MTD Sales Training

NOVEMBER 17, 2022

“I’d like my sales team to use the consultative selling approach ,” said the Sales Director. It’s a request we get asked a lot when we’re approached to deliver Sales Training for an organisation. Well, the stereotypical approaches of the hard sell should be long behind us now. Why is this?

Consultative Selling 156

Consultative Selling Up-Sell Positioning Face-to-face 156

MTD Sales Training

NOVEMBER 23, 2021

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.” Virtual Sales Meeting Don’ts • Don’t assume that this will be easier or harder than meeting in person.

Sales Meeting 156

Sales Meeting Meeting Face-to-face How To 156

MTD Sales Training

APRIL 24, 2025

Your sales pitch might be holding you back, especially if it hasn’t changed in years. A strong sales pitch isn’t about slick lines – it’s about relevance, clarity, and timing. Through years of delivering sales training , we’ve seen how the right tweaks can turn a flat pitch into a conversation that clicks.

Buyer 156

Buyer ACT Consumer B2B 156

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Long Sales Cycles.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

The Sales Hunter

MARCH 11, 2014

We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Case in point: I recently was prompted to change a password for some software I have. Copyright 2014, Mark Hunter “The Sales Hunter.”

Microsoft 247

Microsoft Benefit Consultative Selling Software 247

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.

Lead Rank 287

Lead Rank Lead Scoring Hiring Hubspot 287

MTD Sales Training

JUNE 13, 2023

An effective Sales Strategy Presentation is a valuable tool for showcasing how you’re planning to align your sales strategy (and team) with your company’s vision and goals. But when it comes to ‘how to write a sales strategy’ and ‘how to present a strategy’ , where do you even begin?

Strategy 156

Strategy Top of Funnel Lead Rank Hiring 156

MTD Sales Training

JUNE 29, 2022

Sales is a complicated, never-ending process of building relationships with prospects, building trust, asking probing sales questions , lots of listening and moving the whole procedure through to the commitment stage and ultimately asking for the sale or order. Contents What Is Meant By A Sales Process?

Sales Process 156

Sales Process Top of Funnel How To Lead Rank 156

MTD Sales Training

APRIL 3, 2023

Most salespeople do not know what a Sales Battlecard is. But those that do know and use them, tell us that they are a vital tool to help them sell more effectively. Well, Sales Battlecards are similar! Contents What Is a Battlecard in Sales? Why Are Sales Battlecards Important?

Comparison 156

Comparison Lead Rank Lead Scoring Insurance 156

MTD Sales Training

JANUARY 24, 2024

Sales Forecasting and Predictive Analytics are revolutionising the sales landscape. These twin pillars not only offer a glimpse into the future of sales but also equip businesses with tools to be more proactive, so mastering these techniques are essential. What is Sales Forecasting?

Sales Forecasts 156

Sales Forecasts Analytics Forecasting Lead Rank 156

MTD Sales Training

MARCH 21, 2023

If you want better answers, ask better sales questions — especially early in the sales process when you’re trying to create rapport with a potential customer or client. Below, we’re sharing a collection of 34 sales discovery call questions to help you build relationships and get your prospects talking. How did you hear about us?

Prospecting 156

Prospecting Face-to-face Vendor Decision Maker 156

MTD Sales Training

DECEMBER 20, 2021

The difference between cross-selling and upselling is quite subtle. Both are different types of selling in their own right and offer different opportunities for increasing your margins and sales at the point of sale. The server can upsell at the point of sale before their meal is complete. What is Upselling?

Up-Sell 156

Up-Sell Discount Insurance Insurance 156

MTD Sales Training

OCTOBER 31, 2023

Whether you’re a seasoned sales professional or a beginner, understanding the ins and outs of transactional selling can help you close more deals and improve your overall success rate. So, what is transactional selling? This will help you increase sales volume in a short period of time.

Examples 156

Examples Discount Retail Incentives 156

MTD Sales Training

SEPTEMBER 19, 2023

Relationship selling, also commonly known as consultative sales or trust-based selling, is a sales technique that uses relationship building to close deals. The best sales techniques are based on building a connection with the customer, creating an atmosphere of trust and understanding, and delivering value.

Examples 156

Examples Social Media Loyalty B2C 156

The Sales Hunter

JANUARY 23, 2014

Sales, including upstream and downstream sales, can be easily generated based on our extensive leading edge products and expertise. Our three innovative IT systems will facilitate your sales during the whole process.” Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Direct Mail 201

Direct Mail Selling Skills Software Software 201

The Sales Hunter

FEBRUARY 12, 2014

One example is you may be selling security systems for computers: A low-end outcome might be to prevent employees from downloading software for personal use. Keep coming back to the blog as I explore the remaining secrets to selling at full price! Copyright 2014, Mark Hunter “The Sales Hunter.”

Positioning 228

Positioning Referrals Comparison Selling Skills 228

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. Retail Sales Trends. 4 Ways to Close More Sales By Changing Your Sales Process.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

MTD Sales Training

AUGUST 22, 2023

The age-old debate of cold calling vs warm calling has been a topic of discussion amongst sales professionals for years. Cold calling and warm calling both have their advantages and disadvantages, and it is very important to choose the right approach to help make a significant impact to your sales. What Is Cold Calling In Sales?

