Richardson

FEBRUARY 4, 2020

With an agile approach, companies prioritize individuals and interactions over processes and tools. Put simply, agility in selling means using different skills when and where they are needed most. At one time, companies could sell a product and build revenues behind protective barriers. Find New Customers Win Opportunities Grow Accounts C-Suite Sales and Marketing Leadership Sales Enablement Sales Operations Learning and Development Human Resources Sales Professional

Selling Skills 40

Selling Skills Competition Revenue Company 40

Braveheart Sales

OCTOBER 19, 2018

It said the mere act of following a repeatable sales process helps salespeople close 15% more business. I wish I knew where the information came from, but since I couldn’t verify it directly from the source, I went searching for data myself that might support the use of a sales process. But before I share what I found, let me precisely explain what I mean by a sales process. A Sales Process Defined. Strategic Use of Sales Scorecard.

Selling Skills 50

Selling Skills Analysis Sales Process Data 50

Understanding the Sales Force

OCTOBER 13, 2016

Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools.

Selling Skills 232

Selling Skills Advertising Advertising Tools 232

Partners in Excellence

NOVEMBER 27, 2018

We all know the story—buying has changed profoundly, complex buying is chaotic, we need to be customer focused/driven, we need to create value in every interaction… At the same time, customers have many more sources/channels for information to help in their buying decisions, AI/ML technologies will make many transactional sales roles less necessary (tough this isn’t new news). At the same time, sales performance continues to stagnate or even decline.

Selling Skills 93

Selling Skills Banking Training Territories 93

Mr. Inside Sales

OCTOBER 1, 2018

Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone. Again, many sales rep just steamroll over their prospect’s receptiveness and just go into their pitch….

Cold Calling 196

Cold Calling Tools Prospecting Telemarketing 196

Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Best Sales Prospecting Tools. Your reason message is the second critical millstone to the sales process. Through social media, the sales professional is able to engage with prospects that meet their buyer’s persona. Buy a Sales Navigator License from LinkedIn and use it to know when and whom to reach out to. Optimize your LinkedIn profile for selling, not career building.

Selling Skills 65

Selling Skills Social Media Trade Show Licensing 65

Partners in Excellence

SEPTEMBER 21, 2015

Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve narrowed things down to the top 3 skills critical for top performers. I’d like your take on it, because most sales training programs don’t seem to include these. First, all the usual traditional skills are table stakes. And of course, you know how to leverage all the traditional tools like.

Selling Skills 95

Selling Skills Relationals Opportunity Networking 95

The Sales Hunter

AUGUST 7, 2016

It’s really no secret that the three GREATEST sales tools are your MIND, TIME and NETWORK. My guess is that if you look closely at these three sales tools, you will find areas where you can improve. Blog Professional Selling Skills Sales Motivation sales motivation time managementBut how well are you managing these? That is key to your success.

Motivation 156

Motivation Tools Sales Tools Video 156

BrainShark

AUGUST 23, 2018

One sales expert sees a new breed of reps emerging – one with key business skills and AI tools at its disposal

Selling Skills 76

Selling Skills Tools Sales Enablement Sales 76

The Sales Hunter

JUNE 20, 2017

To be successful reaching prospects, you have to use every tool available. Blog Professional Selling Skills Prospecting prospect prospecting prospecting tools sales prospectingIf you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. This is why a lot of salespeople fail when they think all they need is social media. It will reach […].

Tools 129

Tools Prospecting Social Media Media 129

The Sales Hunter

JULY 23, 2015

Sadly, too many salespeople fail to realize that the telephone is still a great prospecting tool. It doesn’t matter how much anyone says otherwise, I’m still a firm believer the telephone is an amazing prospecting tool. Blog Breakthrough Sales University Prospecting breakthrough sales university phone skills prospect prospecting sales prospecting selling skills voicemail

Tools 195

Tools Prospecting Selling Skills Sales 195

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. And companies are starting to recognize that modern sales teams need to replace legacy classroom-style training with solutions that include digital, on-demand training. Most Critical Skill Gaps. Field Sales vs. Inside Sales. Sales Blog

Distribution 43

Distribution Selling Skills Survey Inside Sales 43

The Sales Hunter

OCTOBER 4, 2016

The telephone is still a great prospecting tool, despite what some naysayers might want you to believe. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingVoicemail is a great extension of it and can get you connections you’d never get any other way. In my new book High-Profit Prospecting, I devote several chapters to the discussion of the telephone and voicemail. Here are […].

