sell Sales Methodology 73

Jonathan Farrington

FEBRUARY 5, 2012

Consultative Selling is dead!” – Oh no it isn’t! There are those who would suggest that “consultative selling” or its successor “collaborative selling” is dead. It’s only when such an outline is in place that sales management can be in a position to: • Monitor the sales force’s activity, progress and results.

Consultative Selling 35

Consultative Selling Sales Process Follow-up CRM 35

Mindtickle

NOVEMBER 2, 2023

But the reality is, your offerings aren’t the right fit for every company out there. So don’t waste your time pitching your offerings to a company that isn’t the right fit – and will never make a purchase. Many companies have developed ideal customer profiles (ICPs) that outline the characteristics of a prospect that’s a good fit.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

The Sales Hunter

APRIL 11, 2013

It’s not surprising that many CEOs, CMOs and other senior members of a company are not comfortable making sales calls. Below is a list of 9 things to help ensure your next sales call with a senior manager in attendance is as effective as possible: 1. Copyright 2013, Mark Hunter “The Sales Hunter.”

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

JULY 25, 2013

The presentation wasn’t much more than a capabilities presentation about how wonderful her company is and how the products they make are so good. It’s not revolutionary at all to talk about how great your company is. A stupid salesperson working for a stupid sales manager. ” Sales Motivation Blog.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

Vengreso

JUNE 6, 2023

He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether they be CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so. Subscribe to Modern Selling on the app of your choice! Read our Definitive Prospecting Guide for sales management to grow pipeline.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

The Sales Hunter

MARCH 7, 2014

You think your sales manager is stupid. You think your company is stupid. Unfortunately, “Sales Prevention Syndrome” exists in the minds of too many salespeople. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. You think all customers are stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Klozers

JUNE 10, 2014

Sales Management has only one goal, which is improving sales effectiveness within the organization. Although there is only one goal, there are many different areas a sales manager can help increase sales performance and choosing the right ones and prioritizing is obviously important.

Sales Management 45

Sales Management Hiring Salary Guarantee 45

The Sales Hunter

JULY 12, 2013

Know that whatever you talk about and what you do while in the company of the salesperson is going to be repeated to others on the sales team immediately after you leave the salesperson. The sales manager is anxious to hear how the sales call went. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Digital Sales Institute

NOVEMBER 13, 2023

The specific sales methodology is only relevant to the buying and selling situations of any individual company as everyone needs to tailor their sales motions to their markets, industries etc. It tells us that these set of profiles can be used to determine how salespeople (or even the company) interact with customers.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

The Digital Sales Institute

JUNE 21, 2023

Sales training program expert tips for anyone involved in sales management or sales enablement some insight into planning any form of sales training. It sounds simplistic to say that sales training is the act of training salespeople or the sales team on the product and sales process.

Training 52

Training Top of Funnel Sales Methodology Lead Rank 52

Mindtickle

MARCH 1, 2024

What is enterprise sales? You’re not alone if you’re not sure what enterprise sales is. It’s selling products and services to large companies, also known as enterprises. Sometimes, enterprise sales is referred to as “complex sales.” In addition, they’re more open to upsells and cross-sales.

Enterprise 52

Enterprise Enterprise Software Software 52

Women Sales Pros

OCTOBER 11, 2019

So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? Your company looks and sounds like our current vendor. The post Is it Time to “Argo” Your Sales Team?

Film 86

Film Selling Skills SalesForce Influencer 86

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. Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm. The salesperson’s prior successful sales experience was selling for a well-branded company.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90

The Pipeline

MARCH 20, 2018

As in “80 percent of support resources are consumed by the 20 percent delivering the lowest revenue; 80 percent of your revenues come from your 20 percent customers”; “the top 20 percent of reps, drive 80 percent of a company’s revenues.”

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205

Miller Heiman Group

DECEMBER 30, 2019

Neil Rackham Reflects on 50 Years of Bringing Science to Sales What a thrill it was for us to host the Professor of Professional Selling on the Move the Deal Sales Podcast last October. As a global sales executive, he knows a thing or two about how to transform CRMs from data repositories to powerful tools to win more deals.

Sales Methodology 49

Sales Methodology Consultative Selling Groups Education 49

Understanding the Sales Force

JANUARY 14, 2014

Another Sales Methodology article that I wrote was, Baseball''s Huge Impact on Sales Performance. This also had a math equation within it: Sports is to Selling as Baseball is to Consultative Selling as Pitching and Defense are to Baseline Selling.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Women Sales Pros

JANUARY 22, 2019

Yes, they had a new attitude about a fresh new year of sales. What theme could set a new attitude for your sales team? My former company was always great about reinvesting dollars to ensure we remained competitive. They would share better ways to sell, service, manage their accounts or unseat the incumbent vendor.

Energy 97

Energy SalesForce Consultative Selling Vendor 97

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. Consultative Selling.

Account 120

Account Retention Discount Consultative Selling 120

Highspot

DECEMBER 5, 2023

Essential Steps of the Sales Process Navigating the sales process is a journey with a specific destination – closing the deal. Each step is integral to a successful sale, guiding sales managers and salespeople from prospecting to closure. Prospecting Prospecting is the initial scouting mission in sales.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

BrainShark

JUNE 28, 2023

You’ll find the do’s, do nots, customer examples, and actionable tools and templates for implementing and improving sales coaching in this guide. Problems with sales coaching aka what NOT to do 1. Short-term thinking Sales coaching is not a one and done process — it has to be continuous to be effective.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

The Brooks Group

FEBRUARY 26, 2020

Change, for the win: Consultative Selling Habits. Top-performing consultative sales professionals, too, tend to spend time counting their hoard, and at times struggle to find the motivation to expand their consultative selling horizons to add new clients, and to conquer larger frontiers.

Hiring 52

Hiring Account Ideal Customer Profile How To 52