The Sales Hunter

AUGUST 30, 2012

I’ve been giving you the secrets you need to know to have a successful sales meeting , and now we’ve arrived at Secret #5: Follow up on individual items after the meeting, not during the meeting. Don’t waste everyone’s time at a meeting by spending time dealing with one person.

Sales Meeting 164

Sales Meeting Meeting Follow-up Motivation 164

Steven Rosen

JANUARY 24, 2017

January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. Developing your salespeople to be better is the role of the sales manager. Sales coaching is the number one activity that drives sales rep performance. You are very busy.

Coaching 313

Coaching Follow-up Sales Coaching Positioning 313

SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Or they may simply ghost the seller and not show up. Continuing concentrated efforts at this stage of the process can ensure meetings happen. Eliciting urgency is vital in all parts of the sales process.

Sales Meeting 114

Sales Meeting Meeting Prospecting Cancellation 114

Steven Rosen

JULY 17, 2013

Whether you are doing a midyear or year end review it is important to provide constructive feedback to help your sales reps improve. Some sales managers struggle when they have to highlight areas of skill improvement with their reps. Many managers find it far more difficult to address behavioral issues. Not team players.

Coaching 307

Coaching Construction eBook Sales Management 307

SBI Growth

NOVEMBER 25, 2013

This could be going on a sales call, helping with deal strategy or running a sales meeting. And you don’t waste any valuable energy ‘talking them up’ with the boss. You must attend multiple sales meetings. If you just listen to your sales manager, the critical interactions will be missed.

Promotion 297

Promotion Construction Hiring Scale 297

Hubspot Sales

JANUARY 30, 2018

Sales meetings are crucial to a sales team’s success … when done properly. But a poorly-run, disorganized meeting isn’t just inconvenient, it’s a waste of everyone’s time. Over my career, I’ve learned how to run productive sales meetings that last 20 minutes -- no longer. What happens when the meeting ends?

Sales Meeting 141

Sales Meeting Meeting How To Exact 141

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

NOVEMBER 7, 2013

This guide will help you: Understand what it takes to make up the gap. Make sure you understand how it will affect your team’s managers and sales reps. Getting your New Year quota higher and later then you expected screwed you up. Do you have enough sales people to cover the new quota? Weekly training sessions.

Quota 296

Quota Demand Generation Demand Generation Targets Negotiation 296

SBI Growth

FEBRUARY 14, 2013

These are words Millennials used to describe one-on-one meetings with Sales Managers. These are Millennial Sales Reps that report to Gen X or older Sales Managers. It’s not uncommon to see sales forces with these mixed generations – older managing younger. Epic time waste. Not relevant.

Face-to-face 282

Face-to-face How To Loyalty Coaching 282

Jeffrey Gitomer

SEPTEMBER 7, 2011

A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. People not showing up for work. Major clue: If you are relying on other people to help make your sale, then you are completely responsible to follow up with them in advance to make certain that they have done their part.

Hiring 245

Hiring Training Social Media Follow-up 245

criteria for success

MAY 11, 2022

As a sales leader, you’ve had your fair share of sales meetings. Think of how much easier sales meetings would be if all parties involved knew exactly what everyone was expecting to gain from them. But how do you set expectations for sales meetings? How to Set Expectations in A Sales Meeting: .

Sales Meeting 97

Sales Meeting Meeting eBook Exact 97

SBI Growth

NOVEMBER 8, 2013

Optimism about making it up next week is through the roof. After a few painful minutes, you move on to the next manager. As a Sales Operations leader, it’s understandable that these calls drive you crazy. The Weekly Sales Operations Checklist will help you structure these meetings. Follow @MakingTheNumber.

Licensing 281

Licensing Margin Report Sales Operations 281

Jeffrey Gitomer

AUGUST 31, 2011

That you apologize, that you understand how they feel, that you are meeting with the appropriate people to get a resolve, and that it will be done in 24-hours. EPILOG: Follow up with a personal call and a personal note of thanks. I love the idea of following up on the complaint! Sales Management.

Hiring 318

Hiring Customer Social Media Loyalty 318

Jeffrey Gitomer

OCTOBER 19, 2011

Follow up less than twenty-four hours after the event to confirm the commitment. Sales Management. Sales Videos. Dont let your next sales meeting suck! There is no time like the present to change things up in 2012 to ensure its better than 2011! Move on to the next person. Select Category.

Networking 314

Networking Hiring Prospecting Social Media 314

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Share this data with your team so they can see how they stack up against other reps. New Leads/Opportunities. Client Acquisition Rates.

Lead Rank 145

Lead Rank Lead Scoring Sales Management Scale 145

Hubspot Sales

FEBRUARY 20, 2018

You were an outstanding sales rep -- and now, as a sales manager, you’re eager to cultivate the same performance from your team members. Thousands of newly minted sales managers have been in your exact position, and many of them have written top-notch guides to thriving in this role. Best Sales Management Books.

Sales Management 112

Sales Management Hiring Sales Qualified Lead Inbound 112

Alice Heiman

OCTOBER 10, 2018

Are you desperate for better results from your sales team? Before you fire them all, try the 5 Cs of effective sales management. The 5 Cs of Effective Sales Management. Sales Meetings – Have a set agenda for your weekly sales meeting. One-to-Ones – Have an agenda and follow it.

Top of Funnel 115

Top of Funnel Sales Management Funnel How To 115

Jeffrey Gitomer

MARCH 8, 2013

Sales wars (battles between sales and production, administration and credit) end up killing the customer. Have a manager who is a better salesperson than anyone on your team. Have regular sales meetings. Have an agenda and follow it. Have regular sales training. Be the best boss in the world.

