Understanding the Sales Force

AUGUST 12, 2020

The college President's opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. Last week we moved our son into his dorm to begin his freshman year of college.

Hotels 381

Hotels Consultative Selling Pipeline Sales Process 381

Understanding the Sales Force

MARCH 11, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I spoke at the Sales 2.0 Long before we reached the hotel, he asked how I would be paying and activated the payment screen so that I could pay by credit card and sign the receipt. He then sped ahead to another hotel where he could be first in line. Conference.

Conference 254

Conference Sales Process Hiring Hotels 254

eGrabber

OCTOBER 25, 2024

With companies increasingly seeking venues for team lunches, outings, and corporate retreats, hotels, resorts, and amusement parks can significantly boost their revenue by targeting corporate clients. Whether you’re a large hotel chain or a boutique resort, the corporate market presents enormous growth opportunities.

Paid Content 52

Paid Content Hotels Lead Generation Lead Rank 52

SBI Growth

MAY 12, 2014

Off-site meetings happen often in a sales force. These off-sites are usually in hotel or conference room and not in the office. Sales Leader Director of Sales Resources Sales Strategies strategic planning sales planning' Some of you are planning or will be planning one soon. You hate these off-sites.

Meeting 281

Meeting Hotels Conference How To 281

Hubspot Sales

JULY 18, 2023

This means hotels can generate significant revenue if they have a good strategy in place. In this post, we’re going to share 15 sales strategies for hotels to help you ensure your property stays fully booked for a big part of the year. But first, let’s look at the sales team's responsibilities. Seek feedback from guests.

Hotels 97

Hotels Strategy Ideal Customer Profile Commission 97

Understanding the Sales Force

SEPTEMBER 27, 2018

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world.

Hotels 294

Hotels Groups Objections Data 294

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0 You are running a sales/biz dev effort now. What are your main goals in this role and how are you applying Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

The Pipeline

OCTOBER 29, 2012

Every day people make choices about how they want to experiences things, choices in restaurants, mode of transport, business class vs. economy, four start hotel vs. two star, Hugo Boss or Sears, prospect for new opportunities or make football pool selection. Well it is the same for sale success. He was eager, engaged and driven.

Hotels 255

Hotels Transportation Webinar Metrics Sales Cycle 255

Understanding the Sales Force

JUNE 24, 2021

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

Hotels 274

Hotels Sports Groups Objections 274

SBI Growth

JANUARY 9, 2018

As a successful sales leader, you spend your life chasing airplanes and living in hotels to Make Your Number. Throughout 2018, you will once again prove yourself worthy by flying 100,000+ miles and sleeping in dozens if not hundreds of.

Promotion 273

Promotion Hotels Channels Sales 273

No More Cold Calling

DECEMBER 20, 2018

I met Isaac a few weeks ago when my sister came for a visit and stayed at the Omni Hotel, San Francisco. She was at the entrance of the hotel when an Uber driver arrived with three sight-impaired women—all using white canes. And probably not just any hotel employee. He said the hotel would be pleased. Well, not anyone.

Hotels 282

Hotels Licensing Cold Calling Social Media 282

The Pipeline

MAY 22, 2014

We talk quite often about sales tactics and marketing ideas in a general sense. This Forbes article likens hotels that don’t have free Wi-Fi to the same hotel charging to use a toilet. Does your company have any lessons to share concerning marketing and sales that is geared towards a particular generation? Photo Source).

Exact 293

Exact Hotels Small Business Small Business 293

The Sales Heretic

AUGUST 14, 2019

I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. I was hungry. But this evening, it was late and [.].

Customer Service 219

Customer Service Hotels Customer Travel 219

Understanding the Sales Force

NOVEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan One of the many things that hold salespeople back, prevents them from reaching their potential, stops them from crashing through quotas, doesn''t allow them to exceed expectations and never has them succeeding beyond everyone''s wildest dreams is their fear of failing. The failure to practice.

Sales Qualified Lead 276

Sales Qualified Lead Hotels Hubspot Decision Maker 276

Understanding the Sales Force

OCTOBER 12, 2022

If you drove more than two hours today or slept in a hotel bed last night I'm certain you'll need to crack your back and neck. it's the same with sales teams. Back in the 90's, after years of Chiropractic, I learned to crack my own back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know.

Selling Skills 295

Selling Skills Hotels Call-back Negotiation 295

Understanding the Sales Force

JULY 9, 2024

A friend just texted me from his Las Vegas hotel room and sent along a video of him and his son playing catch with their gloves and a baseball in their hotel room. Pivot to sales. Are they as committed to sales as the data suggests? Are they as committed to sales as the data suggests? Why would they practice?

Commission 188

Commission Hotels Sales Qualified Lead Lead Rank 188

Understanding the Sales Force

MARCH 25, 2024

While one of the sales lessons from this trip comes from baseball, the actual travel generated the other two sales lessons. Lesson #2 – The Power of Meeting Decision Makers We stopped for lunch at the best restaurant in the village, inside the hotel at which we have stayed more than sixty times in the past four years.

Decision Maker 188

Decision Maker Hotels Cancellation Travel 188

Zoominfo

DECEMBER 17, 2018

There’s no way around it, modern sales organizations need access to high-quality data in order to identify potential customers and engage with key stakeholders efficiently. Today we explain what company hierarchy data is and why B2B sales organizations need this type of data to gain a competitive advantage. Let’s get into it!

Data 216

Data Company Hotels Decision Maker 216

The Sales Hunter

OCTOBER 12, 2014

130,000 people encompassing virtually every hotel in San Francisco area. Blog Networking Professional Selling Skills Sales Development Training Sales Motivation Sales Training dreamforce networking' .” This event is so big! If you don’t have a plan, it will overwhelm you.

