The Sales Hunter

JANUARY 17, 2014

We’ve all been there as a customer and yet I have a feeling we have also been there as a salesperson. There have undoubtedly been more than a few occasions where I’ve talked too much and, as a result, sabotaged or delayed closing a sale. For your next sales call, try a few things. Skip the sales speech.

Conversion 234

Conversion Selling Skills Consultative Selling Call-back 234

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If What works is finding out how your story can become a part of theirs , so they see you in their solution and can imagine what it would be like having you as a business partner.”.

Conversion 98

Conversion Top of Funnel Lead Rank Ideal Customer Profile 98

Alice Heiman

MARCH 10, 2022

His upcoming book, The Revenue Acceleration Playbook , teaches CEOs and go-to-market teams the importance of having authentic conversations with potential buyers. We cover all aspects of having authentic conversations with buyers during our discussion. Highlights of this Episode: [1:27] Authentic buyer conversations. [9:50]

Hiring 62

Hiring Conversion Outbound Inbound 62

Pipeliner

OCTOBER 13, 2019

About Michelle Weinstein: Michelle Weinstein is a Sales Strategist, Entrepreneur, and Innovator. She has over 20 years of sales experience and sold everything from mortgages to Paleo Meatballs to million-dollar homes. Why people don’t understand that solving the problem earlier is good for them when it comes to sale!

Conversion 65

Conversion How To Retail Small Business 65

Keith Rosen

JANUARY 14, 2020

Sales quotas are set, but is there alignment, buy-in, COMMITMENT and a bulletproof strategy to achieve them? Are you certain your sales team has the SKILLS, MESSAGING, fearless ATTITUDE, SELF-ACCOUNTABILITY, TIME MANAGEMENT strategy, and structure to thrive? You have that conversation, good or, well, most of the time, ineffectively.

Coaching 77

Coaching Conversion Sales Goal Quota 77

Guru

NOVEMBER 29, 2018

As sales enablement manager at InVision, Mike Garber provides the sales team – which is completely remote – with the knowledge and training they need to communicate effectively in market. We sat down with Mike to talk about sales enablement as a practice, and how to train teams to have better conversations with prospects.

Conversion 70

Conversion Sales Enablement Training Sales 70

Pipeliner

OCTOBER 21, 2019

John Golden interview with Michelle Weinstein who is a Sales Strategist, Entrepreneur, and Innovator. She has over 20 years of sales experience and sold everything from mortgages to Paleo Meatballs to million-dollar homes. Why people don’t understand that solving the problem earlier is good for them when it comes to the sale!

Conversion 40

Conversion How To Retail Small Business 40

Understanding the Sales Force

JULY 15, 2015

On page 49 (of the Kindle Edition) there is a must read passage for Sales Leaders who want to properly lead a sales force. The passage sums up what sales coaching and accountability are all about.

Conversion 120

Conversion Sales Coaching Coaching Account 120

Increase Sales

SEPTEMBER 22, 2015

Would you want a sales dialogue or a sales conversation? A conversation can lead to a relationship, but its general purpose is not to build a relationship. Probably the main difference between a Sales Dialogue and a Sales Conversation is the primary focus. Do you think both are the same?

Ideal Customer Profile 70

Ideal Customer Profile Conversion Sales Qualified Lead Referrals 70

Partners in Excellence

APRIL 14, 2017

However, as I listened to many of the presenters and much of the conversation, there was one theme that disturbed me. People were constantly talking about how sales people should “message” more effectively. Perhaps, I’m guilty of wordsmithing, but sales people don’t message. Pick Up The Damn Phone!

Conversion 49

Conversion Ideal Customer Profile Face-to-face Conference 49

Increase Sales

NOVEMBER 28, 2015

Yet in sales, I have come to realize there are three other “F” words that contribute to failed sales conversations. For some inexperienced salespeople, there is a moment when they feel they must “Flee” the sales conversation. Maybe the most common “F” word in sales conversations is “Freeze.”

Conversion 70

Conversion Ideal Customer Profile Twitter Facebook 70

SalesProInsider

OCTOBER 28, 2020

This is true in many, many situations, and it’s especially important to keep in mind for the follow-up messages to our virtual sales conversations. You’ve had a productive virtual sales conversation with your buyers (or it could be in person), and then there was no firm commitment to a timeline or next steps. Why is that?

