This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
To Become A Master Salesperson, Master NON SellingSkills. Tweet Share Everyone talks about “how to sell” Not me. In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” They concentrate on the system and not the prospect.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. SellingSkills or Selling Process? A person with strong sellingskills. Prospecting.
How do I Overcome my Lack of Confidence When Prospecting: It’s sad to say, but this situation is a major issue and one of the biggest reasons why there’s such a high turnover in sales. Sales is merely a mind game. When this is your mental state, regardless of your sellingskills, you will never be effective.
Ways To Win Prospects And Contacts At A Networking Event. If you network smart, it’s the easiest way to make sales contacts. If you network smart, it’s the easiest way to make sales contacts. Hot sales contacts. ways to win prospects and contacts at a networking event: 1. Get Sales Blog Updates.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 7 SalesProspecting Ideas That Work. Here’s a list of 7 salesprospecting ideas you can use right now: 1.
Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Sellingskills, to Qualifying skills to Closing Skills. The skills might be there but if the weakness gets in the way, they won't use or execute what they know.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. SalesManagers Have the Hardest Job in Sales. SalesManagers have the hardest job in sales.
One of the easiest things salesmanagers and senior management can do is to call every person they know at a client company. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. Copyright 2013, Mark Hunter “The Sales Hunter.”
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 5 Sales Training Tips for SalesManagers AND Salespeople. Learn something from every sales call.
We have terrific programs about how we sell. They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. But the one thing I seldom see in any formal training or development program is specific training on change and change management.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Why You Should Prospect During the Holidays. Yes, you can do salesprospecting during the holidays.
SellingSkills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. Top 10 Sales Representative Skills. Collaborate with prospects.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. . -->. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects?
Too many salespeople and salesmanagers spend too much time in the office! Salespeople need to be out interacting with prospects and customers. Yes, we need more empty chairs. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. I talk […]. I talk […].
Far too many salespeople and salesmanagers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].
” If you’re reading this and you’re a salesmanager, I want you […]. Blog Closing a Sale Consultative Selling leadership Professional SellingSkillsProspectingSales Motivation leader sales leader sales leadership sales motivation success'
Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role salesmanagement plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line salesmanagement actually look like?
Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. January is “Prospecting for Sales Month” Jan 06, 2012. No, this means actively calling on prospects.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 5 Secrets to Get Better Prospecting Leads. The reason these are great prospects is simple. Client List. Negotiation.
Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. If your sales reps are resistant, then they are not coachable. . Conclusion.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. How “Social Media” Can Be Part of Your Prospecting Strategy. ” Sales Motivation Blog. prospecting.
Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of salesprospecting.
Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised SalesManagement Core Competencies. They are marketing themselves.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. . -->. 4 Things to Do Right Now to Get Better SalesProspects. We all need better salesprospects.
As a salesmanager, how do you improve your team’s performance? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Let's Talk Sales!
Here’s his take: “Our clients are constantly asking us where salesmanagers should spend their time. No matter what one’s position in life may be—CEO, vice president of sales, regional salesmanager, president of a country, or general of an army—we all have the same amount of time: 24 hours a day, 168 hours a week, 52 weeks a year.
66% of Sales Reps believe that increasing the time invested by salesmanagers would help to increase their sales. After all, salesmanagement is responsible for Sales Performance Management. Build those skills by utilizing the tools around you. Your manager is one of those tools.
You’re sitting at computer knocking out one update after another, complaining the entire time about the amount of paperwork you have to do, and then the next moment you’re out selling? There is no way you’re going to be effective selling immediately after doing some lame paperwork. ” Sales Motivation Blog.
It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time. Good start.
Salesmanagers who are reading this need to make sure each salesperson follows through in their pre-planning. Top performers will, but the average and below-average won’t, and come half-way through the year, you’ll be staring at a sales goal that is increasingly harder to hit. ” Sales Motivation Blog.
They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. This is very different than selling in the past when the seller controlled the information and buying process.
The salesmanager 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. 9. ” Sales Motivation Blog.
New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. SalesManagement. Sales Videos. Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building Building a relationship and trying to make connections. GREAT food. Awesome idea.
From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Have a dedicated time set aside either daily or weekly to do your prospecting. ” Sales Motivation Blog.
Hesitation to call customers and especially to call prospects. 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.” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.
Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. And, oh yes, lots of sales.). What do you know about what impacts your best customers and prospects? SalesManagement. Sales Videos.
Sometimes, a single word, question or statement will change how every prospect responds. As you might expect, the first question from each prospect had to do with pricing and availability. which salespeople have strengths that support consultative selling. whether their salesmanagement team can drive that change.
Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your sellingskills. 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. Prepare questions. Do your homework.
Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. You spend far more time preparing than you actually do selling or playing a game. high profit selling. prospecting.
Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. So much of what a seller does happens digitally now, but getting visibility into that activity has been incredibly cumbersome for salesmanagers. Coaching and Training Superpowers.
We organize all of the trending information in your field so you don't have to. Join 283,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
Let's personalize your content