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.

Selling Skills 120

Selling Skills Coaching Scale Compensation 120

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).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Vengreso

JANUARY 17, 2025

As we transition into the digital-first world, businesses must adapt to stay competitive. Entering this 2025, to embrace a virtual sales program, like our own FlyMSG Sales Pro Plan , could be pivotal for achieving unprecedented business success. But why exactly are virtual sales programs gaining significant traction?

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Understanding the Sales Force

OCTOBER 14, 2014

At this point in my life and very short golfing career, just being out with a friend is good enough for me and if we count his strokes, and my lost balls, our final scores might even be competitive! It doesn''t matter who they are, where they come from, if they have selling skills, and whether or not they have any experience.

Hiring 249

Hiring Selling Skills Competition Sales 249

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.

Lead Rank 296

Lead Rank Proposal Top of Funnel Benefit 296

SBI Growth

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. This Social Selling skill works with your customers and prospects. You can cash in on Social Debt to build your virtual sales support team.

B2B 293

B2B Commission Incentive Incentives 293

The Sales Hunter

DECEMBER 4, 2014

Blog Consultative Selling Professional Selling Skills competition competitor sales motivation' Worse yet, the only ideas they’re open to are things they see their peers doing. No wonder stupid keeps on becoming even more stupid! We see it […].

Consultative Selling 223

Consultative Selling Selling Skills Competition Motivation 223

Partners in Excellence

NOVEMBER 27, 2018

And we have the convergence of information overwhelm, increased sources of distraction, accelerating change, and skyrocketing complexity–in our customers markets, in their own organizations, with competition/partners, and within our own organization. At the same time, sales performance continues to stagnate or even decline.

Selling Skills 109

Selling Skills Face-to-face Banking Scale 109

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.

Hiring 320

Hiring Commission Compensation Account 320

The Sales Hunter

SEPTEMBER 10, 2013

Steer clear of customers who are concerned about specific little issues that don’t play a key role in the overall sale. Don’t spend time with customers who spend more time discussing the competition than what you’re selling. Think of them as a gift you can give to your competition.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. B2B sales reps don’t get good overnight either. Want your sales team to build permanent, repeatable, effective referral selling skills?

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

Comparison 313

Comparison Lead Scoring Lead Rank Hiring 313

The Sales Hunter

MAY 6, 2013

Without even doing a thing, a huge segment of your competition has already been moved to the sideline. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. That only means one thing — there are even more opportunities.

Motivation 238

Motivation Selling Skills Segment Media 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. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.

Lead Scoring 286

Lead Scoring Lead Rank Hiring Hubspot 286

The Sales Hunter

JUNE 18, 2013

I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers. Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

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?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

AUGUST 22, 2013

Email is neither the primary way to make sales nor the best way. Too many salespeople think they can use email exclusively to generate sales. Use email as a tool to engage and separate yourself from your competition. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

The Sales Hunter

NOVEMBER 18, 2011

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. Why Selling During the Holidays is an Absolute Must. phone sales tips.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Understanding the Sales Force

JUNE 11, 2012

Understanding the Sales Force by Dave Kurlan What jump starts sales performance? Is it: Improved Selling Skills? New Sales Talent? Competition? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Here are the first 30 I thought of.

Lead Rank 193

Lead Rank Incentive Incentives Sports 193

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. Just because others are slacking off doesn’t mean we as sales leaders and salespeople should be slacking off. Wasting 8.5%

Sales Leadership 199

Sales Leadership Selling Skills Motivation Sales 199

criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? Set up internal competitions? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. Let's Talk Sales! Active listening is one of the most important consultative selling skills.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

The Sales Hunter

AUGUST 14, 2013

If anything, you need to pick it up while your competition is still on vacation. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting' Don’t lose momentum now.

Prospecting 246

Prospecting Selling Skills Follow-up Campaigns 246

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

The Sales Hunter

AUGUST 27, 2013

I never cease to be amazed at the companies that become more consumed with having a price that is slightly lower than their competition than they are with having a price that is all about the outcomes the customer will gain. You may think you’ll make up for this lost profit through quantity (more sales at a lower price).

Discount 205

Discount Selling Skills Motivation Consumer 205

Understanding the Sales Force

OCTOBER 30, 2012

Understanding the Sales Force by Dave Kurlan. First, it's important to know that OMG's assessment is sales specific - built for sales. Then modify the names of the findings to make them sound more like sales findings. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%).

