The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. More importantly, they blow up several of the myths most people have come to believe regarding sales.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Jeffrey Gitomer

JUNE 28, 2011

I write this column every week on selling skills, but I don’t just write the column, I collect ideas so I can always be ahead. In order to be that master, you have to study. Sales Management. Sales Videos. I’ve written more than 950 columns to date, but I’ve got 500 more ideas waiting to be evolved.

Hiring 305

Hiring Lead Rank Social Media Loyalty 305

Jeffrey Gitomer

JANUARY 6, 2012

Yes, I’m somewhat successful now, BUT I didn’t start with nine best-selling books. Actually I started studying sales in 1972. And made sales for 35 years. I just loved sales and wanted to be the best salesman in the world. When the opportunity to write about sales appeared, I jumped on it. Sales Management.

Hiring 226

Hiring Social Media Loyalty Journal 226

The Sales Hunter

MARCH 18, 2012

Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. 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. If possible, obtain and study an organization chart.

Call-back 186

Call-back Groups Sports Selling Skills 186

The Sales Hunter

DECEMBER 16, 2011

Studies have shown people who are thankful and complimentary of others have a much better outlook of their own situations. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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. high profit selling. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

Vengreso

MARCH 26, 2025

The Benefits of Choosing Sales Training By investing in these proven methodologies, sales professionals can: Improve their sales skills Boost their confidence Ultimately win more deals Sales training online for sellers has become essential for developing high-performing sales teams.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

The Sales Hunter

FEBRUARY 28, 2012

Sure I’d love it if you read mine, “ High-Profit Selling: Win the Sale Without Compromising on Price ,” but that’s not the point of why I’m writing this. Anyone who wants to be good at something needs to be willing to study their craft. One way to do this is by reading books on sales. sales goals.

System 160

System Motivation Training Hiring 160

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills. It’s not impossible.

Strategy 116

Strategy Consultative Selling Selling Skills Face-to-face 116

The Sales Hunter

JANUARY 30, 2012

I studied the local marketplace. high profit selling. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. selling a price increase. selling skills.

Motivation 155

Motivation Real Estate Hiring Construction 155

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Most Critical Skill Gaps. What This Means for Sales Managers. They grow salespeople.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

SalesFuel

MAY 13, 2025

Sales positions can be among the most challenging to fill. The Real Cost Of A Bad Sales Hire Several studies have attempted to pinpoint the cost of a bad sales hire. But that figure underestimates the impact on an organization when a bad sales hire begins to weaken loyalty and negatively influence other employees.

Hiring 45

Hiring Face-to-face Top of Funnel Lead Scoring 45

Allego

OCTOBER 15, 2024

They’ve read the reviews, downloaded your white paper, studied the competition, and formed their own opinions about the product. Conversation Intelligence Software Conversation intelligence tools analyze real sales calls, offering insights into what’s working and where there’s room for improvement.

Consultative Selling 62

Consultative Selling Lead Scoring Lead Rank How To 62

Sales Training Connection

APRIL 9, 2012

Heretofore, when we designed sales coaching programs for our clients, we have customized the “what to coach” portion of the program around the core selling skills and best practices relevant for that individual client. Destructive behavior study. ©2012 Sales Horizons, LLC.

Coaching 111

Coaching Decision Maker Survey Construction 111

Sales Training Connection

MARCH 3, 2014

Sales coaching – leverage trigger events. Sales coaching – sales leadership talks about it all the time. Sales consultants advocate it and sales managers say they would like to do more of it. The “it” of course is sales coaching. So sales coaching gets put off until Friday and it never happens.

Sales Coaching 105

Sales Coaching Coaching Software Software 105

Miller Heiman Group

FEBRUARY 20, 2020

Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management.

Sales Coaching 80

Sales Coaching Coaching Top of Funnel Lead Rank 80

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers.

Training 116

Training Hiring How To Proposal 116

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Women Sales Pros

AUGUST 9, 2019

Resiliency and Revenues In 1997, Paul Stolz — an early pioneer in the study of resiliency– authored the book“Adversity Quotient.”He The salesperson’s prior successful sales experience involved selling a need-to-have product, one where deadlines – not just great selling skills — sometimes drove the decision.

Revenue 90

Revenue Hiring Selling Skills Sales Leadership 90

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 74

Training Top of Funnel Ideal Customer Profile SalesForce 74

Vengreso

JANUARY 10, 2025

While the sales manager coordinates the framework, it is the responsibility of the entire sales enablement team to ensure seamless integration of strategies and tools into daily operations. Do your sales reps need better communication tools to connect with remote clients?

