Steven Rosen

APRIL 30, 2024

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. Visibility and Accountability : In many SaaS companies, there is a high level of accountability for achieving sales targets.

Selling Skills 120

Selling Skills Coaching Scale Compensation 120

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

The Pipeline

FEBRUARY 6, 2013

As the economy continues to show hints of progress, and business picks up, it is important to understand the nature of the improvements in sales you and your company experience. More than ever, having a defined sales process, with supporting metrics is a must. Increased market share is always a good thing. sales vs. 1.

Lead Rank 296

Lead Rank Proposal Top of Funnel Benefit 296

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. B2B sales reps don’t get good overnight either. Want your sales team to build permanent, repeatable, effective referral selling skills?

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. Step 2, is Coaching Focus.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.

Lead Rank 287

Lead Rank Lead Scoring Hiring Hubspot 287

Jeffrey Gitomer

AUGUST 15, 2011

Make more sales. Filed Under: Attitude , Sales , Success Tagged With: attitude training , book on attitude , building trust , business social media , corporate sales training , customer service , customer service training , gitomer , jefrrey gitomer , sales blog , selling skills. Get Sales Blog Updates.

Remedy 334

Remedy Hiring Training Social Media 334

SBI Growth

JUNE 21, 2013

Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It’s June and you’re not sure your sales leader is going to last through the year. If you’re a CEO without selling experience, what you need may not be clear.

Hiring 320

Hiring Commission Compensation Account 320

Partners in Excellence

MAY 13, 2022

Here’s a pop quiz for sellers and sales enablement folks. If you are a sales enablement person, Does your sales training/learning program included formal training and development on change and change management? Our sales training programs spend a lot of time helping us develop skills around what we sell and how we sell.

Selling Skills 88

Selling Skills Face-to-face Vendor Sales Enablement 88

Jeffrey Gitomer

JULY 29, 2011

For the love of sales, not the love of money. Tweet Share Do you love sales? Many salespeople are reluctant to come to grips with WHY they are in sales and WHY they are in their present job. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! Online Training.

Hiring 317

Hiring Social Media Loyalty Cancellation 317

SBI Growth

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. This Social Selling skill works with your customers and prospects. You can cash in on Social Debt to build your virtual sales support team.

B2B 293

B2B Commission Incentives Incentive 293

The Sales Hunter

JULY 22, 2014

It doesn’t matter what market you’re in, there is disruption coming. Blog pricing Professional Selling Skills Sales Motivation business disruption business model sales motivation sales process' Blog pricing Professional Selling Skills Sales Motivation business disruption business model sales motivation sales process'

Selling Skills 200

Selling Skills Motivation Sales Process Sales 200

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 7 Sales Prospecting Ideas That Work. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Understanding the Sales Force

OCTOBER 13, 2016

They want to optimize my website, sell me SEO services, provide me with online marketing tools, sell me the latest SaaS program, provide a guest article for my Blog, buy advertising on my Blog, sell me leads, book appointments for us with prospects, or show me the latest sales enablement tools.

Selling Skills 120

Selling Skills Advertising Advertising Sales Enablement 120

The Sales Hunter

JUNE 25, 2013

State how they have plenty of options to buy on the “grey market” at a much better price. Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit. Copyright 2013, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

OCTOBER 1, 2014

It’s clearly a “must attend” for anyone in sales, marketing or technology positions, regardless of the company where you work. Two things make it “must attend.” First is the level of networking. Anytime you put more than 100,000 business people into one area, there are bound […].

SalesForce 222

SalesForce Selling Skills Motivation Networking 222

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Sales and Marketing Management

MARCH 1, 2021

Some companies are augmenting current training practices and, as by-products, improving hiring, onboarding, best-practice dissemination and performance management as well as selling skills.

Hiring 228

Hiring Selling Skills Training Sales 228

The Sales Hunter

OCTOBER 17, 2013

When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Take a look at your sales process.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

SBI Growth

NOVEMBER 29, 2013

Sales kickoff (“SKO”) season is under way. It’s likely you and your sales team are getting ready for yours. Your sales leaders assure you it’s not a big boondoggle. For you, this feels like an opportunity to enable your sales team. It will ensure your sales leaders execute as a result of your SKO. Money was spent.

Hotels 288

Hotels Face-to-face Travel Forecasting 288

The Sales Hunter

DECEMBER 2, 2014

In fact, not only do many salespeople dread it, but most marketing teams do as well. Blog Professional Selling Skills Purchasing Department buying departments purchasing departments' The dreaded buying department is the nemesis for too many salespeople. Truth is there is no […].

