The Sales Hunter

NOVEMBER 14, 2011

Next year’s sales prospects look even tougher. Your boss comes to you and says, “How can you sustain the sales force? ” The typical response goes like this: You devise several homemade remedies to ensure you do better next year. Hire only top sales reps. Do your sales reps make impact on each call?

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Anthony Iannarino

SEPTEMBER 10, 2019

There are all kinds of beliefs a sales management or sales leader might hold, some healthy, many more unhealthy. If your team’s performance isn’t what it should be, you are the one with the authority and responsibility to remedy it. Here is a good set of beliefs to consider. Everything Is My Fault.

Sales Management 98

Sales Management Remedy Account Coaching 98

Jeffrey Gitomer

JANUARY 24, 2012

A weak excuse as a remedy for “I can’t get a good night’s sleep. Sales Management. Sales Videos. .” CYNICISM: Always a snide remark at the success of others or the condition of the world. SHORT FUSE: Loose temper that creates negative energy and blocks creative thought. TYLENOL P.M.: Click here.

Hiring 183

Hiring Social Media Energy Remedy 183

Mindtickle

NOVEMBER 6, 2020

Sales Managers as well as Sales leaders play a critical role to get teams ready and ramped up to sell. MindTickle enabled leaders to share their strategic guidance for enablement programs and for Sales Managers to show continuous, incremental improvement in their Reps’ readiness performance.

Analytics 81

Analytics Report Sales Management Hiring 81

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. If you’re a sales rep, don’t be afraid to ask your manager for more resources—they want to see you succeed.

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

Sales Hacker

DECEMBER 13, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 93

Sales Management Revenue Incentive Incentives 93

The Pipeline

MARCH 28, 2011

Which brings us to their enabled and accomplice, their Manager. Recently I was speaking with a sales manager recently, when I floored by what he said about one of his under performing reps; when we got around to his prospecting (more accurately the lack of it), he said “he’s earned the right not to prospect” Please!

Pipeline 220

Pipeline Twitter Hiring Territories 220

Sales Hacker

AUGUST 21, 2018

Imagine similar spikes in your sales metrics and you’ll see the glaring imperative for setting goals. So yes — there are few things more important to you as sales manager than to set goals. Skip right to the 6 steps to influence outcomes as a sales manager >>> Having Goals is NOT Enough to Break Through.

Sales Management 87

Sales Management Revenue Incentive Incentives 87

Anthony Cole Training

APRIL 11, 2011

Sales Coaching (40). sales coaching skills (10). sales competencies (12). sales development (55). sales excuses (15). Sales Force (5). sales goals (29). sales improvement (22). Sales Jobs (5). sales leadership development (4). sales management (49). sales people (8).

Hiring 190

Hiring Ideal Customer Profile Energy Demographics 190

The Pipeline

SEPTEMBER 19, 2011

The Pipeline Renbor Sales Solutions Inc.s 25% Increase in Sales Training ROI – Sales eXchange – 115. Stored in Attitude , Business Acumen , Hiring Sales Talent , Proactive , Proactivity , Sales Leadership , Sales Management , Sales eXchange , execution. Random Walk Down Sales Street.

ROI 243

ROI Pipeline Training Twitter 243

SalesFuel

MAY 9, 2024

As Ponomarkenko writes, “It’s like asking someone what’s bothering them so you can offer the right remedy.” And for more powerful sales question suggestions, take a look at these other suggestions. Photo by Filip Rankovic Grobgaard SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

Sales Hacker

OCTOBER 27, 2021

When you explain how AI allows sales managers to review more calls and provide more precise feedback that directly benefits each individual seller and allows them to close more deals, they’ll understand the why. To enable reps to move deals forward with AI-powered recommendations you must train them first.

Scale 126

Scale Remedy Sales Qualified Lead Coaching 126

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Mindtickle

JUNE 29, 2017

Sales managers are critical to the success of their sales reps. While sales managers are charged with ensuring reps meet their numbers, how they meet their numbers is not as simple as it once was. Yet businesses often under-invest in their sales managers. Can your sales reps wait that long?

