What Is Your Company’s Prospecting Culture?

The Sales Hunter

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Copyright 2019, Mark Hunter “The Sales Hunter.”

10 Key to Prospecting Success

The Sales Hunter

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? Prospecting is about following up.

3 Ways to Overcome Objections in Sales

criteria for success

Having to overcome objections is a common problem in today's ultra-competitive market. Despite having top of the line products and a killer sales force, prospects will still object to purchasing your products and services.

Is Your Employee Ready To Be A Sales Manager?

MTD Sales Training

This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position. But does that fact that they are a good salesperson mean they will make a good manager? The truth is that the skillsets needed to manage effectively are a lot different to those required to sell effectively.

7 Must-Have Automated Documents for Sales Success

don’t move as quickly as they’d like--especially when it comes to sales teams. Many companies have adopted technologies like customer relationship management. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. of the sales toolkit.

Sales Habits, Sales Managers and Changing Habits

Anthony Cole Training

As I continue to think about habits of sales people and the role of the sales manager in identifying, assessing and “correcting” habits, I keep looking for additional information that might be additive to this string of articles.

How to Conquer Common Sales Objections in 6 Steps

Alice Heiman

Are members of your sales team having trouble closing deals because of the objections your prospects raise? . Objections are a natural part of the sales process. When you and the prospect are taking the steps to move forward in the sales process it’s natural that objections will arise. What are Objections? . Objections usually arise because either you or the prospect don’t have a full understanding of something important.

Assemble an Objections Archive

Selling Energy

Keeping an Objections Archive™ is just as important as keeping a Story Archive™. These are indispensable items to have at your disposal when you’re discussing solutions with a prospect. Every sales manager should encourage their respective sales forces to generate both.

Blueberries, Sales and Sales Management

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

7 skills you’ll need to become a sales manager

Close.io

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. First and foremost, what exactly is a sales manager?

A Sales Manager’s Guide to Deal Strategy

Sales Benchmark Index

As a sales manager, your team looks to you for coaching and strategic help. Most reps struggle with prioritizing their accounts and prospects. Assessing the deal strength keeps it objective. Determining where the deal is in the Sales Process.

Future of Sales: Rethinking the Sales Manager

Engage Selling

This is the fifth of a six article series on the future of sales that I wrote for the Adobe Document Cloud Blog.

Unleashing the Power of Frontline Sales Management, Part 2: What ‘Good’ Looks Like

Sales and Marketing Management

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 sales skill sets and capabilities (e.g.,

Phone Prospecting – Cool and Not Cool

The Pipeline

People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. There is a singular purpose to prospecting, that is to engage.

Notes from the Front Line: Sales Manager Excellence

Engage Selling

When you’re part of an organization whose sales team is spread out over a large territory, it’s easy to lose touch with what’s happening on the front lines, where staff work directly with prospects and customers.

Managing A Sales Manager

Your Sales Management Guru

Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. .

Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them

Keith Rosen

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s a a global epidemic that every organization and manager struggle with.

The 5 Stages of Sales Management

Openview

When that transition is from an individual contributor to manager, that adjustment can be even more jarring. They are regularly prospecting, networking, building pipeline, qualifying that pipeline, and maintaining momentum with current opportunities. more sales per manager!

The Real Reason for Prospect Objections: Do Your Reps Get It?

Sales Result

If you’re experiencing low close rates from your sales team, the likelihood is that your reps aren’t able to respond to prospect objections.

Frontline Sales Managers Are The Key To Your Social Selling Success

SalesforLife

Over the last two weeks, two prospective customers have approached me with different ideas they had for their businesses. Both prospective customers were missing a key ingredient with their above ideas: that missing ingredient was frontline managers.

Sales Managers – Why Isn’t Goal Setting Easy?

Anthony Cole Training

I was first introduced to goal setting in sales when I was an insurance agent with National Life of Vermont. The General Agent was Dave and his manager was Bob. I never did write 100 lives but, based on the sales activity reporting I did every week, I should have.

