The Sales Hunter

SEPTEMBER 20, 2019

How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. Sales is merely a mind game. Also, sales is a team sport; it’s not a solo activity. Sales Motivation Blog.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

Janek Performance Group

SEPTEMBER 18, 2023

Athletes and sports teams often talk about reviewing the game tape. In sales, this is called a win-loss analysis. Combining everything from the framework of a win-loss analysis to training, this is a must for every sales organization. This is a process in which they revisit a game to see why they either won or lost.

Analysis 77

Analysis Webinar Metrics Sports Groups 77

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. It was a rough start, but within three years I'd been promoted to a sales manager.

Hiring 101

Hiring Training Hubspot How To 101

criteria for success

APRIL 15, 2020

Ongoing sales training is key to developing your team, but it can be hard to think of topics to cover. Here are 5 creative sales training topics to use when you’re training your team. Building rapport is obviously a key sales skill, but many people think it’s something that can’t be trained.

Training 80

Training Exercises Ideal Customer Profile Follow-up 80

MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role?

Coaching 149

Coaching Sports Objections Up-Sell 149

Your Sales Management Guru

JULY 21, 2014

Partner Hiring and Training Lessons from Sage Summit. Non-productive partner companies often hire the best, but fall short at training their talent. You see it in college sports — the top teams tend to recruit the top performers. 1 job of management. The next piece is ongoing training. By Ken Thoreson.

Hiring 87

Hiring Training Sage Vendor 87

Allego

APRIL 21, 2020

The speed of change raised the bar for training and ongoing productivity. Companies find it’s more important than ever for sales reps to collaborate and share best practices with one another. Yet in-person training and face-to-face communications are two things we cannot do right now. What are you hearing from training managers?

Cancellation 71

Cancellation Training Hiring Face-to-face 71

Pipeliner

MARCH 30, 2018

The current level of sales management is failing companies. Average tenure of a sales leader has dropped from 26 months (bad) to 18 months (horrible). 80% plus want to meet with a sales person only after they have developed the need and a shortlist. of people say they trust very highly information from a sales person.

Sales Management 58

Sales Management Lead Rank Hiring Lead Scoring 58

Anthony Cole Training

FEBRUARY 27, 2012

Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10).

Hiring 168

Hiring Sports Ideal Customer Profile Webinar Metrics 168

Pipeliner

MARCH 9, 2018

As sales managers, you all know how important it is to be effective at managing your sales staff and sales pipeline. At times, being reminded of 3 Steps to effective sales management can have a profound impact on your effectiveness. How is your staff trained on products?

Sales Management 40

Sales Management Hiring SalesForce Policies 40

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. How Does Sales Coaching Differ From Sales Training?

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Hubspot Sales

MARCH 20, 2020

High-revenue growth companies are seeing the payoff; 54% of high-performing companies are using sales coaching more than in the past, and 60% use sales coaching as an integrated part of a sales training program. Coaching vs. Managing. Are Internal or External Sales Coaches Best? A survey of 330 U.S.

Sales Coaching 109

Sales Coaching Research Coaching Sales Methodology 109

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 My prospecting approach at that time was going through lead lists and sending blind emails. Are Sales 2.0 This week is one of those weeks. I want a hustler.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Hubspot Sales

JULY 25, 2023

18% of sales professionals use AI for content creation, making it the most popular use case. 87% of sales professionals say that AI tools assisting with writing sales content or prospect outreach messages are effective. Prospect Outreach AI alleviates one of the most time-consuming tasks in sales: prospecting.

Top of Funnel 82

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 82

Janek Performance Group

JANUARY 3, 2023

In actual practice, however, sales managers and coaches may or may not be the same person. This can help organizations get the most from their sales managers, sales coaches, and, ultimately, their sales teams. What Is Sales Management? Developing sales plans. Forecasting. Adaptability.

Coaching 62

Coaching Hiring Sales Coaching Lead Rank 62

Hubspot Sales

JUNE 21, 2022

Long hours, aggressive targets, difficult prospects. However, it's also a recipe for stress, frustration, and low morale — which, when left unchecked, can quickly affect sales performance. It's no surprise that sales is a tough game, making it essential for sales leaders to keep their team's morale high. Back To You.

Face-to-face 89

Face-to-face Lead Rank Lead Scoring Sports 89

Anthony Cole Training

JUNE 14, 2011

Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10).

Hiring 168

Hiring Ideal Customer Profile Sports Webinar Metrics 168

Jeffrey Gitomer

JULY 26, 2011

Online Training. New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Talk about things you have in common (golf, sports, college, home state) as much as you can. Sales Management. Sales Videos. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? GREAT food.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Score More Sales

JUNE 9, 2014

Have you ever been to a sports event where the hometown fans “boo” one of its own players? By the same token, a sales manager is one of the sales professional’s top customers – if not THE top customer. Help your sales manager do their job by getting them what they ask for in a timely manner.

