Tune up Your Selling Skills

5 Star Selling

Often salespeople who have been selling for several years will find themselves becoming complacent and doing the same things over and over again. It takes real effort to make changes and refresh your skills or take on new ones. Ask your sales manager for a few pointers. You don’t have to worry about giving away any secrets, as a former sales manager, I can tell you they already know what you are doing well and what you are not. Blog Sales Insights

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®.

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

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.

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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.

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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?

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.

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?

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.”

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them.

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.

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.

Guest Post: Top 20 Reasons Why Sales Managers Suck at Coaching

Jonathan Farrington

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. So why aren’t more sales managers effective at coaching salespeople? DNA – They don’t have the DNA to support effective sales coaching.

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.

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.

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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: 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.”

Sales Tips: What Is Sales Intelligence?

Customer Centric Selling

Sales Tips: What Is Sales Intelligence? By Connie Schlosberg, Primary Intelligence.

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.

Sales Tips: Stop Measuring Customer Satisfaction

Customer Centric Selling

Sales Tips: Stop Measuring Customer Satisfaction. By Connie Schlosberg, Primary Intelligence.

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.

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 Tips: 6 Strategies to Get Buyers to Talk to You

Customer Centric Selling

Sales Tips: 6 Strategies to Get Buyers to Talk to You. By Connie Schlosberg, Primary Intelligence.

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Sales Tips: Sharing B2B CX Insights with Employees

Customer Centric Selling

Sales Tips: 6 Best Practices for Sharing B2B CX Insights with Employees. By Connie Schlosberg, Primary Intelligence.

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Sales Tips: Collecting Customer Feedback through Phone Interviews

Customer Centric Selling

Sales Tips: A Better Way to Gather CX Feedback. By Connie Schlosberg, Primary Intelligence.

Sales Tips: How to Calculate Your Win Rate

Customer Centric Selling

Sales Tips: How to Analyze Your Win Rate. By Primary Intelligence , a CustomerCentric Selling® Partner.

Sales Tips: 4 Successful Best Practices for Win Loss Programs

Customer Centric Selling

Sales Tips: 4 Successful Tactical Recommendations for Win Loss Programs. By Connie Schlosberg, Primary Intelligence.

Sales Tips: How B2B Companies Are Increasing Revenue

Customer Centric Selling

Sales Tips: How B2B Companies Are Increasing Revenue. By Connie Schlosberg, Primary Intelligence.

Sales Tips: Know More, Win More

Customer Centric Selling

Sales Tips: When You Know More, You Win More. By Primary Intelligence , a CustomerCentric Selling® Partner.

Sales Tips: 4 Benefits of CX Programs

Customer Centric Selling

Sales Tips: 4 Unexpected Benefits of Customer Experience Programs. By Primary Intelligence , a CustomerCentric Selling® Partner.

Sales Management – Top 4 Essentials

Klozers

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.

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing

Customer Centric Selling

Sales Tips: 2 Costly Mistakes Sellers Make with Pricing. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: 3 Tips for Communicating with B2B Customers

Customer Centric Selling

Sales Tips: 3 Tips for Communicating with B2B Customers. By Connie Schlosberg, Primary Intelligence.

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Sales Tips: 4 Foolproof Ways to Increase Sales Productivity

Customer Centric Selling

Sales Tips: 4 Foolproof Ways to Increase Sales Productivity. By Sam Holzman, Content Marketing Specialist at ZoomInfo.

Sales Tips: "Quote and Hope" Proposals Don't Sell

Customer Centric Selling

Sales Tips: "Quote and Hope" Proposals Don't Sell. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Tips: Cost vs. Benefit To Do's and NOT To Do

Customer Centric Selling

Sales Tips: What To Do and NOT To Do with Costs vs. Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling®.