The Sales Hunter

SEPTEMBER 20, 2019

Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. 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.

Selling Skills 175

Selling Skills Telemarketing Sports Motivation 175

Understanding the Sales Force

SEPTEMBER 22, 2022

A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. Why Do You Think Harvard Business Review Does This When it Comes to Sales? More Junk Sales Science in HBR Blog Now That You Have a Sales Process, Never Mind I s SELLING an Afterthought in Today's Sales Model?

Selling Skills 257

Selling Skills Hiring Study Sales Process 257

Understanding the Sales Force

JANUARY 21, 2021

Bringing it closer to sales, you invested in the CRM application you needed but your salespeople aren't using it the way you had hoped. As a result, you don't have realtime data to populate your dashboard and still don't know what's really going on with your sales organization, their pipeline and the forecast.

Training 376

Training Forecasting Selling Skills CRM 376

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 121

Selling Skills Face-to-face Vendor Sales Enablement 121

Jeffrey Gitomer

JULY 23, 2014

Sales Jeffrey gitomer sales tips sales training selling skills' Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Selling Skills 325

Selling Skills Training Sales 325

SBI Growth

APRIL 14, 2025

One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers thats where the money is you need to rethink how you sell. At the heart of these differences is size.

Enterprise 156

Enterprise Enterprise Customer Marketing 156

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

Jeffrey Gitomer

AUGUST 1, 2014

Sales Jeffrey gitomer sales training Sales Videos selling skills' Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Training 311

Training Selling Skills Customer Video 311

The Sales Hunter

OCTOBER 1, 2014

Blog Closing a Sale Professional Selling Skills close closing sales closing the sale negotiate price pricing sales close sales negotiation' State your offer with confidence with a strong voice and strong body language. If you can’t state your price with confidence, […].

Closing 270

Closing Negotiation Selling Skills Sales 270

The Sales Hunter

DECEMBER 16, 2014

What’s even better is the first three are great for the new salesperson or the “non-salesperson” who suddenly finds themselves having to sell. Blog Closing a Sale Professional Selling Skills closing a sale closing techniques sales closing' Pick a Date Close […].

Closing 263

Closing Selling Skills Sales 263

Connect2Sell

JANUARY 15, 2020

How many of these topics are covered in your organization’s sales training program on a regular basis? Check each box that applies.

Selling Skills 159

Selling Skills Training Sales 159

The Sales Readiness Blog

MAY 3, 2023

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for effective sales conversations, while a sales methodology provides a structured approach to the sales process.

Sales Methodology 104

Sales Methodology Selling Skills Revenue Sales 104

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

RAIN Group

DECEMBER 3, 2021

In What Sales Winners Do Differently , we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.

Selling Skills 131

Selling Skills Study Buyer Conversion 131

Steven Rosen

FEBRUARY 11, 2020

Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to effectively coach their team so the reps just try to ‘wing it’ as best they can.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Anthony Cole Training

FEBRUARY 4, 2022

When developing a salesperson’s advanced selling skills, it's important to focus on not only what the prospect says but also what the prospect doesn’t say.

Selling Skills 277

Selling Skills Prospecting Sales Training 277

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Jeffrey Gitomer

MARCH 19, 2014

Sales gatekeeper Jeffrey gitomer sales training selling skills' Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Gatekeeper 306

Gatekeeper Strategy Selling Skills Training 306

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. Shut up Dave and just show us the list already!

Top of Funnel 309

Top of Funnel Social Selling Funnel Sales Cycle 309

Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Many sales people put all their eggs in one basket. than before.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

Vengreso

JANUARY 17, 2025

Entering this 2025, to embrace a virtual sales program, like our own FlyMSG Sales Pro Plan , could be pivotal for achieving unprecedented business success. The Rise of Virtual Sales Programs As we enter 2025, the landscape of sales training programs is undergoing a revolutionary transformation.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

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

Jeffrey Gitomer

MAY 16, 2014

Sales Success Jeffrey gitomer sales success sales training selling skills' Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Selling Skills 284

Selling Skills Training Sales 284

criteria for success

OCTOBER 20, 2022

As a sales manager, 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!

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

The Sales Hunter

AUGUST 7, 2014

Blog leadership Professional Selling Skills integrity lead leader sales leadership' The quick answer I give to people when asked this question is, “No, you shouldn’t talk about them.” But I admit — that answer does come with some […].

Customer 276

Customer Selling Skills Sales Leadership Up-Sell 276

The Sales Hunter

NOVEMBER 25, 2014

Blog Professional Selling Skills Sales Motivation thankful thankfulness thanksgiving' For many it’s a day to gather with extended family and friends, eat too much food, watch too much football and who knows what else. Let me share 10 reasons why […].

Selling Skills 275

Selling Skills Motivation Sales 275

SBI Growth

JUNE 21, 2013

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. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. The secret to hiring a great sales leader is the ‘A’ Player Scorecard. Management Skills.

Hiring 320

Hiring Commission Compensation Account 320

The Sales Hunter

NOVEMBER 11, 2014

Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting' Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. Have they told you when they are going to make a decision? Nothing can waste more time […].

Prospecting 269

Prospecting Selling Skills Sales 269

Sales Readiness Group

JULY 19, 2021

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.”

Selling Skills 118

Selling Skills Microsoft Positioning Company 118

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

SBI Growth

JUNE 10, 2024

In addition to uncertain economic conditions, the rise in the number of stakeholders and the complexity of buying decisions have introduced new challenges and friction for sales professionals. Fortunately, advancements in artificial intelligence (AI), particularly tools like ChatGPT, provide innovative solutions to these sales challenges.

Sales Process 194

Sales Process Selling Skills Report Buyer 194

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

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. In addition to the career benefits for reps, such as increased knowledge and skill development, it provides numerous advantages for the organization, including greater quota attainment and higher margins. Its the same for your sales team.

Training 118

Training Hiring How To Retention 118

No More Cold Calling

MAY 26, 2016

Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice. We get paid to sell. Sales reps in the top 10 percent operate differently. Sales reps in the top 10 percent operate differently. Practice time is on our own dime.

Referrals 287

Referrals Cold Calling Face-to-face Intent 287

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

Comparison 313

Comparison Lead Rank Lead Scoring Hiring 313

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” At this point ‘A’ Players should be very involved in Social Selling. Assessing Your Sales Team. Get a clear picture about your sales team talent.

Territories 300

Territories Scale Guidelines Groups 300

Anthony Cole Training

OCTOBER 14, 2022

It is an important distinction in sales – understanding the salesperson who can sell versus the one who will sell. A recent post by Dave Kurlan, on the Difference Between Selling Skills and Effectiveness does a great job of illustrating that difference.

Sales Coaching 175

Sales Coaching Coaching Selling Skills Sales 175