Sales Enablement 65

Sales Enablement How To Webinar Metrics Objections 65

Klozers

JUNE 10, 2014

Sales Management has only one goal, which is improving sales effectiveness within the organization. Although there is only one goal, there are many different areas a sales manager can help increase sales performance and choosing the right ones and prioritizing is obviously important.

Sales Management 45

Sales Management Hiring Salary Guarantee 45

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Film 144

Film Hubspot Sales Cycle Lead Rank 144

Partners in Excellence

JUNE 1, 2014

I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along with Mike Kunkle’s 22nd Century Selling Skills presentation, it’s stirred up some interesting discussions. In every segment of society, in every business, in every job we see constant change, innovation, improvement.

ROI 126

ROI Lead Rank Segment B2C 126

Hubspot Sales

DECEMBER 8, 2017

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. Met Life was spending $30,000 on sales training per salesperson, but 80% of their reps had left within four years. His results proved soft skills do produce hard sales results. Emotions are contagious.

Hiring 111

Hiring Insurance Insurance Lead Scoring 111

Showpad

JULY 25, 2019

A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution.

Sales Management 53

Sales Management Face-to-face Coaching Scale 53

SalesFuel

APRIL 29, 2024

Real conversations serve a critical function in selling,” writes SalesFuel’s Tim Londergan. The art of conversation can sharpen your selling skills and provide insight to your prospect’s needs, wants and pains.” There are many opportunities to have interesting sales conversations that educate the buyer.

Conversion 98

Conversion Hiring How To Case Study 98

Allego

OCTOBER 25, 2022

For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. For one, hybrid work enabled sales reps to work from anywhere. 5 Tips to Improve Sales Coaching. There isn’t enough time.

Face-to-face 96

Face-to-face Coaching Scale Sales Coaching 96

Igniting Sales Transformation

DECEMBER 1, 2019

That includes new product announcements, product feature training, product demos, reviews of marketing materials, or execs who feel their title justifies air time with the sales force when it doesn’t. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. SKO’s are expensive!

Meeting 130

Meeting Decision Maker Revelation ACT 130

Vengreso

JULY 30, 2024

Seeking to elevate your leadership capabilities and propel your sales team toward outstanding achievements? Sales management courses are equipped with the necessary strategies and tools for this purpose. Moreover, the benefits of investing in sales management training extend beyond individual growth.

Course 52

Course Sales Management Training Top of Funnel 52

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain should also be closely connected to sales effectiveness.

Hiring 66

Hiring Study Survey Sales Leadership 66

Miller Heiman Group

NOVEMBER 7, 2019

Aligning sales enablement content to the customer’s path also ensures that buyers receive consistent messages from an organization on all fronts, whether they’re coming from sales, service or the company’s website and social media. Keeping the customer’s path central to sales enablement pays dividends. higher win rates and 11.8%

Sales Enablement 76

Sales Enablement Top of Funnel Conversion Lead Rank 76

Showpad

AUGUST 23, 2018

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? Unfortunately, many sales managers do not know how to coach properly and aren’t being held accountable.

Coaching 45

Coaching Sales Management Scale Sports 45

Sales Hacker

JUNE 8, 2022

Much of this data is from a Forrester Consulting study commissioned by Outreach in 2021, and collected data and feedback from 212 sales leaders in North America and the UK. So keep in mind: these responses came amidst the most rapid (and frankly scary) change any of us have ever seen in sales. We dug in deeper here.

Face-to-face 104

Face-to-face Groups Data Commission 104

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Lead Rank 120

Lead Rank Territories Lead Scoring Quota 120

Sell Integrity

MAY 12, 2020

The Sales Manager as Coach. According to a study we did with The Sales Management Association, organizations that reported they were effective in coaching outperformed all others in revenue terms by 15%. These kinds of questions are as much for the buyer’s benefit as they are for the salesperson.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

Partners in Excellence

JUNE 13, 2018

In spite of all these investments, sales performance isn’t improving. In fact, over the past 7 years, the number of sales people achieving their quotas has declined by about 10% to 53%*. Some thoughts/guesses: Just because we provide training, tools, systems, programs, doesn’t mean the sales person is using them.

Lead Rank 65

Lead Rank Lead Scoring Marketing Qualified Lead Leads 65