SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. It told us all sales leaders have faced this challenge.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

The Sales Hunter

JULY 25, 2013

One word sums up what I heard in this salesperson’s approach: Pathetic! I can’t tell you the number of times I wanted to just jump in and tell the salesperson to shut up and let the customer talk. Follow-up on each comment made by the customer. Well, that sums it up. ” Sales Motivation Blog.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

SBI Growth

JUNE 21, 2013

If you’re a CEO without selling experience, what you need may not be clear. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Get it free here and nail your next sales leadership hire. Your next sales manager needs modern skills to make the number. Management Skills.

Hiring 320

Hiring Commission Compensation Account 320

Jeffrey Gitomer

OCTOBER 19, 2011

Follow up less than twenty-four hours after the event to confirm the commitment. The paradox is that at a networking event everyone wants to sell. Get Sales Blog Updates. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011!

Networking 314

Networking Hiring Prospecting Social Media 314

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. 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

APRIL 11, 2013

Never set expectations above what you are positive senior management is comfortable with. Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

Jeffrey Gitomer

SEPTEMBER 7, 2011

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. Not having a deep enough belief in what it is you are selling. Sales Management.

Hiring 245

Hiring Training Social Media Follow-up 245

Vengreso

JANUARY 17, 2025

This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills. This accessibility ensures that sales teams are always one step ahead, equipped with the latest digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

SBI Growth

AUGUST 27, 2013

Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Can I make up the deficit and make my quota? ". Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. As a VP, you have various training options with your reps to generate sales.

Closing 306

Closing Pipeline Call-back Buyer 306

The Sales Hunter

FEBRUARY 26, 2014

This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When I bring this idea up to salespeople, I’m normally met with a high degree of skepticism. No, but it does mean there is a structure that is put in place and it is followed. Don’t offer discounts.

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

AUGUST 19, 2013

Better yet is if everything does fall into place, you will wind up achieving a number far above your stated goal. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

Janek Performance Group

DECEMBER 24, 2024

In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc.,

Training 118

Training Hiring How To Retention 118

SBI Growth

JANUARY 9, 2013

The below downloadable tool will give over 40 sales leadership skills to choose from. You have to pick the skills that work best for your organization. For example, if your company needs to be “social”, then Social Selling skills are a must. Create the courseware for developing sales leaders.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Understanding the Sales Force

NOVEMBER 15, 2012

How many of your salespeople have been told any of the following lies? Give up (Difficulty Recovering from Rejection). Continue the sales process with these conditions in place (Emotionally Involved). The skills might be there but if the weakness gets in the way, they won't use or execute what they know.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. Consultative selling is not what most people think it is.

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” You think your sales manager is stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Zoominfo

JULY 13, 2021

So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for sales managers. I still remember how painful the process used to be to prepare for important sales calls. Coaching and Training Superpowers. In today’s world, that can’t cut it.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Jeffrey Gitomer

JUNE 28, 2011

I wake up every morning, and I read. Every time I read something old, I come up with a new idea, which leads me to my second non-secret: I CAPTURE AND COLLECT THOUGHTS AND IDEAS. I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. Sales Videos.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

The Sales Hunter

DECEMBER 6, 2011

Show up and show up on time. More sales are lost because the salesperson either failed to show or failed to follow-through. It’s a sad comment that something that basic and easy could deter more sales, but it’s a fact. high profit selling. phone sales tips. sales goals. sales tips.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

SBI Growth

AUGUST 22, 2013

But they won’t get into the huddle on game day until they prove their skills in a tryout. Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Here''s a 7-step overview of a tryout for a sales rep. It follows the format of your typical sales proposal.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

The Sales Hunter

DECEMBER 2, 2011

Top 5 Sales Motivational Mistakes: 1. Don’t think you can tackle the biggest goal or sale quickly. It will only set you up for failure. Calling your mother when you have a bad sales call. Too many salespeople when they come out of a bad sales call will call their spouse or mother as a way of gaining sympathy.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

AUGUST 21, 2012

You should do the same with your sales staff. Follow-up on individual items after the meeting, not during the meeting. 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. Make people come prepared and hold them accountable.

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Sales Meeting Meeting Motivation Selling Skills 214

Jeffrey Gitomer

JUNE 2, 2011

Tweet Share Most people expect that with the title, respect will follow. Filed Under: Attitude , Leadership , My Books Tagged With: gitomer , Jeffrey gitomer , jefrrey gitomer , leadership , professional sales training , sales leadership , selling skills. Sales Management. Sales Videos.

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

The Sales Hunter

MARCH 18, 2012

Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared. Acumen Management Group Ltd. Plan your closing.

Call-back 186

Call-back Groups Sports Selling Skills 186

The Sales Hunter

MARCH 2, 2012

Over the years, I’ve come up with a number of sales motivation quotes. It’s up to us to show it. We never know when the next phone call made will open the door to the biggest sale made. high profit selling. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

Steven Rosen

OCTOBER 22, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? How often do your sales managers go out in the field?

Hiring 179

Hiring Remedy Incentives Incentive 179

The Sales Hunter

DECEMBER 3, 2011

If the phone call is important, stand up when you make it. Never be the first person to hang-up the telephone. Don’t be distracted by email or other items popping up on your computer while you’re making a call. Follow the link below to get even more phone sales skills tips for both live calls and voice mail.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Jeffrey Gitomer

MAY 18, 2011

The difference between making a sale and building a relationship lies in your ability to get this information — and uncover the other information it leads to. Sales Management. Sales Videos. There is no time like the present to change things up in 2012 to ensure its better than 2011! Select Category.

Hiring 265

Hiring Lead Rank Lead Scoring Marketing Qualified Lead 265

The Sales Hunter

JANUARY 25, 2012

Inside salespeople need to ensure the inside sales process can continue over an extended period of time, if it should come to that. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. Sales Training Tip #265: Your Slang is Lost in Translation.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 27, 2011

The research you are doing is really good stuff, even if it never results in a sale. Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors. If you get lazy about updating your customer records, your sales will suffer.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

FEBRUARY 27, 2012

When you meet someone who might benefit from what another person sells, match them up. Never give up on leads you believe have gone cold. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Jeffrey Gitomer

FEBRUARY 18, 2011

Most sales people stop at the end of the selling process. They go through the same old crapola, of prospect , the point, present, close, follow-up! That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates. Sales Management. Sales Videos.

Referrals 206

Referrals Hiring Social Media Loyalty 206

Vengreso

MARCH 26, 2025

The Benefits of Choosing Sales Training By investing in these proven methodologies, sales professionals can: Improve their sales skills Boost their confidence Ultimately win more deals Sales training online for sellers has become essential for developing high-performing sales teams.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

Understanding the Sales Force

MARCH 5, 2012

At OMG we have a mantra that we expect our clients to follow. Salesperson #7 met expectations only because of how likeable she was and her high scores in food service, and industry experience - she had a following. How long will it take them to ramp up? Predictive Index. Group Interview. Industry Knowledge. Industry Experience.

Hiring 232

Hiring Top of Funnel Licensing Face-to-face 232

The Sales Hunter

JANUARY 5, 2012

In the book, the authors reveal the findings from their extensive studies regarding the sales process. More importantly, they blow up several of the myths most people have come to believe regarding sales. We’ve all been led to believe the way you develop sales is by developing strong relationships with your customers.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 25, 2011

I’m not asking for it to go to the same level as Aaron and Tom give — I’m just asking, “What would happen if you stepped up your game?” Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sales Training Tip #300: How Confident Are You? phone sales tips.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Facebook 190