Cold Calling 156

Cold Calling Top of Funnel Call-back Funnel 156

MTD Sales Training

NOVEMBER 16, 2021

During the sales process most people will raise objections. This is the most common time, in the sales process, when objections are raised; just before the decision to purchase. Whatever the objection and whatever the circumstances the least powerful way to handle a sales objection is with a statement of fact. Advance the sale.

Objections 156

Objections How To Top of Funnel Face-to-face 156

MTD Sales Training

MARCH 19, 2025

Whether you’re new to sales or looking to sharpen your skills, the insights here tie closely into effective sales training that actually sticks. There may be many factors in their decision-making that may have nothing to do with you, your product, or your sales pitch.

Prospecting 156

Prospecting How To Face-to-face Call-back 156

The Sales Hunter

AUGUST 20, 2013

Recently, I began searching for a new software package for my company. In my book, that is a pretty lousy sales process. They have sales that drag out much longer than need be and their company makes a lot less profit than they could be making. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 197

Discount Selling Skills Negotiation System 197

Zoominfo

JULY 13, 2021

In just the last 12 months, we launched ZoomInfo Engage to automate sales outreach. With Chorus, the entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call. ZoomInfo); Sales Engagement Platform (e.g. Advances our Vision.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

MTD Sales Training

JULY 13, 2022

It is their responsibility to grow business opportunities, chiefly by using sales and marketing strategies and by employing teams to pursue leads and convert prospects. But exactly, what is a Business Development Manager and what skills do you need to become a successful one? To forecast sales revenues and improve them.

Top of Funnel 156

Top of Funnel How To Lead Rank Lead Scoring 156

Sales and Marketing Management

JULY 26, 2018

Author: Erik Charles When sales professionals look at artificial intelligence (AI), what do they see? And, at that point, the winners and losers will be separated by how well they combine their sales talents with skills for using AI. For example, sales applications should draw on a focused set of data?

Training 206

Training Penetration Government Selling Skills 206

Alice Heiman

MAY 13, 2020

Need more sales? Let’s examine how well your team is practicing basic, effective selling skills. . You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and following poorly qualified leads would be two examples).

B2C 152

B2C Referrals Selling Skills Segment 152

The Sales Hunter

JANUARY 8, 2013

An example of how it works is you might be selling B2B in the software industry. Prospects you’re trying to reach are end users of software and typically work for either an IT company or in the IT department of a company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

SalesLoft

APRIL 18, 2024

That’s why Salesloft’s partner ecosystem has all the tools you need for selling, in one single pane of glass. With more than 130 software integrations across your CRM, core business, and broader GTM applications — PLUS an open API — Salesloft’s Revenue Orchestration Platform connects your third-party data and applications in one place.

Software 98

Software Software Top of Funnel Intent Signal 98

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. ” Sales Motivation Blog.

Social Media 189

Social Media Media Strategy Prospecting 189

Sales and Marketing Management

MARCH 1, 2021

Cespedes, Yuchun Lee and Mark Magnacca A lot of sales training misunderstands how salespeople learn. Most learning in sales is through peer learning in specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. Further, the benefits go beyond sales. Author: Frank V.

SAP 177

SAP Face-to-face Hiring Exercises 177

The Sales Hunter

MARCH 18, 2012

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. Bring the right information. Acumen Management Group Ltd.

Call-back 186

Call-back Groups Sports Selling Skills 186

Allego

OCTOBER 15, 2024

Imagine this: Your sales team is chasing down leads, trying to squeeze value into every interaction. This where consultative selling makes all the difference. In today’s sales environment, it’s not about pushing products; it’s about becoming a trusted advisor. What Is Consultative Selling?

Consultative Selling 62

Consultative Selling Lead Rank Lead Scoring How To 62

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. The 7 Steps of the Sales Process. Create awareness and generate leads.

Sales Process 144

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 144

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. ” Sales Motivation Blog.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

The Digital Sales Institute

MAY 11, 2023

Selling skills for new salespeople usually have some differentiators from the sales skills that a more experienced salesperson has due to learning about the sales process and understanding all the steps in the sale alongside product knowledge. Plus, any limitations compared to a competitor.

Selling Skills 52

Selling Skills Face-to-face Lead Rank Buyer 52

The Sales Hunter

FEBRUARY 12, 2013

After the customer has placed their order and everything is set in motion, you should reach back out to the customer and follow-up with them first to give them a status update, and second to explore for more sales. You’re a salesperson and you sell software systems. Copyright 2013, Mark Hunter “The Sales Hunter.”

Follow-up 185

Follow-up Up-Sell Motivation Software 185

Jeffrey Gitomer

MAY 12, 2011

How to circumvent customer crap to get the sale! After the live sessions, the webinars will only be available to Ace of Sales customers. If you have an Ace of Sales account, just click the “Video Training” tab to watch them free anytime you like. What software will I need to view the webinars? Sales Videos.

Hiring 220

Hiring Webinar Metrics Customer Social Media 220

Jeffrey Gitomer

JANUARY 6, 2012

Hard to imagine Bill Gates in his dorm room cooking mac and cheese on a hotplate as he struggles with his 128k computer to create the future of software. 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. Sales Videos.

Hiring 226

Hiring Social Media Loyalty Journal 226