SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. Build those skills by utilizing the tools around you. How do you achieve this?

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

JULY 30, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Development Training Sales Motivation CRM customer customer service sales information' ” Sales Motivation Blog.

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

The Sales Hunter

APRIL 9, 2013

Has each person who is going to present been properly trained in how to present and is their message going to resonate with the audience? Copyright 2013, Mark Hunter “The Sales Hunter.” Is the meeting going to adhere to the culture of the company? I’m talking about this topic for one reason.

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

The Sales Hunter

AUGUST 19, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting Sales Development Training Sales Motivation sales goals sales motivation' Don’t build plans to make your goal. Aim higher! ” Sales Motivation Blog.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

JULY 9, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Training Tip closing closing a sale questions sales questioning sales tip' ” Sales Motivation Blog.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

Understanding the Sales Force

FEBRUARY 21, 2013

Here's why: He said to hire for characteristics and train for competencies. And when we train for competencies, that should be fine-tuning, not wholesale development. Selling skills! c) Copyright 2013 Dave Kurlan I thought that the second half was as bad as the first half was good.

Hiring 243

Hiring Sales Management Territories Analysis 243

Understanding the Sales Force

APRIL 4, 2013

Skills - They have not been trained in the fine art and science of sales coaching. Selling Skills - They never developed the kind of selling skills that would allow them to role-play all of the various scenarios that are bound to come up. c) Copyright 2013 Dave Kurlan' Please contribute your own #20.

Coaching 227

Coaching Sales Management Incentive Incentives 227

SBI Growth

MARCH 22, 2013

Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Change management is just one skill SMs must know. Current front-line SMs needs wide training to do their job effectively. Selling Skills.

How To 312

How To Sales Leadership Exercises Proposal 312

The Sales Hunter

APRIL 4, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training sales leadership sales motivation' It shows up in both the top-line sales numbers and the bottom-line profit results. ” Sales Motivation Blog.

Sales Management 195

Sales Management Motivation Selling Skills Sales Leadership 195

The Sales Hunter

APRIL 30, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Motivational Sales Speaker Phone Sales Tips Professional Selling Skills Prospecting Sales Development Training customer service phone sales tips profit repeat sales sales tips telephone sales'

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

MAY 27, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Motivational Sales Speaker Professional Selling Skills Prospecting Sales Development Training Sales Motivation monday motivation sales motivation sales motivation tips' Simply require all expense reports, paperwork, etc.

Report 232

Report Motivation Consultative Selling Selling Skills 232

The Sales Hunter

AUGUST 16, 2013

Sales managers believe the development of people is going to occur by sending salespeople to training classes. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills leader management manager sales leadership sales manager' Developing people. ” Sales Motivation Blog.

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

The Sales Hunter

NOVEMBER 6, 2013

They are their to help guide, train and equip others. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Sales Motivation sales motivation success' Peyton Manning is one of the first people to help out another player, and he does it in both good times and bad.

Motivation 210

Motivation Selling Skills Training Opportunity 210

The Sales Hunter

AUGUST 12, 2013

Nearly everyone I’ve trained on this idea has found it works and ultimately leads to not only more sales, but to better and bigger sales. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process'

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

JUNE 14, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills Sales Motivation Sales Training sales leadership senior management' ” Sales Motivation Blog.

Sales Process 221

Sales Process Sales Leadership Travel Motivation 221

The Sales Hunter

AUGUST 2, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Sales Development Training Sales Motivation sales motivation' Comp plan must allow for the top performing salesperson to be rewarded far more than the under-performer. . ” Sales Motivation Blog.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

The Sales Hunter

NOVEMBER 1, 2013

The reality, though, is the on-line system for the Affordable Care Act has been a bit of a train wreck (that may be putting it mildly). Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills sales leadership' What can we learn from it? ” Sales Motivation Blog.

Sales Leadership 195

Sales Leadership ACT Selling Skills Up-Sell 195

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. . Personally, I think 2013 can look better than 2012. It starts next Monday, January 7, 2013.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Sales Hunter

NOVEMBER 5, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Prospecting Sales Training Sales Training Tip customer service sales call sales skills selling skills' I respect you and the job you do, just as I ask you to respect me and the job I do. But that does not mean you’re my best friend.

Customer 240

Customer Call-back ACT Selling Skills 240

Understanding the Sales Force

JUNE 11, 2014

Poor consultative selling skills. Lack of listening and questioning skills. Inability to Sell Value. If it''s multiple issues affecting multiple salespeople, then training is a better way to go. Ineffective Sales coaching. Lack of Accountability. Unqualified Proposals or Quotes. Unqualified Demos. Lack Effort.