Hiring 244

Hiring Lead Scoring Lead Rank Sales Qualified Lead 244

The Sales Hunter

OCTOBER 15, 2013

Discussing with a salesperson the concerns he or she is having closing sales is something I do quite a bit. He wanted to walk me through one example after another about sales he lost because his boss wouldn’t cut the price. Blog Closing a Sale pricing Professional Selling Skills closing a sale discount price'

Discount 245

Discount Face-to-face Territories Selling Skills 245

The Sales Hunter

AUGUST 21, 2012

A successful sales meeting is possible, and these 10 secrets will help: 1. You should do the same with your sales staff. A sales presentation without input from the customer isn’t much of a sales call. Same goes for a sales meeting. The same thing goes for how we run a sales meeting.

Sales Meeting 214

Sales Meeting Meeting Motivation Selling Skills 214

Zoominfo

DECEMBER 11, 2024

Real-Time Data and Signals Updates: Turning Insights into Action Timing is everything when it comes to sales. Account Reached Signal Sales and marketing alignment has always been hard to achieve and maintain. In fact, only 16% of B2B companies reach sales and marketing alignment. Real-time signals are the secret sauce.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Understanding the Sales Force

APRIL 4, 2012

Understanding the Sales Force by Dave Kurlan Today we have another rare opportunity to compare a personality assessment masquerading as a sales assessment to OMG's sales specific assessment. In general terms, SalesAP, like all personality assessments, makes assumptions about its sales findings. Sales specific.

Hiring 189

Hiring Cold Calling Selling Skills Consultative Selling 189

Understanding the Sales Force

JULY 22, 2013

Understanding the Sales Force by Dave Kurlan We interviewed him; she''s from our industry; we really like him; but your assessment says she is not recommended. To keep it simple, let''s take a macro look here: The candidate must have both strong desire and strong commitment for sales success. Why can''t we hire her? 2 isn''t as simple.

Hiring 215

Hiring Face-to-face Territories Selling Skills 215

The Sales Hunter

JUNE 6, 2013

When you do this right, it can be a lot of fun, because many times your competition doesn’t even realize what you’re doing. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. You never know what opporutnities might suddenly open up.

Consultative Selling 218

Consultative Selling Motivation Selling Skills Up-Sell 218

The Sales Hunter

DECEMBER 12, 2013

Chances are if you’re in a competitive organization/industry, you won’t even make it out of the bottom fourth of salespeople. To them the sales profession is not something they do to pay the bills. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Get over it.

Consultative Selling 215

Consultative Selling Motivation Call-back Selling Skills 215

The Sales Hunter

FEBRUARY 12, 2014

Any comparisons you make with your product must be against other competitive items that are seen as being equal or even higher in price and quality. Keep coming back to the blog as I explore the remaining secrets to selling at full price! Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Positioning 228

Positioning Referrals Comparison Selling Skills 228

The Sales Hunter

FEBRUARY 21, 2014

The commercial has begun to hit home with too many sales teams. 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. First, I encourage people who are looking for a career to look at sales.

Hiring 215

Hiring Selling Skills Sales Talent Training 215

The Sales Hunter

JANUARY 10, 2014

In sales we always talk about the importance of getting close to our customers. We love to brag about how tight we are with a buyer and how the tight relationship benefits us and keeps out the competition. Relationships are key to sales. Copyright 2014, Mark Hunter “The Sales Hunter.” Yes, it all sounds good.

Customer 211

Customer Customer Service Selling Skills Up-Sell 211

The Sales Hunter

FEBRUARY 24, 2014

The customer demanding a low price is going to strike when business is slow, the leads are lousy and the competition is relentless. Before the sale begins, you must determine what the minimum is, and not only do you need to know what it is but your boss does too. Copyright 2014, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Discount Face-to-face Selling Skills 215

The Sales Hunter

NOVEMBER 1, 2012

We all know the sales principle that says customers buy the salesperson first and the product second. The problem was he thought he was so successful because of his selling skills and the way he could quickly size up a customer and close the deal. Follow-up with customers after the sale. ” Sales Motivation Blog.

Customer 195

Customer Selling Skills Motivation Up-Sell 195