Follow-up 54

Follow-up Webinar Metrics Conversion Strategy 54

Steven Rosen

APRIL 1, 2024

Difficult conversations are as inevitable as they are necessary. These discussions, whether addressing underperformance, behavioural issues, or compensation adjustments, are crucial for maintaining a healthy sales environment and driving performance. Additionally, a lack of training or preparation plays a crucial role.

Conversion 227

Conversion Construction Survey Compensation 227

Steven Rosen

APRIL 6, 2024

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions.

Conversion 156

Conversion Influencer Coaching Call-back 156

Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. Key Takeaways: Setting expectations is crucial for encouraging salespeople to embrace face-to-face conversations.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. Emotional regulation is an essential skill for sales managers to develop. Empathy is crucial in difficult conversations.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Engage Selling

FEBRUARY 28, 2017

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details. They practice their pitch, … Read More »

Conversion 48

Conversion Decision Maker Benefit Meeting 48

Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. I don’t care if you are the head of sales or a front-line sales manager. Behavioral.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

No More Cold Calling

FEBRUARY 1, 2024

And why does taking these conversations offline give your sales team a competitive advantage? You must have a strong enough relationship to feel confident that this person will follow through, earn the prospect’s trust, and take care of your contact just as you would. You have no clue about the connection.

Social Media 194

Social Media Referrals Media Lead Generation 194

Understanding the Sales Force

JANUARY 22, 2024

Have you ever been on the road, lost in thought, just driving down the highway (oh-oh, already sounds like a country song), when you realized you blew past your exit about thirty miles ago? That exact same thing happens to salespeople on their sales calls. That exact same thing happens to salespeople on their sales calls.

Closing 212

Closing Proposal Discount Decision Maker 212

Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. The post Two Keys for Successful Sales Presentations appeared first on Kurlan & Associates, Inc. Where is the value in that?

Sales 344

Sales Follow-up Groups Prospecting 344

Understanding the Sales Force

APRIL 15, 2024

This is a great time to upgrade your sales team. A sales team evaluation shows who will and won’t be able to develop the necessary skills to succeed in this worsening selling environment. Not just any sales training, but results-focused sales training with role-plays, and with your sales leaders becoming effective coaches.

Hiring 182

Hiring Discount Decision Maker Call-back 182

Steven Rosen

FEBRUARY 5, 2024

David Hennessy , the VP of Sales at Kite Pharma, delves into his transformative moment as a sales leader, stressing the significance of active listening and strategic questioning. He underscores the necessity for a well-defined and compelling strategy that is effectively communicated to the sales team.

Sales Leadership 317

Sales Leadership Strategy Motivation Data 317

Mr. Inside Sales

AUGUST 18, 2023

Establishing rapport with a prospect in the very beginning is perhaps the most important first step to earning the right to have a conversation that might eventually lead to a sale. Get it wrong, and that could mean the end of your call—and your chance to make a sale. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 256

Face-to-face How To Gatekeeper Decision Maker 256

People.ai

MAY 10, 2018

A primary cause of sales and marketing misalignment is the fact that many sales and marketing team leaders don’t actually talk to each other. At our recent San Francisco Sales & Marketing Alignment Meetup, we asked our panelists to share their. Sure, they say hello in passing, or when they encounter each other in meetings.

Marketing 44

Marketing Conversion Meeting Sales 44

BrainShark

JANUARY 9, 2017

(..)

Channels 62

Channels Conversion How To Sales 62

Zoominfo

JUNE 28, 2021

Conversations have always been at the heart of our most authentic relationships. Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. What is conversational marketing? Many people conflate conversational marketing with chatbots.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Marc Wayshak

MARCH 20, 2024

How you start sales conversations often predicts how the rest of the conversation will go—and determines whether you’re going to close the sale. Those initial moments of a sales conversation have a ton of influence over how the whole interaction will play out. So there you have it.

Conversion 98

Conversion Prospecting Face-to-face eBook 98

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Reduce onboarding ramp time.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Marc Wayshak

MARCH 27, 2024

Ensuring you have high-quality data from the start is crucial to mastering cold calling. It’s not merely about making hundreds of calls a day—it’s about leveraging data that’s accurate and reliable to increase your productivity and sales success. So, there you have it. Find people with the most likely need.

Cold Calling 118

Cold Calling Demographics Social Media eBook 118

Partners in Excellence

MARCH 27, 2024

Without a doubt it was likely to be a very difficult conversation. “So it sounds like you are getting ready to have a fight with the customer. “So it sounds like you are getting ready to have a fight with the customer. It reminds me of the pregame locker room talks we use to have about “Crushing our opponents.”

Conversion 96

Conversion Call-back Positioning Meeting 96