The Ultimate Sales Executive Resource

JANUARY 16, 2009

Putting the right person into the right sales role is one of the key responsibilities of a sales manager. The Hunter / Farmer metaphor is frequently used as guidance to fulfill this demanding task. Is this still a valid concept today with informed self directed buyers? I have assisted many heated debates about the usefulness of this Hunter / Farmer concept.

Harvest 60

Harvest Hiring Territories Top of Funnel 60

HeavyHitter Sales

JANUARY 16, 2009

Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Are Top Salespeople Born or Made?

Motivation 60

Motivation Penetration Study Exercises 60

Paul Cherry's Top Sales Techniques

JANUARY 5, 2009

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

Marketing 53

Marketing Face-to-face Harvest Pharmaceuticals 53

Sales Gravy

JANUARY 24, 2009

A Top 20% closer is an expert at asking questions, layering those questions, questioning the red flags, etc., and at the end of a prospecting call or presentation, they call can tell you exactly where the prospect stands.

Prospecting 40

Prospecting Exact 40

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Paul Cherry's Top Sales Techniques

JANUARY 5, 2009

More Free Stuff | Email Us | Get Started Now! | Blog. Sales Training & Management Workshops | 302-478-4443. Home. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events. Corporate Sales Training. Overview. The SalesBridge™ Training Options. → On-Site Sales Training. → One-on-One Sales Coaching.

Pharmaceuticals 45

Pharmaceuticals Energy Distribution Territories 45

Sales Gravy

JANUARY 21, 2009

Cold calling today is direct, targeted and above all it’s a communication skill. Those who disparage cold calling are totally missing the point.

Cold Calling 40

Cold Calling Referrals Networking Marketing Qualified Lead 40

Sales Gravy

JANUARY 21, 2009

Let’s face it: no manager wants to face the unpleasant possibility of letting a member of their sales team go — but knowing how to leverage your talent pool and keep it fresh is critical to the ultimate goal of maximizing overall effectiveness and ma

Hiring 40

Hiring Face-to-face Maximizer How To 40

Sales Gravy

JANUARY 12, 2009

By gaining a working understanding of nonverbal communication, you will be able to reduce sales pressure, build rapport quickly and dramatically increase your sales effectiveness!

Prospecting 40

Prospecting Sales 40

Sales Gravy

JANUARY 12, 2009

If you truly believe your product or service is the best money can buy and you care about your clients and their friends, you're doing them a disservice when you don't implement this lead generation system of asking for referrals.

Lead Generation 40

Lead Generation System Marketing Qualified Lead Leads 40

Advertisement

Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.

Sales Process

The Ultimate Sales Executive Resource

JANUARY 6, 2009

In today's business climate, sales organizations think that they have to increase their activities to counteract the increased reluctance of customers to buy. These increased activities will however not necessarily be rewarded by higher revenue.One might end up trying to get more juice from an already squeezed out lemon. Read below the thoughts of Ian Brodie, triggered by my mentioning of diminishing returns to sales calls in a previous post: “ A few years ago I was involved in some consulting w

Segment 40

Segment Pharmaceuticals Lead Rank Territories 40

Sales Gravy

JANUARY 6, 2009

Many of us take great pride in having developed our business to the point we no longer have to be hunters, constantly prospecting for new business, turning over ever rock, looking behind every tree, spending countless hours cold calling and roaming t

Cold Calling 40

Cold Calling Prospecting 40

Sales Gravy

JANUARY 6, 2009

Sales managers are facing a set of challenges that they've never experienced before. They think their team is focused on generating sales, but they are completely distracted.

Sales Management 40

Sales Management Resources Sales 40

Sales Gravy

JANUARY 6, 2009

In the real world, passively waiting for clients to court you and give you business is a sale strategy doomed for failure.

Strategy 40

Strategy Sales 40

Advertiser: ZoomInfo

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

How To