Steven Rosen

JUNE 11, 2012

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. You have been sold that the initiatives listed below, will help you win more sales.

Sales Management 290

Sales Management Hiring Selling Skills Coaching 290

Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Most companies are now taking action to get out of this crisis.

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Commission Webinar Metrics LinkedIn Up-Sell 511

Hubspot Sales

APRIL 25, 2018

Advanced Selling Skills. Core performers seek to gather information in preparation for a sales call, but star performers focus on testing information in preparation for a sales call. But what about more advanced skills? Advanced Selling Strategies. What has this company bought from us in the past?

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Selling Skills Face-to-face Call-back Commission 144

Steven Rosen

JULY 22, 2024

Consistently Exceed Sales Quotas You are the head of sales of a medium company experiencing high growth. However, you find it challenging to consistently exceed sales quotas. The frontline sales managers are the linchpin of your sales organization.

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Quota Company Face-to-face Sales Leadership 156

Steven Rosen

APRIL 30, 2024

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. Visibility and Accountability : In many SaaS companies, there is a high level of accountability for achieving sales targets.

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Selling Skills Coaching Scale Compensation 120

The Sales Hunter

MAY 15, 2014

The last couple of weeks, I’ve been doing sales training with several companies that have salespeople who spend a considerable amount of time on the telephone. We’ve had some great conversations around the role body language plays. Yes, you read that right: Body language and the role it plays with telephone calls.

Selling Skills 241

Selling Skills Customer Training Conversion 241

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof).

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Referrals Cold Calling Sales Qualified Lead Call-back 373

The Sales Hunter

MARCH 19, 2014

Most likely you’re writing your sales prospecting emails while working on a desktop or laptop computer and that alone is going to hurt you. Putting a graphic of your company logo in your signature line. Your company logo isn’t that impressive! ” Sales Motivation Blog. Reason is simple.

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Cold Calling Selling Skills Follow-up Prospecting 278

The Sales Hunter

APRIL 26, 2014

Many salespeople and companies are missing out on a lot of business simply by not having a presence on the internet. One of the easiest ways to create a global presence is by putting testimonials (written and video) on the internet. If prospects were to search […].

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Video Selling Skills Motivation Prospecting 233

The Sales Hunter

JULY 12, 2014

Too many salespeople and companies look at profit the wrong way! I meet so many people who think if they can just get the sale — even at a discount — then they will eventually make up profit in the long run. But quantity of sales won’t ever make up for quality of sales! […].

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Discount Video Selling Skills Up-Sell 232

Vengreso

JANUARY 17, 2025

Entering this 2025, to embrace a virtual sales program, like our own FlyMSG Sales Pro Plan , could be pivotal for achieving unprecedented business success. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

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Webinar Metrics Selling Skills Sales Cycle Coaching 98

Jeffrey Gitomer

JULY 29, 2011

For the love of sales, not the love of money. Tweet Share Do you love sales? Do you love your company? Many salespeople are reluctant to come to grips with WHY they are in sales and WHY they are in their present job. Get Sales Blog Updates. Sales Management. Sales Videos. Online Training. Categories.

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Hiring Social Media Loyalty Cancellation 317

Understanding the Sales Force

OCTOBER 14, 2014

That''s how some companies recruit salespeople. It doesn''t matter who they are, where they come from, if they have selling skills, and whether or not they have any experience. These companies treat sales recruiting like the instructions on their shampoo bottle - they rinse and repeat.

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Hiring Selling Skills Competition Sales 249

SBI Growth

JUNE 21, 2013

Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It’s June and you’re not sure your sales leader is going to last through the year. If you’re a CEO without selling experience, what you need may not be clear.

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Hiring Commission Compensation Account 320

The Sales Hunter

AUGUST 8, 2014

The individual I was talking with holds an important position with the company where they work. The title they have is impressive, the company is impressive and Im sure their compensation package is impressive. Blog leadership Professional Selling Skills sales leadership'

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Compensation Selling Skills Sales Leadership Positioning 259

The Sales Hunter

SEPTEMBER 11, 2014

There were a lot of companies that realized they didn’t have a sales team. Blog Consultative Selling leadership Professional Selling Skills Sales Motivation sales motivation selling selling skills'

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Consultative Selling Selling Skills Motivation Company 238

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies that are already kicking ass. Like all kick-ass sales forces, they could do better. You need them both.