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Sales Training Connection

FEBRUARY 8, 2012

Let’s tune in on a conversation that a VP of Sales is having with her front-line sales managers. The sales team is not doing what people thought they were doing. The fundamental purpose is remediation – let’s do sales training so we can correct deficiencies in our sales team. I was stunned.

Training 90

Training Remedy Call-back Conversion 90

Keith Rosen

SEPTEMBER 8, 2013

Was it the coaching that didn’t work, the coachee, the sales manager’s coaching that didn’t work or was it more about how the coaching was delivered that didn’t work? A sales manager might easily say, “I’ve been doing this for 10 years. Train Your Sales Managers in Coaching. Your Team IS Coachable!

Coaching 128

Coaching Strategy Hiring Travel 128

Keith Rosen

AUGUST 26, 2020

Why does my manager want to coach me now? I thought coaching was only remedial and used to coach a problem or the underperformer?”). Remember, in every conversation, without setting positive intent, you will recognize resistance from the coachee because of the negative assumptions they’re making around coaching.

Account 156

Account Intent Coaching Remedy 156

Hubspot Sales

JULY 29, 2020

A HubSpot Sales Manager ran into this one a few years back. I love it because it seems like a sales objection that George Costanza from Seinfeld would raise. That's an objection HubSpot Sales Manager, Mintis Hankerson, dealt with. It's a bizarrely nit-picky, head-scratching example.

Objections 128

Objections Hubspot Call-back Remedy 128

Crunchbase

MARCH 6, 2020

OneTrust automates privacy impact assessments and data inventory mapping, enforces risk remediation actions, and triggers recurring audits for continuous compliance monitoring across customer, employee, and vendor data transfers. The post The Monthly Rundown: Startups to Watch from Shamus the Sales Guy appeared first on Crunchbase.

Health Care 120

Health Care Enterprise Enterprise Remedy 120

Mindtickle

NOVEMBER 6, 2020

Sales Managers as well as Sales leaders play a critical role to get teams ready and ramped up to sell. Mindtickle enabled leaders to share their strategic guidance for enablement programs and for Sales Managers to show continuous, incremental improvement in their Reps’ readiness performance.

Analytics 52

Analytics Report Sales Management Hiring 52

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. Here's a hypothetical positioning statement: “I work with sales managers in hospitality with five to eight reps on their team. Then, I follow up with, “My sales rep asked me to start a conversation with you.” Consider this.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Keith Rosen

DECEMBER 28, 2009

As such, remedial or sanctioned coaching is often met with resistance rather than with open arms. A perk, an incentive, an option, an obligation, or a remedial response to underperformance? The relationship between the coach and the people who are coached is a designed alliance, a collaborative partnership, and more.

Coaching 67

Coaching Remedy Video Incentives 67

Anthony Iannarino

DECEMBER 21, 2019

The remedy to procrastination is to do the most important thing first each day without fail. Learn how to sell without a sales manager. You need to make sales. This eBook will help you Seize Your Sales Destiny, with or without a manager. Get the Free eBook! Download my free eBook! You need help now.

Intent 109

Intent eBook Remedy Exercises 109

A Sales Guy

SEPTEMBER 12, 2012

But, as Mike suggests, there are a number of responsibilities that fall square in managements lap and if they aren’t addressed it doesn’t matter how good the sales people are. New Sales Simplified goes beyond sales management, actually spending the majority of the writing targeting sales people and prospecting.

Company 113

Company Face-to-face Remedy Fashion 113

Mindtickle

NOVEMBER 25, 2024

For example, if an organization is leveraging automation for pipeline management, it’s getting insights that can help it improve deal outcomes. Or, if an organization is using automation to summarize and analyze sales calls, sales managers have insights they can use to deliver coaching that improves reps’ long-term behaviors and performance.

