Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management 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 sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales Management 115

Sales Management Sales Leadership Coaching Selling Skills 115

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., to customer service and account management. In addition to making the training more relevant to sales reps, it is also a way to work toward your predetermined goals.

Training 118

Training Hiring How To Retention 118

Score More Sales

FEBRUARY 20, 2013

And often I observed that a salesperson could execute hard selling skills very effectively during role plays and practice sessions. Then, when he or she encountered a tough prospect, all their good selling skills went out the window. Emotions started running the call—not effective influence and communication skills.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Understanding the Sales Force

JUNE 11, 2012

Understanding the Sales Force by Dave Kurlan What jump starts sales performance? Is it: Improved Selling Skills? New Sales Talent? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Here are the first 30 I thought of. More Pride?

Lead Rank 193

Lead Rank Incentive Incentives Sports 193

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? Do they actually make a difference in the sales in their territory?

Hiring 179

Hiring Remedy Incentive Incentives 179

The Sales Hunter

JULY 12, 2013

It’s not every day a salesperson has the CEO in their car and on a sales call with them. Make them feel comfortable by talking about non-business related subjects as a way to allow the salesperson to realize you’re human. The sales manager is anxious to hear how the sales call went.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Sales and Marketing Management

JULY 26, 2018

For example, sales applications should draw on a focused set of data?—?from from CRM, sales performance management solutions, sales enablement, CPQ and other sales-related applications. Selling skills still matter. So, the first thing an artificial intelligence application needs is data.

Training 206

Training Penetration Government CRM 206

Understanding the Sales Force

JULY 22, 2013

To keep it simple, let''s take a macro look here: The candidate must have both strong desire and strong commitment for sales success. The candidate must possess the minimum required sales DNA (the strengths that support successful selling) for their role at your company. Deal breaker. Deal breaker. Deal breaker.

Hiring 215

Hiring Face-to-face Territories Selling Skills 215

Jeffrey Gitomer

APRIL 21, 2011

Your pointed out my #1 hated smarmy sales question in “what would it take to earn your business? It’s funny how so much of what salespeople are taught by their sales managers and uplines, etc. The “Dumbest” Sales Questions : Media Sales Today says: April 25, 2011 at 7:06 am. [.] Trackbacks.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

MAY 18, 2011

If given a choice, people will connect with (and buy from) those they like and can relate to. Or you can decide “It’s too much work, I can make the sale without it.” Sales Management. Sales Videos. Take notes constantly. Darren says: May 18, 2011 at 7:39 pm. Select Category. Customer Loyalty.

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Hiring Lead Scoring Lead Rank Leads 265

The Sales Hunter

DECEMBER 2, 2011

Have you taken our quick sales survey yet?! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: What Are the Voices In Your Head Saying? Sales Motivation: Getting Back on Track After a Bad Month. Sales Motivation: Leverage Your Best Customers.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

NOVEMBER 14, 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? Do they actually make a difference in the sales in their territory?

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

DECEMBER 6, 2011

Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: The Myth of Finding More Time to Prospect: Sales Training Tip #412. Phone Sales Tips: Smartphone Messages That Work. Sales Training Tip #375: RFPS are Rarely Final. high profit selling.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

NOVEMBER 25, 2011

Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: 4 Common Sales and Marketing Practices that Fail in the New Economy. Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? high profit selling. sales tips.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Facebook 190

The Sales Hunter

FEBRUARY 27, 2012

Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Sales Prospecting Questions that Work. Phone Sales Tips: Smartphone Messages That Work. Cold Calling: The Spam of the Sales World. high profit selling. phone sales tips. sales goals.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Understanding the Sales Force

MAY 8, 2024

When it comes to sales onboarding, nearly half of new salespeople were not onboarded in their first job and 23% more received no sales training relative to selling the company’s products/services.