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Lead Rank Lead Scoring Hiring Hubspot 286

The Sales Hunter

SEPTEMBER 16, 2014

Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].

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Cold Calling Selling Skills Sales Leadership Motivation 263

The Sales Hunter

APRIL 30, 2013

Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. You can secure repeat sales from existing customers if you follow the 2/2/2 rule. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Two, it relies on the telephone.

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Customer Cold Calling Customer Service Consultative Selling 269

Partners in Excellence

JANUARY 13, 2022

I’m writing the management team to suggest they expand their services and offerings to sales people. I’m David, Sales Consultant, at [Name Withheld] Digital Marketing. Some observations: EXCELLENC is not a spelling error, it’s part of our company’s email address (long story).

Selling Skills 98

Selling Skills Face-to-face Social Media Google 98

The Pipeline

FEBRUARY 6, 2013

As the economy continues to show hints of progress, and business picks up, it is important to understand the nature of the improvements in sales you and your company experience. More than ever, having a defined sales process, with supporting metrics is a must. sales vs. 1. Increased market share is always a good thing.

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Lead Rank Proposal Top of Funnel Benefit 296

The Sales Hunter

DECEMBER 8, 2014

Keep moving at full speed in your prospecting and selling efforts now through Dec. There are many companies with money to spend before year end, so if you are in B2B sales especially, you need to be contacting all of your customers. Blog Professional Selling Skills Sales Motivation sales motivation'

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Motivation Video Selling Skills B2B 204

The Sales Hunter

APRIL 11, 2014

Sitting in a meeting with a couple of sales executives for a major company recently, I was struck by what we found ourselves talking about. Our discussion was about the sales organization in general and the results of individual people. This is a discussion you may have been part of in your own company. It’s […].

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Selling Skills Motivation Meeting Company 244

Sales and Marketing Management

MARCH 1, 2021

Some companies are augmenting current training practices and, as by-products, improving hiring, onboarding, best-practice dissemination and performance management as well as selling skills.

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Hiring Selling Skills Training Sales 228

The Sales Hunter

NOVEMBER 18, 2014

A few years ago, I was working with a company struggling with coming to grips with the reality that it was going to take money to make money. Blog Consultative Selling Professional Selling Skills sales motivation time time management' What I find interesting is business people struggle […].

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Consultative Selling Selling Skills Motivation Company 252

The Sales Hunter

MARCH 15, 2014

If you are in sales leadership or have any responsibility in choosing speakers for your company, this video is a MUST watch. Check out the video… Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Click on the below book cover for more info on boosting your profits!

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Video Sales Leadership Motivation Selling Skills 218

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. What do you want reps to take away from the training?

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Training Hiring How To Retention 118

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

The Sales Hunter

JUNE 24, 2014

Why are you allowing the low-performing salesperson to continue to suck sales and profits from you and your company? A far too common response I hear to that question is something that borders on being a coward. The 4 excuses I hear most often […].

Webinar Metrics 241

Webinar Metrics Selling Skills Motivation Training 241

The Sales Hunter

JULY 1, 2014

When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. What % of your sales are made only because a discount is offered? 2. […].

Discount 238

Discount Selling Skills Company Sales 238

Sales Readiness Group

JULY 19, 2021

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.”

Selling Skills 118

Selling Skills Microsoft Positioning Company 118

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. Unlike most, this particular email was actually formatted and the sender signed his complete name, title and company. Image Copyright 123RF Stock Photo.

Selling Skills 120

Selling Skills Advertising Advertising Sales Enablement 120

The Pipeline

APRIL 29, 2013

I am speaking specially of advice doled out by some sales pundits that serves more to placate and patronize readers than help them improve their selling skills and success, delivering clichés and politically correct feel good myth, instead of proven and practical road tested advice based on experience.

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Call-back Intent Quota Consumer 292

The Sales Hunter

DECEMBER 12, 2014

This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills price' Too many times […].

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Consultative Selling Customer Discount Selling Skills 226

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

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Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

OCTOBER 1, 2014

It’s clearly a “must attend” for anyone in sales, marketing or technology positions, regardless of the company where you work. Two things make it “must attend.” First is the level of networking. Anytime you put more than 100,000 business people into one area, there are bound […].

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SalesForce Selling Skills Motivation Networking 222

The Sales Hunter

OCTOBER 24, 2014

It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. […].

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Consultative Selling Selling Skills Prospecting Conversion 225