Sales Automation 52

Sales Automation Hiring Lead Scoring Lead Rank 52

Mindtickle

MAY 20, 2021

According to McKinsey research, over 85% of B2B sales interactions happen on the phone or within web conferencing platforms, making it impossible for sales managers to shadow every interaction between sellers and buyers. Deliver benefits and better outcomes across the entire enterprise .

Conversion 98

Conversion Lead Scoring Lead Rank Remedy 98

SBI

AUGUST 2, 2018

VanillaSoft’s Intellective Routing ensures the highest priority leads — those closest to being sales qualified and that ultimately will generate the highest value for the business – are always dynamically served to sales agents and SDR’s as the next best lead.

VanillaSoft 95

VanillaSoft Sales Qualified Lead Marketing Qualified Lead Lead Rank 95

Hubspot Sales

JANUARY 5, 2021

That might be revamping their messaging, setting mini-goals they know they can hit for a quick confidence boost, talking to their sales manager, or ramping up their activity. High sales achievers don’t let themselves mentally count a deal as "won" until the prospect has signed the check. They’re paranoid. They're honest.

Face-to-face 142

Face-to-face Remedy Gatekeeper Up-Sell 142

Repsly

DECEMBER 7, 2017

It’s no secret that stockouts hurt sales. To remedy this problem, sales managers can use the MAAR method. A sizeable 37% of shoppers report buying from a competitor if their first-choice brand is out of stock , whereas 9% will buy nothing at all.

Remedy 54

Remedy Report Sales Management Sales 54

Allego

MAY 17, 2023

With it, managers can listen to many more sales calls and provide the personalized coaching sales reps need—and want.

Positioning 113

Positioning Hiring Strategy Scale 113

A Sales Guy

JANUARY 27, 2014

And to make it even worse, I used to be an English prof, director of the writing program, and dean of the college devoted to remediation. Their beliefs, their stories, have great explanatory power for modern businesses and sales teams. Why do you read A Sales Guy’s blog? I’m not usually an in-your-face kind of a person.

Webinar Metrics 112

Webinar Metrics Face-to-face Top of Funnel Strategy 112

Anthony Iannarino

NOVEMBER 29, 2019

There are countless ways to lessen the experience and subtract from value, including things like being self-oriented or showing up unprepared, things you might quickly remedy if one wanted to improve. Learn how to sell without a sales manager. You need to make sales. Get the Free eBook! Download my free eBook!

How To 114

How To eBook Remedy Journal 114

A Sales Guy

MARCH 6, 2013

She needs a killer leadership and management team between her and the employees. When the remedy where’s off you’re still sick and you feel even worse. As talented as she is, Marisa can’t do it herself. Trying to cure the symptom, like a cold, only feels good temporarily.

Remedy 110

Remedy Hiring Objections Positioning 110

Sales Hacker

APRIL 30, 2020

The Association for Talent Development’s 2019 State of Sales Training report finds that companies spend an average of $2,326 on training annually per salesperson. On average, sales training costs companies $954,070 every year. However, it can take more than 11 months for them to become productive.

Hiring 120

Hiring Buyer Persona Face-to-face Loyalty 120

BuzzBoard

DECEMBER 13, 2023

By implementing AI-powered analytics and assistive technology, sales leaders can easily monitor team performance. This AI sales management solution integrates with your salestech stack and scans your team’s activity data. Take Atrium for example.

Scale 105

Scale Remedy Maximizer Analytics 105

Allego

AUGUST 3, 2021

Today’s sales managers face tremendous pressure to achieve ambitious targets. In fact, 47% of all sales managers spend less than 30 minutes per week coaching their reps, according to CSO Insights. Improve Sales Coaching. Improve Sales Learning. Conversation Intelligence can help you get there.

Conversion 83

Conversion Scale Face-to-face Quota 83

Hubspot Sales

OCTOBER 5, 2020

In many — if not most — cases, uncertain financial times lead to what might appear to be significant dips in a sales rep's overall performance. Maybe, they don't deliver the kind of results you, as a sales manager, have come to expect from them. Maybe, they don't hit quota. Maybe, they lose out on accounts.

Face-to-face 135

Face-to-face How To Quota Remedy 135