Ideal Customer Profile 204

Ideal Customer Profile Sports Twitter Inside Sales 204

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Remote selling. Negotiation.

Negotiation 105

Negotiation Exercises Objections Coaching 105

Jeffrey Gitomer

JUNE 14, 2011

Online Training. Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Sports events.

Networking 325

Networking Hiring Trade Show Social Media 325

Understanding the Sales Force

JANUARY 22, 2014

Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow.

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Anthony Cole Training

NOVEMBER 2, 2010

Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10).

Hiring 120

Hiring Sports Ideal Customer Profile Webinar Metrics 120

Anthony Cole Training

MARCH 24, 2014

I don’t mean that you have to fawn over them because they prospected. That’s like passing out participation trophies in youth sports (you don’t want to get me started on THAT discussion.). Additional Resources: How do I motivate my sales people ? - Why is sales management so damn hard?

Motivation 219

Motivation Hiring Sports Compensation 219

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

BrainShark

JULY 4, 2023

Research firm CSO Insights offers a more formal definition: “Sales coaching is a leadership skill that develops each salesperson’s full potential. ” Coaching is often led by sales managers and facilitated by sales enablement professionals. Sales coaching is essential for many reasons.

Sales Coaching 62

Sales Coaching Coaching Hiring Video 62

Pipeliner

APRIL 11, 2018

Information hits sales managers from all sides on the subject of creating high-performance sales teams. Given these endless choices, it can be hard for sales managers to figure out where exactly to focus their attention. To make life a bit easier, here is a tip that will greatly simplify your job as a sales leader.

Motivation 58

Motivation Hiring Sports Incentives 58

Anthony Cole Training

JUNE 6, 2012

As part of my visit I spent some time with Mark Trinkle, one of our sales development experts, during one of his sales training sessions for new hires. Our client has an 'immersion program' designed to help new hires get up to speed quickly in execution of their sales process and sales managed envirionment.

Hiring 181

Hiring Ideal Customer Profile Exact Sports 181

Zendesk Sell

DECEMBER 17, 2019

The prospect of a trip is something your team can look forward to. Give your team a reason to keep their “eye on the prize” with travel sales incentives. Tickets to concerts or sporting events. Dangle a ticket to a playoff or a high-stakes rival game and die-hard sports fans will go crazy. Fine dining experience.

Incentives 83

Incentives Incentive Motivation Sports 83

Hubspot Sales

JUNE 6, 2018

It’s a formula stating that 80% of sales are made by 20% of sales reps, and it sometimes seems as immutable as a law of physics. Sales managers and business leaders try to move the ratio with training, but up to 87% of training content is forgotten within a few weeks. Coaching is no solution either.

Hiring 88

Hiring Face-to-face Channels Hotels 88

Anthony Cole Training

OCTOBER 24, 2011

Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). open ended sales questions (11). performance management (3). practice management (9). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10).

Hiring 180

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 180

Mindtickle

JUNE 29, 2021

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Remote selling. Negotiation.

Negotiation 72

Negotiation Exercises Objections Coaching 72

Hubspot Sales

JULY 30, 2020

These 10 motivational techniques will engage both junior reps and their senior counterparts, ensuring they continue to work to meet their sales goals throughout the summer: Tips to Raise Sales Motivation at the End of Summer. Invest in sales management coaching. Plan a sales contest. Track and Celebrate Small Wins.

Motivation 117

Motivation Commission Webinar Metrics Decision Maker 117

Your Sales Management Guru

OCTOBER 2, 2017

Recently I happened to have heard a sports talk radio host discuss Brain Waves in terms of what winning football players must exhibit, he specifically discussed using powerful Brain Waves to get into the head of their opponent allowing the one player to dominant. They all relate to having the correct Brain Waves.

Hiring 58

Hiring Face-to-face Sports Sales Leadership 58

Apptivo

APRIL 27, 2023

Some noteworthy aspects include: Contact management Sales Management Marketing Automation Analytics and Reporting Customization and flexibility Mobile Access Integration with other systems Scalability User Friendliness Contact management Contact management is similar to a well-coached sports team.

Software 52

Software Software CRM System 52

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation. sales success.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Pipeliner

MARCH 8, 2018

The good news is that you don’t have to reinvent the sales management wheel. You only need to duplicate and install these 3 proven sales team attributes into your sales team. #1: 1: An emotionally intelligent sales manager. A sales manager is the official “raiser of the bar” in a company.

Hiring 49

Hiring Sports Commission Proposal 49