Prospecting 191

Prospecting Tools Selling Skills Sales 191

The Sales Hunter

JUNE 26, 2015

Today I’m giving further explanation on reason #5: Relying on email as your primary tool to prospect. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university email email prospecting prospect prospectingThere are 10 Reasons Most Prospecting Plans Don’t Work.

Tools 175

Tools Prospecting Pipeline Selling Skills 175

Closer's Coffee

MAY 6, 2019

For Part 1 of the Essential Selling Skills Bootcamp, click here. The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to prospect.” ? Top Sales Prospecting Challenge. Prospecting has and will always be the most important activity or discipline in sales. Why do Sales Professionals need to prospect? Easy on the artificial sales enthusiasm.

Referrals 43

Referrals Selling Skills Demographics Buyer Persona 43

Klozers

APRIL 11, 2016

In the world of sales; Selling Skills can make the difference between a Rainmaker and a Bank breaker for most businesses. Sales people who miss targets at best, and don’t cover the overheads at worst, are an expensive luxury that most organisations can ill afford. Analysing and testing these skills in sales people is difficult, as often they can appear pitch perfect in the office but never quite seem to get matching results in the field. Sales Training

Selling Skills 21

Selling Skills Decision Maker Banking Discount 21

The Sales Hunter

AUGUST 13, 2017

And you’ll build your sales motivation and prospecting skills as well. Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales motivationWhen you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. This gives you an easy way to build rapport, because you can ask them about their vacation.

Motivation 133

Motivation Tools Prospecting Video 133

The Sales Hunter

MAY 28, 2015

Today we’ll look at the first thing to remember: #1: Voicemail works when used as ONE of your prospecting tools, rather than the only one. Blog Cold-Calling Phone Sales Tips Professional Selling Skills phone tips selling voicemailI am making good on my promise that I would unpack in detail the 5 Ways Can Work for Prospecting.

Tools 190

Tools Cold Calling Prospecting Selling Skills 190

The Sales Hunter

SEPTEMBER 8, 2016

We’ve all received stupid messages through Linkedin from people trying to sell us stuff. It’s things like this that have people wondering if Linkedin is a viable sales tool. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingThe stupidity of the message is how they’re all feature driven and dealing with something you could care less about.

LinkedIn 116

LinkedIn Tools Sales Tools How To 116

The Sales Hunter

MARCH 6, 2014

Today it’s all about building a network with tools such as LinkedIn. If you want to use LinkedIn as a prospecting tool, that’s fine but do it right. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

LinkedIn 182

LinkedIn Tools Prospecting Licensing 182

The Sales Hunter

APRIL 19, 2013

I can’t be in a classroom without sharing with them my list of recommendations for sources to help someone become a sales leader. I’ve found the top leaders in business are top leaders because they’re informed and they use tools like this to help them do it. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog leadership Professional Selling Skills leader sales leadership sales leadership skills

Sales Leadership 167

Sales Leadership Tools Journal Analysis 167

Customer Centric Selling

JULY 18, 2017

Sales Tips: Give Skilled Craftsmen Better Tools. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Tools 48

Tools Forecasting Sales Forecasts Training 48

A Sales Guy

SEPTEMBER 23, 2019

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. Not enough salespeople understand the game/rules of sales. Too much reliance on selling tools. “Welcome to the team,” said my new sales manager, as he dropped a giant yellow pages phonebook on my desk. That was selling in 1996. Email became prevalent, websites were showing up, but selling was still a job of grind. There was no help, no tools to cover your ass.

Tools 87

Tools Sales Tools Cold Calling Collateral 87

The Sales Hunter

NOVEMBER 14, 2017

It’s time to quit thinking one more tool is going to bring […]. Blog Professional Selling Skills Prospecting Sales Motivation apps prospect prospecting sales motivation sales skills selling skills successYour success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use.

Conversion 158

Conversion Prospecting Tools Selling Skills 158

Sales Benchmark Index

JANUARY 29, 2019

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

Strategy 192

Strategy Competition ROI Resources 192

MTD Sales Training

APRIL 1, 2014

If you search on Amazon for books on selling, the list goes on for ever. Sales Tools influencing skills persuasion skills sales techniques sales tools selling skills The advice out there is profound, in its complexity and number, and much of it is relevant only in certain cases or when you. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Influencer 210

Influencer Tools Sales Tools Selling Skills 210

Smart Selling Tools

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively. They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?”