Data 244

Data Decision Maker Proposal Trends 244

The Sales Hunter

OCTOBER 3, 2013

” Both people felt they weren’t successful because they didn’t have the same level of support from management and had not been properly trained. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation sales motivation'

Motivation 180

Motivation Selling Skills Up-Sell Training 180

Understanding the Sales Force

SEPTEMBER 11, 2013

By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. The problem with the 5 that Mark identified is that none of them speak to either sales DNA, Commitment, Desire or selling skills.

Lead Scoring 287

Lead Scoring Lead Rank Hiring Hubspot 287

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Build out a plan for training them and turning them into ‘A’ Players ASAP. Examples include: Selling skills, selling knowledge, intelligence, and people skills.

Territories 300

Territories Scale Guidelines Groups 300

Score More Sales

MAY 6, 2013

Investing in your professional development is one of the very best things you can do for your self-confidence and evolution in selling skills.

Education 194

Education Lead Rank Lead Scoring Outbound 194

Sales Training Connection

OCTOBER 9, 2013

Feedback on actions that might help him improve the sales rep’s selling skills will be better received when the suggestions demonstrate how they well help achieve quota. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ®.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

The Sales Hunter

DECEMBER 27, 2012

Check them out again for great insights that may fuel your sales motivation heading into 2013. 6 Reasons Why Selling on Price Doesn’t Work. 7 Sales Training Ideas You Can Use Right Now. 6 Reasons the iPad Can Sell Better Than You. 14 More Sales Motivation Quotes to Keep You Going.

Motivation 203

Motivation Video Sales Prospecting 203

Understanding the Sales Force

JANUARY 24, 2014

If 50% of sales management is coaching and developing salespeople, then the new sales manager would need to have elite selling skills to support the necessary coaching skills which, in most cases, don''t yet exist. Only 6% of all salespeople have elite skills and only 7% of all sales managers have elite coaching skills.

Sales Management 220

Sales Management Webinar Metrics Coaching Sports 220

Sales Training Connection

OCTOBER 16, 2013

And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. They are more likely to be able to gain access at the executive level and have more skilled conversations focused on business and financial issues. How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Increase Sales

JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). Prospecting is a marketing skill not a selling skill. The reality is 98.2% P.S. If you are one of those 95.4%

Small Business 152

Small Business Small Business Inbound Outbound 152

The Sales Hunter

MARCH 1, 2013

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. For years I’ve always said hire on attitude not on skill. Hire on attitude and train the skill. I can’t train on attitude. Reason is simple.

Hiring 234

Hiring Motivation Positioning Groups 234

Customer Centric Selling

NOVEMBER 11, 2013

Sales Training Article: 4 Things to Avoid at Sales Kickoff. By Tony Albachiara, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net Less than 60 days remain in 2013. What can I still do to Make the Number in 2013? As 2013 winds down, 2014 naturally ramps up. It will help you balance Q4.

Hiring 45

Hiring Training Buyer Persona ROI 45

Sales Training Connection

SEPTEMBER 23, 2013

Although a superior sales force is extremely difficult to assemble and train, once you have one, it is of the few sustainable advantages left. Consequently another high priority coaching initiative or a new coaching training program, by themselves, are unlikely to fix the problem. ©2013 Sales Momentum ®.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Sales Training Connection

AUGUST 27, 2014

And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. They are more likely to be able to gain access at the executive level and have more skilled conversations focused on business and financial issues. How do you train KAMs? .

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

MARCH 18, 2013

Plus even if reps could develop the expertise – after a while selling time is eroded. To make all this work training needs to get in the game. In the past rarely did technical specialists attend sales training with sales reps – considering this routine is now the better option. If you going to sell as a team, train as a team.

Margin 112

Margin Vendor Face-to-face Sports 112

Delicious Sales

MAY 2, 2012

Training (4995). Selling Skills (528). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

DECEMBER 13, 2012

At the same time, I’m shocked at the number of struggling salespeople I meet who are selling things that everybody needs. Success in sales is not about what you sell. Success in sales is about how you sell. Want to boost your sales motivation in 2013? I want the Monday sales motivation video !

Motivation 227

Motivation Video Up-Sell Closing 227

The Sales Hunter

JANUARY 17, 2013

Are you wearing big boy pants or are you wearing training pants? But for some of you wearing training pants or diapers, you’re still making excuses as to why you can’t do something. Copyright 2013, Mark Hunter “The Sales Hunter.” Worse yet, are you still in diapers? ” Sales Motivation Blog.

Motivation 183

Motivation Training Account Opportunity 183