Selling Skills 226

Selling Skills Vendor Marketing How To 226

The Sales Hunter

MARCH 11, 2014

We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Features don’t sell and they especially don’t sell when it’s not what the customer wants.

Microsoft 247

Microsoft Benefit Consultative Selling Software 247

The Sales Hunter

OCTOBER 15, 2013

Discussing with a salesperson the concerns he or she is having closing sales is something I do quite a bit. He wanted to walk me through one example after another about sales he lost because his boss wouldn’t cut the price. Blog Closing a Sale pricing Professional Selling Skills closing a sale discount price'

Discount 245

Discount Face-to-face Territories Selling Skills 245

Jeffrey Gitomer

JUNE 28, 2011

Tweet Share As my sales career has evolved over the years, and I have emerged as a leader (maybe THE leader) in the sales industry, I’m often asked if I have any secrets for success or what’s been my path to personal success. The same goes for marketing (attracting people who are interested to buy). The answer is pretty simple.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

Sales and Marketing Management

NOVEMBER 17, 2019

Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. How can you inspire your sales team to go above and beyond? Run a skills assessment. Run a skills assessment.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

The Sales Hunter

DECEMBER 11, 2014

I have been asked this question hundreds of times by salespeople, marketing teams, business leaders, CEOs and business owners. Here it is: It doesn’t matter whether you sell less or not. […]. Blog pricing Professional Selling Skills price prices value proposition' Are you ready for my answer?

Selling Skills 212

Selling Skills Marketing 212

Jeffrey Gitomer

AUGUST 17, 2011

You probably believe you have the best product or service in the market – now tell me your business card is the BEST you have ever seen. What are you willing to change, so that when you do get that CEO meeting you are ready to make a great first impression, an impressive first impression, a differentiating first impression, and earn a sale?

Hiring 294

Hiring Training Social Media Loyalty 294

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. A strong marketing and business development department. No micro-managing.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

The Sales Hunter

OCTOBER 11, 2014

Blog Consultative Selling Professional Selling Skills dreamforce email marketing salesforce' It’s overwhelming! Check out this link if you’re interested in drinking from a firehose). An event of this […].

SalesForce 197

SalesForce Consultative Selling Email Marketing Selling Skills 197

Partners in Excellence

JANUARY 13, 2022

I’m writing the management team to suggest they expand their services and offerings to sales people. I’m David, Sales Consultant, at [Name Withheld] Digital Marketing. It’s interesting he is representing the services of a Digital Marketing Agency. I was skimming through it, and hope to share more.

Selling Skills 70

Selling Skills Face-to-face Social Media Google 70

The Sales Hunter

MARCH 16, 2017

In the last several years, a lot has been written about how Sales and Marketing need to come together if we ever expect to resolve the issue of generating leads. It’s time we challenge conventional thinking with regard to who owns the lead generation process. In keeping with my habit of challenging the norm, let […].

Leads 135

Leads Marketing Qualified Lead Marketing Lead Generation 135

No More Cold Calling

AUGUST 7, 2014

Salespeople not performing, dragging you down, and compromising your team‘s sales effectiveness? Perhaps you didn’t equip them with the skills and tools to do their job. On-boarding a new sales rep requires more than providing a desk, a phone, and a password. Where Should Sales Managers Spend Their Time?

Hiring 274

Hiring Small Business Small Business Enterprise 274

Understanding the Sales Force

JULY 22, 2013

Understanding the Sales Force by Dave Kurlan We interviewed him; she''s from our industry; we really like him; but your assessment says she is not recommended. To keep it simple, let''s take a macro look here: The candidate must have both strong desire and strong commitment for sales success. Why can''t we hire her? 2 isn''t as simple.

Hiring 218

Hiring Face-to-face Territories Selling Skills 218

Jeffrey Gitomer

OCTOBER 19, 2011

If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Little Red Book of Selling. The Sales Bible. Little Red Book of Sales Answers. Here are 11.5

Networking 314

Networking Hiring Prospecting Social Media 314

Understanding the Sales Force

JANUARY 24, 2014

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold!

Sales Management 222

Sales Management Webinar Metrics Coaching Sports 222

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. Timing the market by switching out one rep for the other ‘over the weekend.’. This is called sales hiring gymnastics. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300