Tools 99

Tools Sales Tools Marketo Decision Maker 99

Mr. Inside Sales

OCTOBER 15, 2018

If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. This tells you how cooperative your prospect is, and so how cooperative they will be throughout the sales cycle.). appeared first on Mr. Inside Sales. What do you say when you get this objection while prospecting? And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for years.

Telemarketing 157

Telemarketing Cold Calling Follow-up Outbound 157

The Sales Hunter

FEBRUARY 23, 2016

Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools. Blog Closing a Sale Professional Selling Skills closing closing techniques sales closes sales techniquesThe average salesperson has two or three ways with which they feel comfortable to ask for the order. Today, cars are complicated, and […].

Closing 146

Closing Tools Selling Skills Sales 146

Gong.io

JUNE 11, 2018

At the end of the day, call data goes deeper than just the sales cycle. Seamless Account Handoffs by Having Instant Access to the Entire Sales Cycle. Our CS team receives an account assignment, along with all of the previous calls that took place throughout the sales cycle. Before we even meet a customer, we know every single detail of how their sale went down. The post 4 Ways We Use an AI “Sales” Tool for Customer Success and Support appeared first on Gong.

Tools 48

Tools Sales Tools Enterprise Enterprise 48

The Sales Hunter

OCTOBER 18, 2014

A great tool I use is emailing the prospect a link to an article they may find of interest. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting video sales tip We all have those prospects and customers who are tough to reach. I have used this technique successfully to open up dialogue with many people who otherwise hadn’t been responding to me. Check out this video to see […].

Video 197

Video Prospecting Tools Customer 197

The Sales Hunter

JUNE 30, 2015

View social media as another tool to help you prospect. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospecting social mediaDon’t think social media is going to replace traditional prospecting methods. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media.

Social Media 218

Social Media Media Prospecting Tools 218

Gong.io

SEPTEMBER 3, 2020

No one said sales was fair. Because the questions sales leaders had all-but-written-off as impossible to answer. And some sales leaders (1000 of them, give or take) are already getting ahead. That spells the end of improvised sales processes. Sorry, sales reps.

Buying Cycle 84

Buying Cycle Competition Exact Meeting 84

The Sales Hunter

JUNE 16, 2015

As we look at the negotiating skills you must know, we come to #9 in my list. 9: Use time as a tool to demonstrate your willingness to wait or to demand they accept your offer. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiationYou can see the previous 8 tips at this page. #9: Either way, know your strategy in advance as […].

Negotiation 187

Negotiation Tools Strategy Selling Skills 187

The Sales Hunter

JUNE 5, 2015

So far we’ve covered making sure voicemail is only one of your tools and keeping your voicemails short. Blog Phone Sales Tips Professional Selling Skills Prospecting phone sales tips prospect prospecting sales prospecting telephone sales voicemailAs promised, I’m digging deeper into 5 Ways Voicemail Can Work for Prospecting. We are now at #3: Your voicemail must contain something of value for the person receiving it.

Tools 173

Tools Prospecting Selling Skills Sales 173

The Sales Hunter

DECEMBER 6, 2016

” Social selling is ONE sales tool. Do not think of it as THE only sales tool, because doing so will get you in trouble […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting social media#SocialSelling is all the rage, but before we get carried away with it, let’s realize something our mothers told us growing up — “Too much of anything will make you sick.”

Social Selling 141

Social Selling Sales Tools Social Media Tools 141

The Digital Sales Institute

OCTOBER 8, 2020

Sales skills for the digital era requires a change in both mindset and skill application. We know that selling is not getting any easier. Paradoxically, research shows that too much choice or information in sales process can be demotivating for buyers. Sales Acumen.

Buyer 56

Buyer ACT Proposal Decision Maker 56

The Sales Hunter

MAY 29, 2015

We’ve been looking at 5 Ways Voicemail Can Work for Prospecting, including the first tip: Make sure voicemail is only one of your prospecting tools. Blog Phone Sales Tips Professional Selling Skills Prospecting phone sales tips prospect prospecting voicemailThis brings us to tip #2: Keep prospecting voicemails short. Never more than 18 seconds and preferably as short as 12 seconds. The last thing a prospect wants to […].

Prospecting 182

Prospecting Tools Selling Skills Sales 182

The Sales Hunter

JANUARY 5, 2013

Want to know how to get the best answers to your sales questions? The best sales questions tend to be short ones. Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. I’m sharing it again because I want you to have the tools you need to be more successful… Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Video 165

Video How To Motivation Tools 165

The Sales Hunter

MAY 10, 2016

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting social mediaIn my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1.

Social Media 152

Social Media Media Twitter Facebook 152