January, 2009

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What is wrong with the Hunter / Farmer Metaphor?

The Ultimate Sales Executive Resource

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
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Heavy Hitter Sales Blog: Motivational Sales Quotes for the New Year

HeavyHitter Sales

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?

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Top 10 Sales Tips To Stay In Control When The Market Feels Out Of.

Paul Cherry's Top Sales Techniques

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.

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5 Ways To Keep Your Prospect Talking

Sales Gravy

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.

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Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

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Creating a Career-Advancing Relationship with Your Boss

Paul Cherry's Top Sales Techniques

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.

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Is Cold Calling Dead? - New Cold Calling Rules for the 21st Century

Sales Gravy

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

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Are your Hiring Methods Undermining Your Success?

Sales Gravy

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
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Are You Missing Your Prospect's "Buy Signals?"

Sales Gravy

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!

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Discover the Powerful Lead Generation System of Top Sales Professionals

Sales Gravy

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.

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How to Create Sales Email Sequences That Convert

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.

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Guest author Ian Brodie on diminished returns to sales calls

The Ultimate Sales Executive Resource

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
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2009?The Year of the Hunter

Sales Gravy

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

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The Unprecedented Sales Management Challenge for 2009

Sales Gravy

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.

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Don't Become a Sleeping Beauty

Sales Gravy

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

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The Trends You Need to Succeed This Holiday Season

October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.