Hotels 213

Hotels Networking Selling Skills Motivation 213

Understanding the Sales Force

MAY 15, 2013

Understanding the Sales Force by Dave Kurlan We talk a lot about the importance of using a Consultative approach instead of a transactional approach to better differentiate and sell value instead of price. I''ll be giving the keynote at an Executive Luncheon in Boston on Wednesday May 21 at the Westin Copley Hotel.

Hotels 253

Hotels Travel Discount Consultative Selling 253

No More Cold Calling

JANUARY 10, 2013

This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. Sales: Powered By People Since the Beginning of Time. Instead, wouldn’t it be great if you could arrive at a hotel and have someone greet you by name? This couldn’t be further from the truth.

Travel 247

Travel Hotels Fashion Buyer 247

Score More Sales

DECEMBER 21, 2012

We often talk here at Score More Sales about acquiring new customers, and probably don’t do enough talking about retaining and growing the good existing business we have. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Hotels 196

Hotels Customer Lead Rank Lead Scoring 196

Understanding the Sales Force

DECEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think. The people in outside sales aren''t being replaced by the people in inside sales.

Inside Sales 269

Inside Sales Outside Sales Telemarketing Travel 269

Smooth Sale

NOVEMBER 19, 2024

. _ Make Working Away from Home More Bearable Image by KinKin via Pixabay Upgrade Your Accommodations Nothing says, “I’m over this,” like a cramped, cookie-cutter hotel room that smells faintly of cleaning supplies and missed opportunities. Say hello to extended-stay hotels, the MVP of travel accommodations. Work smarter, not longer.

Hotels 97

Hotels Travel How To Hiring 97

MTD Sales Training

NOVEMBER 29, 2011

November has been a very busy month for Sean and the team as we held our first ever Sales Summit recently! MTD’s MD Sean McPheat has had many successful experiences keynoting at business events and conferences across the country, and he thought it was about time MTD had our very own sales event…and what an event it was!

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

Score More Sales

NOVEMBER 1, 2017

It felt like history being made as more than 250 people from sales enablement practitioners, sales leaders, vendors, and industry experts gathered at University of Texas at Dallas (and a nearby hotel) to help define an industry.

Sales Enablement 154

Sales Enablement Hotels Vendor Industry 154

Understanding the Sales Force

MAY 9, 2014

Understanding the Sales Force by Dave Kurlan When most sales bloggers write about selling, we almost always discuss direct B2B sales. Channel sales is quite different. Some channel salespeople sell by pulling sales through their distributors. This is more like traditional B2B sales.

Channels 225

Channels Retail Hotels Territories 225

Jeffrey Gitomer

APRIL 4, 2012

When I’m in a hotel and I call room service at 10:30 in the evening because I’m working on my next day’s project and I’m a little hungry, and they say room service closes at 10, I respond with, “Oh, I guess that means I’m not hungry anymore.” Click below to subscribe to Sales Caffeine. Eventually they will jump. Click here to read on.

Hotels 263

Hotels Policies Follow-up Competition 263

The Sales Heretic

APRIL 11, 2018

James drives a shuttle van for the Courtyard by Marriott hotel in Austin, Texas. James Saucedo isn’t a salesperson. But most salespeople could learn a thing or two from him. I had the pleasure of riding in his van when I flew into Austin not long ago. Just before he pulled the van away from [.].

Customer Service 190

Customer Service Hotels Customer Sales 190

Sales and Marketing Management

JULY 13, 2020

Wherever they are, your sales force is a dynamic team that's unique to you. There's a few common scenarios that occur in partially onsite outside sales teams: Benching: Situated side-by-side in wide-open rows, benching is an efficient way to provide a home base for employees on the go. Rethink Sales Collateral.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Sales Gravy

MARCH 9, 2025

A Winning Message for Sales Winners Last week I delivered a keynote at a large company's Presidents club event. Great hotel. These sales professionals are the best of the best. The Bees Knees in the words of their VP of Sales. It happens to Presidents club winners and every day sales reps. It was fun!

Hotels 97

Hotels Guarantee Exact Engineering 97

The Sales Heretic

JUNE 4, 2019

I recently received this email from a local hotel. (As Email can be a great way to reach your prospects. But there are good emails and not-so-good emails. And then there are emails like this one. As a speaker—and someone who produces some of my own seminars—I attend a lot of meetings-industry events, so I probably [.].

Prospecting 187

Prospecting Hotels Industry Meeting 187

Sales and Marketing Management

AUGUST 24, 2017

Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Practice-Driven Sales Development.

Training 237

Training Handbook ROI Hotels 237

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. The Dasboard will allow you to: Improve your sales team''s talent level. Her sales manager knew her potential and sent her to a weeklong sales training. The Old Model.

Training 293

Training Top of Funnel Hiring Hotels 293

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

Understanding the Sales Force

SEPTEMBER 14, 2014

Understanding the Sales Force by Dave Kurlan. All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. At one time I lived in airports and hotels but I travel far less today. Do you ever wonder how selling evolved to where it is today? On demand Teleconferencing.

Prospecting 275

Prospecting Face-to-face Direct Mail Travel 275

Understanding the Sales Force

MARCH 7, 2013

Understanding the Sales Force by Dave Kurlan I wrote an article for the March 2013 issue of Top Sales World Magazine that debriefs an actual sales call. I'm hosting a fast-paced 45-minute Webinar where I will share some of the findings that make Objective Management Group's Sales Candidate Assessments so magically predictive.

Examples 205

Examples Hotels Sales Leadership Webinar Metrics 205