10 Essential Selling Skills Every Sales Rep Needs in 2018

Hubspot Sales

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences.

To Become A Master Salesperson, Master NON Selling Skills.

Jeffrey Gitomer

To Become A Master Salesperson, Master NON Selling Skills. Tweet Share Everyone talks about “how to sell” Not me. In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.”

Selling Skills or Selling Process? Which is Holding You Back.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Selling Skills or Selling Process? Recently I had a discussion with a sales manager who said the key to success in sales is having an effective sales process. high profit selling.

Sales Managers: Dealing with the Low Performer

The Sales Hunter

Blog leadership Professional Selling Skills low performer sales leadership sales manager We’ve all been there. We have a good team, but we know we’d have a great team if we could just get one person to get with the program. You’re frustrated.

Sales Managers: Are You Encouraging This Bad Behavior?

The Sales Hunter

Are your salespeople spending too much time cruising the internet in a way that is robbing them from selling? Blog leadership Professional Selling Skills sales leader sales leadership sales management sales manager time management time waster

New Sales Manager? Check Out New Book Slammed!!

The Sales Hunter

Are you a new sales manager? As Ken says, he wrote this book because he “wants to give first time sales […]. Blog leadership Professional Selling Skills Sales Motivation ken thoreson sales leadership sales manager

52 Sales Management Tips: New eBook!

The Sales Hunter

It’s called 52 Sales Management Tips – The Sales Manager’s Success Guide , and it’s for sales executives, sales managers and small business owners. 52 Sales Management Tips The Sales Managers Success Guide is available at Amazon.com.

eBook 193

Two Words a Sales Manager NEVER Wants to Hear

The Sales Hunter

If and Then : The two words no sales manager ever wants to hear. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” What is the real reason they aren’t making the sale?

This Ex-Salesforce Veteran Reveals How He Transformed His Team’s Selling Skills


Having spent his career running sales teams at Salesforce.com, Paul Snelson now found himself leading the 70-rep sales organization at TouchBistro. Like many SaaS sales teams, Paul has a specialized sales model. And it bogged down the sales management team.

Sales Manager or Sales Leader: Which are You?

The Sales Hunter

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time.

STAR Sales Managers Win More Sales

Steven Rosen

All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the. The first place to start is by looking at your sales people and discerning why they are not performing. Are you developing your sales managers to be stars?

Sales Managers: Micromanage vs. Inspect What You Expect?

The Sales Hunter

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team.

5 Reasons You Don’t Want to be a Sales Manager

The Sales Hunter

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: Is Your Team Prepared to Sell to Purchasing Departments?

The Sales Hunter

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. It is possible to succeed when selling to purchasing departments, but your team has to be prepared.

VIDEO SALES TIP: Best Way to Engage a Sales Manager in the Process

The Sales Hunter

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong.

Video 208

Sales Tips: Proactive or Forensic Sales Management

Customer Centric Selling

Sales Tips: Proactive or Forensic Sales Management. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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.,

Sales Managers: You Are Responsible for Your Organization’s Culture

The Sales Hunter

Culture is far more important to an organization than most managers believe. It does in a family with the parents, it does in a school with the administrators and it does in the workplace with the managers. Copyright 2013, Mark Hunter “The Sales Hunter.”

STAR Results (Solutions That Achieve Results Inc.) Releases Global 2016 STAR Sales Manager Report

Steven Rosen

announces the release of its 2016 STAR Sales Manager Report which captures the opinions and perceptions from sales executives and leaders around the world on key skills and development priorities for sales managers.

Report 185

Top 3 Reasons to Use Consultative Selling Skills


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.

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. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. ” Sales Motivation Blog.

10 Things I Wish I Knew Before Becoming a Sales Manager

Hubspot Sales

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Become a Sales Manager

Top 20 Reasons Why Sales Managers Suck at Coaching

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening.

Sales Managers Have the Hardest Job in Sales | Sales Motivation.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. No sales. Would sales come in?

VIDEO SALES TIP: Why We Need Empty Chairs in Sales Departments

The Sales Hunter

Too many salespeople and sales managers spend too much time in the office! Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation sales leadership sales manager sales motivation salespeople selling skills video sales tip

Video 224

5 Sales Training Tips for Sales Managers AND Salespeople | Sales.

The Sales Hunter

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1.

Missing on the "Secrets to Developing Successful Sales Managers"

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. It's one thing if the sales manager doesn't have salespeople reporting to him/her yet, but if we expect the sales manager to inherit a group of veteran salespeople, that's not the ideal scenario for on-the-job training! Selling skills!

Sales managers – it’s what you say and how you say it

Sales Training Connection

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team.

What Does it Take to Become a Sales Manager?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Do Women Make Better Salespeople Than Men?

The Sales Hunter

I will argue it is, because if you’re a sales manager or anyone even remotely responsible for sales, don’t you want to make sure you’re capturing all you can? It’s time to wade back into this very critical discussion. You say it’s not critical?

Step 1 for Managing, Training & Selling with Emotional Intelligence


To overcome this perception and temper that human nature, sales managers and sales trainers who want to enable sales may find real value in developing a stronger orientation to others. This is part of what I call selling with emotional intelligence.

What You Ultimately MUST Know About Low Performers

The Sales Hunter

Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation Sales Training Sales Training Program Sales Training Speaker low performance low performer sales manager sales managers sales motivation sales trainer sales training

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. Dave Kurlan Consultative Selling sales process closing tips selling skills

Jeffrey Answers a Question about Cold Calling via Email | Sales Training

Jeffrey Gitomer

Overcoming Objections Productivity Sales Videos How to Improve Selling Skills how to sell sales management training sales video We''ve Moved! Update your Reader Now.

Underperforming Salespeople are Costing You Far More Than You Think

The Sales Hunter

Why are you allowing the low-performing salesperson to continue to suck sales and profits from you and your company? The low-performing salesperson is costing you far more than you think.

How to Manage the Underachiever on Your Sales Team: 4 Quick Things You Can Do Now!

The Sales Hunter

Blog leadership Professional Selling Skills Sales Motivation free webinar poor performance sales leader sales management sales training sales webinar underachiever

How To 217

Sales Leaders: You Can’t Motivate Anyone, so Quit Trying!

The Sales Hunter

Recently, while working with a client, I was talking with a very successful sales manager/leader. Blog Professional Selling Skills Sales Motivation leader leadership motivation sales leader sales manager sales motivation His track record in developing salespeople was amazing. Bigger than that was his ability to take average salespeople and turn them into high-performing salespeople.

It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What does your sales funnel look like? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospectingIs it full of junk? What is the % of leads at the top of your funnel that actually become customers?

Leads 210

10 Questions Every Manager/Leader Needs to Ask Themselves Regarding Sales and Customers

The Sales Hunter

10, @ 11 AM PST, for a Salesforce webinar High-Profit Selling: How Leaders Impact Their Teams’ Success. I will discuss in depth what management can do NOW to stop blocking sales and start creating sales. (If you can’t join me live, still sign […].

Sales Management – Top 4 Essentials


Sales Management has only one goal, which is improving sales effectiveness within the organization. 1) Sales Management – Planning. We have all heard this a million times yet studies show 85% of companies do not have a sales plan.