Scale 173

Scale Selling Skills Travel Coaching 173

The Sales Hunter

JANUARY 5, 2012

In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” ” Some of the best information in the book is on page 152, where they show a graph with the results a sales coach will receive from a typical sales team.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 18, 2011

Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Sales Motivation: Selling Around the Holidays. Professional Selling Skills Training: Sales Motivation and the Holidays. Sales Training Tip #205: The Holidays Are Not Far Away.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

JANUARY 14, 2012

If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. phone sales tips.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

MARCH 2, 2012

The only good sale is one that leads to the next sale. Check back tomorrow when I share more sales motivation quotes to get you going! Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Sales Training Tip #314: Thankful for the Privilege to Sell.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

DECEMBER 27, 2011

Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: 8 Ways to Spot Salespeople Who Are Frauds. Sales Training Tip #375: RFPS are Rarely Final. high profit selling. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

NOVEMBER 17, 2011

I will take the 2012 Sales Survey. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Your Insight Counts: Sales Survey 2010. Sales Motivation: What Is Happening in the Sales Industry? Professional Selling Skills: Sales Motivation Survey Results.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 3, 2011

Follow the link below to get even more phone sales skills tips for both live calls and voice mail. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Phone Sales Tips: Your Sales Strategy and Voice Mail. Phone Sales Tips When Contacting Customers.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

MARCH 1, 2012

The Best Way to Improve Your Negotiation Skills. If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. ” Sales Motivation Blog. sales goals.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

The Sales Hunter

NOVEMBER 22, 2011

Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Thanksgiving Day and Sales. Thanksgiving and Sales Motivation. Sales Training Tip #262: Thankful for Sales. Sales Training Tip #314: Thankful for the Privilege to Sell. sales goals.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

NOVEMBER 29, 2011

For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. So, you tell me — is your company ready for year-end sales? Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

NOVEMBER 10, 2011

No matter what you want to call yourself, if you are in sales, you help people. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Sales Motivation: Ignoring the Negative Blather. Sales Motivation: Don’t Sell the Economy. high profit selling.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Facebook Hiring 190

The Sales Hunter

NOVEMBER 26, 2011

Haven’t taken our quick sales survey yet?! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Professional Selling Skills Training: Sales Motivation and the Holidays. The Myth of Finding More Time to Prospect: Sales Training Tip #412.

Motivation 217

Motivation Prospecting Hiring Ideal Customer Profile 217

The Sales Hunter

NOVEMBER 11, 2011

But the sales you do close you’ll know you secured honestly and without any manipulation. Here’s to great selling! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Sales Training Tip #406: Never Compromise on Your Personal Ethics.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

DECEMBER 8, 2011

If you want to close more sales, you have to set yourself up to close more sales. That means having as refined a sales process as possible. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: A Recent Question About Ways to Close a Sale on the First Visit.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

DECEMBER 6, 2011

Have you taken our quick sales survey yet?! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Professional Selling Skills Training: Stay Motivated, Finish Strong. Miami Heat and Sales Motivation Lessons. Sales Training Tip #198: Know Your MLB.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

JANUARY 25, 2012

.” Sales Motivation Blog. Related posts: The Myth of Finding More Time to Prospect: Sales Training Tip #412. Sales Training Tip #265: Your Slang is Lost in Translation. Sales Training Tip #379: A Benefit? Sales Training Tip #374: RFPs — Win by Not Winning? high profit selling. sales goals.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

NOVEMBER 22, 2011

And don’t forget to cast your opinion in our quick and easy annual sales survey. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Negotiation: Are You Prepared to Live with What You Put Into Writing? Sales Training Tip #360: Negotiation? sales goals.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 2, 2012

The amazing thing I’ve found in working with thousands of salespeople over the years is the salesperson who is seen as the sales leader by their customers in time winds up being the sales leader in their organization in volume and profit. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

The Sales Hunter

DECEMBER 27, 2011

Want to know the best way to get your 2012 sales off to a great start? Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. high profit selling.

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Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

DECEMBER 16, 2011

Take the time to put into motion the sales motivation ideas you can use NOW! Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: 8 Ways to Increase Your Sales Motivation. Sales Motivation: Setting Goals and Seeing Success. high profit selling.

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Motivation Hiring Ideal Customer Profile Journal 211