Incentives 255

Incentives Incentive Compensation Referrals 255

Nutshell

DECEMBER 28, 2018

A 1:1 sales meeting provides sales managers and sales reps time for reflection and goal setting, as well as an opportunity for both sides to raise their concerns. As a manager, you shouldn’t look at your weekly individual meetings as simply a time to go over sales numbers. Can they afford it?

Sales Meeting 97

Sales Meeting Meeting Motivation Coaching 97

The Pipeline

JANUARY 18, 2012

Sign up for our Email Newsletter. Stored in Business Acumen , Interview , Proactive , Proactivity , Productivity , Sales Leadership , Sales Success , audio , execution. A Random Walk Up Sales Street. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

Jeffrey Gitomer

AUGUST 23, 2011

Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). You follow the same philosophy as I. Keep up the great work! -AJ. Get Sales Blog Updates. Sales Management. Sales Videos. Which do you think is more powerful?

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

The Pipeline

NOVEMBER 11, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. November 1st was a beautiful day up here this year, sunny, high 70’s, in fact so nice I had to treat myself to an afternoon latte.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable.

Coaching 257

Coaching Construction Pivotal Positioning 257

Steven Rosen

APRIL 6, 2024

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions.

Conversion 156

Conversion Influencer Coaching Call-back 156

Jeffrey Gitomer

MARCH 22, 2011

I’ll be answering a number of questions from my Twitter followers live at the event, and will also tweet my answers out to everyone who isn’t able to make it that night. Sales Management. Sales Videos. Dont let your next sales meeting suck! You can still participate online. Select Category.

Hiring 251

Hiring Social Media Loyalty Networking 251

The Pipeline

AUGUST 5, 2011

Sign up for our Email Newsletter. It allows you to make contact notes, set reminders to follow up, and track phone calls and meetings. You can run reports, set up meetings, manage cases and contact information all from your mobile device. A Random Walk Up Sales Street. Sales Cycle.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

FEBRUARY 21, 2012

Sign up for our Email Newsletter. Simply promote the workshop by tweeting it to your friends, followers, neighbors, former lovers, etc. But to qualify and win the tweet has to include three things: The following tags – #ppmark #contest #toronto (all three tags need to appear in each tweet). A Random Walk Up Sales Street.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

Anthony Iannarino

MARCH 31, 2020

Everyone wants to avoid meetings where there is no plan and no real outcome outside of checking the box that the meeting was held. In business, and especially in sales, meetings are necessary, some of them critical to success. Team: Goals and Strategy. Every department in business has its key performance indicators.

Sales Meeting 100

Sales Meeting Meeting eBook Territories 100

Sales and Marketing Management

MAY 14, 2012

” The more important question a sales manager should ask his salespeople is, “what have I done to help you lately?” As a result, advancements in the art of pitching are lost but to the few who keep up with their profession. The same may be said for sales managers.

Coaching 254

Coaching Intent Face-to-face Meeting 254

Jeffrey Gitomer

OCTOBER 14, 2011

Tweet Share Is there a secret to follow-up? Is there a best way to follow-up? Belief in one’s ability to carry out a plan encourages one to follow the plan through with persistence. A friendly alliance with one or more persons who will encourage one to follow through with both plan and purpose.

Hiring 164

Hiring Follow-up Social Media Loyalty 164

The Pipeline

OCTOBER 3, 2011

Sign up for our Email Newsletter. A couple days later, I gave it another go – slightly more aggressively to the point: Tweeted: Why is it I pay for a month’s worth of internet but your services are not up all month? A Random Walk Up Sales Street. Random Walk Down Sales Street. Sales Bloggers Union.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

MTD Sales Training

JANUARY 20, 2012

While there is nothing wrong with this concept as it makes sense and works quite well in many situations such as public speaking; today’s modern sales people may need a bit more. Start at the Bottom and Go Up. Follow that by even better news and then the best news. Eliminate the emotional rollercoaster.

How To 283

How To Commission Positioning Software 283

The Pipeline

MARCH 5, 2012

Sign up for our Email Newsletter. And so it is with sales, the very reason you want to have a process is to free you up to deal with the unexpected, and there is plenty of that in B2B selling. A Random Walk Up Sales Street. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

Jeffrey Gitomer

JUNE 2, 2011

Tweet Share Most people expect that with the title, respect will follow. Sales Management. Sales Videos. Dont let your next sales meeting suck! There is no time like the present to change things up in 2012 to ensure its better than 2011! Who is Jeffrey? The Respect Factor — Earning Versus Demanding.

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

The Pipeline

AUGUST 16, 2011

Sign up for our Email Newsletter. This is what I call the “Dentyne approach”, you know “four out of five dentists recommend” Well if four out of the last five shipping managers bought for specific reasons, addressing specific issues, delivered in a specific way, etc.; A Random Walk Up Sales Street.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

MAY 27, 2011

Sign up for our Email Newsletter. There are steps to follow that can make prospecting easy and effective. Do Your Research -Organize yourself before you pick up the phone. Your phone call should be anywhere from 1-3 minutes and include the following: Identify yourself and your company. Close for the meeting.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

MAY 23, 2011

Sign up for our Email Newsletter. All for minimal cost of 8 out of 10 tweets being about how to make more money using “proven” methods on Twitter and social media, or how to get thousands of followers overnight; FOLLOWERS who couldn’t pick you out of a line up, much less relate or benefit from your tweets.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241