5 Tips for Handling Pricing Objections in B2B Sales

LevelEleven

And high prices are often the reason for prospects’ hesitation. According to Hubspot.com , almost six in ten buyers want to discuss pricing on the first call, and at least 50 percent of your prospects are not a good fit for what you sell. Determine if the prospect has a real budget.

Author #Interview – Josiane Chriqui Feigon – Smart Sales Manager

The Pipeline

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. Josiane heads up TeleSmart Communications , and is leading practice and thought leader in the area of inside sales and management.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

11 Actions Sales Management Must Take Now! Sound investment portfolio-management advice ranges from “hold firm with your existing stocks” to “take advantage of a great opportunity to buy at today’s basement prices”. Make your sales meetings fun. Muscle up your sales team.

5 Ways to Get Better at Handling Objections

Mr. Inside Sales

I coach a lot of sales professionals, one on one, in individual sessions every week. Sales managers, business owners and also individual sales reps who are committed to moving into the top 20% or op 5% of their profession. Same thing in sales.

The Secret to Overcoming Objections: Don’t

Keith Rosen

They never have to “close” a sale. The alternative approach that I’m suggesting results in more profitable sales with less effort. To compound this, sales managers continue to remind their salespeople to sell value. What Is An Objection Anyway?

Using Sales Managers and Executives to Close More 4th Quarter Sales

The Sales Hunter

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Objective of the calls is three-fold. Third objective is being able to get a meeting during difficult periods. ” Sales Motivation Blog.

Let’s Talk Sales! The Art of Handling Objections – Episode 181

criteria for success

Throughout the month of August, we've been writing and talking about the art of handling objections. If you want to learn more about how you can leverage powerful responses when faced with an objection, you won't want to miss this episode! If you already caught the episode and you're here for the resources mentioned, keep [ ] The post Let’s Talk Sales! The Art of Handling Objections – Episode 181 appeared first on Criteria for Success.

The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. Sales velocity.

Are Sales and Sales Management Candidates Getting Worse?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined.

Handling Objections Method #1

Pipeliner

Probably every salesperson at one time or another is derailed by an objection during a sales call. When salespeople encounter objections they often go into fight-or-flight mode, and the result isn’t pretty. They start justifying, overselling, defending and discounting in a desperate attempt to retain the prospect’s interest. Sales team inability to handle objections costs companies thousands of dollars a year. Bring up the objection.

What Makes a Good Sales Manager Great?

Pipeliner

Frequently I am asked by management teams to attend their sales meetings, to give feedback, and to participate in how my customers are developing their revenue engines. Recently, I’ve sat back to consider what makes a good sales manager great. A manager’s primary role is to develop the sales rep. The sales rep’s primary role is to develop the opportunity and win the business. What do you think we need to do to achieve that objective?”

The Sales Manager's Job

Anthony Cole Training

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

7 Ways To Be Better at Prospecting

Anthony Iannarino

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Most sales experts will tell you that starting conversations with prospects is the most crucial part of boosting your success in sales.

The Confusion Path Between Sales Objections & Qualifying Customers

Increase Sales

Some recent social media discussions revealed there exists significant confusion about sales objections. This is best explained because in the past the marketing depattment handed off the fully qualified sales leads to lukewarm ones to the sales department.

Your Objection Archive

Selling Energy

Keeping an Objections Archive™ is just as important as keeping a story archive. These are indispensable items to have at your disposal when you’re discussing solutions with a prospect. Every sales manager should encourage their respective sales forces to generate them. sales performance

The REAL Truth: Uncovering and Defusing the Right Objections

Keith Rosen

While many people have felt this way, whether it’s a business owner, manager, parent, co-worker, coach or consultant, I’m often told that they really don’t know how to handle it. Prospect, I think you’re lying to me or not telling me everything.”

Finding the Right Sales and Sales Management Candidates

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well.

New sales managers – starting off on the right foot

Sales Training Connection

New Sales Managers. Customers now want sales reps who are trusted advisors not product facilitators. All this means that in order for a sales team to be successful in the years ahead, front-line managers need be highly skilled. Talk with senior management.

Sales Prospecting Rule: If in Doubt, Make the Call!

The Sales Hunter

Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone.