Understanding the Sales Force

JUNE 11, 2012

Is it: Improved Selling Skills? New Sales Talent? Competition? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? So is there anything that KG brought to the table that a key sales leader couldn't introduce to his sales force?

Lead Rank 195

Lead Rank Incentives Incentive Sports 195

The Sales Hunter

FEBRUARY 21, 2014

I base this on the number of phone calls and emails I’ve received the last few months from sales managers and other senior people looking for sales talent. Up until 5 years ago, many salespeople could rely on the phone ringing to generate the sales they needed. Today it’s a whole new ballgame.

Hiring 215

Hiring Selling Skills Sales Talent Training 215

The Sales Hunter

DECEMBER 6, 2013

How is your sales leadership during the month of December? Too many times, I hear from sales managers who are complaining about how customers are pushing things back to January due to the holidays. Instead, stay focused and demonstrate genuine sales leadership. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 199

Sales Leadership Selling Skills Motivation Sales 199

Gong.io

AUGUST 16, 2018

Dominating your competition today is not a “nice-to-have,” it’s a necessity. The battleground for competitive differentiation has shifted. Instead, sales conversations — what salespeople say, do, and write during the sales process — are where the perception of difference is created.

Competition 110

Competition Comparison Buyer Education 110

The Sales Hunter

NOVEMBER 18, 2011

Why Selling During the Holidays is an Absolute Must. If you’re in a competitive industry where price and service mean the difference between making a sale and not making a sale, then it’s absolutely essential you don’t allow the holidays to work against you. .” ” Sales Motivation Blog.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

AUGUST 21, 2012

The same thing goes for how we run a sales meeting. Use the time together as an opportunity to help people improve their selling skills. For most salespeople, the sales meeting is their biggest interaction with you and the company as a whole. Make it a goal of the meeting to motivate the team and build culture.

Sales Meeting 214

Sales Meeting Meeting Motivation Selling Skills 214

Zoominfo

JULY 13, 2021

Chorus is also the technology leader in the category, with seven times more patents than the nearest competition. So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers. Coaching and Training Superpowers.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Jeffrey Gitomer

AUGUST 17, 2011

And second of all, whatever you’re selling, chances are he already knows about it. Now is the time to prepare a greeting, an opening exchange, and 10 killer questions that separate you from the competition. They are looking for something that will prove to the customer that they are superior to their competition.

Hiring 294

Hiring Training Social Media Loyalty 294

Understanding the Sales Force

JULY 22, 2013

The candidate must possess the minimum required sales DNA (the strengths that support successful selling) for their role at your company. The candidate must have the minimum required selling skills for the role. The candidate must meet all of the client-specific selling criteria for the role. Deal breaker.

Hiring 218

Hiring Face-to-face Territories Selling Skills 218

Understanding the Sales Force

MAY 8, 2024

Poor Sales DNA – they have too many weaknesses in the six Sales DNA Sales Competencies that sabotage their ability to execute Let us know if you need help in any of these ten areas.

Scale 177

Scale Selling Skills Travel Coaching 177

No More Cold Calling

OCTOBER 29, 2013

Because referral selling is, hands down, the most effective and least expensive way to attract and retain new clients. Relationships still power our lives—and our sales. Want to knock out your competition? It’s the only strategy that is guaranteed to shorten your sales process, and to eliminate sales and marketing costs.

Referrals 159

Referrals Decision Maker Cold Calling Banking 159

SBI Growth

AUGUST 16, 2023

Let’s see what sales managers can do amidst this revolution to merge the gap between humans and technology. The objective should be to make the change manageable, iterative and practical in a way that generates immediate benefits while minimizing the downsides and risks as the platform and tools evolve.

Selling Skills 156

Selling Skills Benefit Objections Competition 156

Vengreso

MARCH 2, 2021

Here are a few reasons: Your potential customer is incredibly busy and distracted — there is such an overload of information out there that their brains automatically filter out any kind of sales pitch (unless they are actively shopping for your solution). Modern sellers must develop social selling skills and learn how to use video for sales.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Steven Rosen

JANUARY 14, 2024

We need to identify the critical success factors and narrow them down to three manageable items. “Change management is sales management, and that’s going to make the difference.” ” – Colleen Stanley Change management also plays a significant role in execution.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

Sales Management 82

Sales Management Hiring Territories Coaching 82

Jeffrey Gitomer

MARCH 3, 2012

Tweet Share I want you to join me March 8th for an afternoon leadership seminar, and March 9th for a morning sales seminar at the Sheraton Raleigh Hotel so you can make 2012 the year you dominate your market and the year you dominate your competition. Sales Management. Sales Videos. REGISTER HERE NOW: [link].

Hiring 171

Hiring Social Media Hotels Loyalty 171

Steven Rosen

MARCH 25, 2024

Sales Managers: Get Off Your Butt and Start Coaching Your Reps In today’s highly competitive sales industry, which has endless analytic tools and virtual interfaces, the role of the sales manager has quietly pivoted to that of a ‘dashboard coach.’

Coaching 156

Coaching Pivotal Lead Rank Report 156

The Sales Hunter

JANUARY 14, 2013

4 Arguing with the sales manager over the quarterly sales quotas. - 8 Spent in a “deep funk” worrying about not having enough time to sell. 41 Selling Days per Year. It’s a New Year and a great opportunity to get out in front of your competition.

Compensation 247

Compensation Quota Motivation System 247

Jeffrey Gitomer

APRIL 26, 2011

In trying times for the “hotel” industry, Jeffrey taught us secrets that have placed us on a different tier from the competition. Get Sales Blog Updates. Sales Management. Sales Videos. Comments. Speak Your Mind Cancel reply. Categories. Select Category. Customer Loyalty. Generating Referrals.

Hiring 190

Hiring Social Media Ideal Customer Profile Hotels 190

No More Cold Calling

MAY 24, 2011

I will be your Outsourced Sales Manager and will work with you on the following: Create your company sales plan. Develop your proprietary Sales Process. Provide sales training for you and your team and build referral-selling skills. Differentiate your company from your competition.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Customer Centric Selling

FEBRUARY 7, 2018

Sales Tips: The Quality of CRM Data Is the Keystone to Competitive Advantage. By Connie Schlosberg, Primary Intelligence.

Competition 78

Competition CRM Data Sales 78

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

The Sales Hunter

FEBRUARY 8, 2012

She makes great points about using social media to find opportunities, learn about your buyers, identify your influencers and understand your competition. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

Social Media 189

Social Media Media Strategy Prospecting 189

Sales Training Connection

SEPTEMBER 23, 2013

Sales force performance is a bigger piece of the competitive advantage puzzle. Presently, it is extremely difficult to sustain a competitive advantage by product alone. In that regard it’s not that folks don’t think it’s important; they do – also is not primarily a lack of skill. Example – New Product Launches.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Jeffrey Gitomer

DECEMBER 2, 2011

How to really differentiate yourself from the people you hate, your competition. Get Sales Blog Updates. Sales Management. Sales Videos. On Thursday I’m going to talk about differentiate or die. You won’t have to hate them anymore, they’ll hate you. Speak Your Mind Cancel reply. Categories.

Webinar Metrics 173

Webinar Metrics Hiring Social Media Loyalty 173

Klozers

JUNE 5, 2014

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.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

SBI

JUNE 4, 2014

The problem is the methods we use to equip those reps today to be successful (like sales meetings, eLearning and WebEx) don’t actually work very well and also don’t suit the mobile, fast-paced world of today’s rep. Duncan: Our most recent data found that over one-third of sales reps aren’t prepared for sales calls.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Jeffrey Gitomer

FEBRUARY 9, 2012

Filed Under: Attitude , Customer Loyalty , General , Jeffrey Webinar , My Books , Sales , Success Tagged With: attitude training , book on attitude , customer loyalty training , how to sell , Jeffrey gitomer , jefrrey gitomer , professional sales training , sales leadership , sales skills , sales training , selling skills , success principles.

Hiring 182

Hiring Social Media Loyalty Cancellation 182

The Sales Hunter

MARCH 8, 2013

In the coming weeks, I’ll be talking about “CEO Sales Leadership” and other topics geared toward the mid-level and above sales manager — or, as I say, “sales leader,” since today’s marketplace doesn’t allow for mere “sales managers.”

Sales Leadership 174

Sales Leadership Hiring Small Business Small Business 174

The Sales Hunter

JANUARY 20, 2012

Second, the salesperson said the prices they charge are simply too high for today’s economy and the competition is a lot less. The #1 way salespeople destroy profit is by not having enough confidence and conviction in what it is they sell. high profit selling. phone sales tips. sales goals. sales manager.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

JANUARY 31, 2012

Cold call using the skills that will set you apart from your competition. This goes for your voice mail skills too. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. high profit selling. phone sales tips. sales goals. sales manager.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

SBI

OCTOBER 25, 2017

(And even small improvements can yield big gains: research shows that at little as a 5% gain from the middle performers in your sales team can yield 70% more revenue.). Here are 3 key sales metrics you may be missing: 1. And they ranked it higher than lead generation, compensation, and sales methodology.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

The Sales Hunter

NOVEMBER 28, 2011

Through our comprehensive employment assessments and innovative talent management solutions, our clients gain a competitive advantage by selecting the right people and managing them to their full potential. high profit selling. phone sales tips. sales goals. sales manager. sales motivation.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Ability to be honest. Tech savviness. Knowledge of Data Analysis. Product expertise.

Scale 145

Scale Analysis Film Video 145

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

The Sales Hunter

FEBRUARY 7, 2012

The problem with this is you’ll never make up for the lost profits and there is no guarantee your competition won’t lower their prices too. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

Hubspot Sales

DECEMBER 8, 2017

In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. But there’s a simpler way to increase market share: Make your sales organization more optimistic. Turnover decreased and sales increased because Met Life focused on hiring for optimism, not just hard selling skills.

Hiring 111

Hiring Insurance Insurance Lead Rank 111