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. If you haven't been reading the Blog for the last sixteen years you may have missed my previous fourteen take downs. Why Do You Think Harvard Business Review Does This When it Comes to Sales?

Selling Skills 257

Selling Skills Hiring Study Sales Process 257

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. They Neglect to Focus on Coaching Selling Skills While deal coaching addresses immediate sales challenges, it often comes at the expense of long-term skill development.

Selling Skills 120

Selling Skills Coaching Scale Compensation 120

Connect2Sell

JANUARY 15, 2020

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

Selling Skills 159

Selling Skills Training Sales 159

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

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

Want your sales team to build permanent, repeatable, effective referral selling skills? Here’s how B2B sales professionals can keep their referral skills sharp: 1. The post 3 Referral Selling Skills All B2B Sales Reps Should Practice appeared first on No More Cold Calling. Then make time for practice.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

Jeffrey Gitomer

JULY 23, 2014

Sales Jeffrey gitomer sales tips sales training selling skills' 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

Jeffrey Gitomer

AUGUST 1, 2014

Sales Jeffrey gitomer sales training Sales Videos selling skills' 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

Jeffrey Gitomer

MARCH 19, 2014

Sales gatekeeper Jeffrey gitomer sales training selling skills' 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

No More Cold Calling

OCTOBER 1, 2020

3 Referral Selling Skills All B2B Sales Reps Should Practice. Referral selling skills aren’t built overnight. Want your sales team to build permanent, repeatable, effective referral selling skills? Read “ 3 Referral Selling Skills All B2B Sales Reps Should Practice ”).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

criteria for success

OCTOBER 20, 2022

Whether through group sales team meetings or one-on-ones, here are the top 3 exercises to work into your coaching sessions to build your sales team’s consultative selling skills. Active listening is one of the most important consultative selling skills. Driving Consultative Selling with Problem Solving & Storytelling.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

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

JANUARY 21, 2021

You brought in sales training but it didn't achieve the expected change because the training didn't address the bigger problems that went beyond selling skills. 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 378

Training Forecasting Selling Skills CRM 378

Jeffrey Gitomer

MAY 16, 2014

Sales Success Jeffrey gitomer sales success sales training selling skills' 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

Steven Rosen

APRIL 4, 2022

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. The most likely scenario is that your reps will be doing a combination of face-to-face and virtual selling calls.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

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

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

Sales 2.0

MAY 29, 2020

Now is the time to pick up some new digital selling skills. The more you know about everyone that is involved in your deal, what they think, and gain access to them, the more you are in control and the chances of you winning the deal climb drastically. It will be a great silver lining from this crisis if you do.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

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

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

Anthony Cole Training

FEBRUARY 10, 2022

The two most important skills that a salesperson must master are becoming good at asking questions and becoming good at listening which are advanced selling skills. We have identified four traits that all great relationship selling salespeople have in common.

Selling Skills 258

Selling Skills 258

Anthony Cole Training

MARCH 3, 2022

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Charisma and how being able to attract, charm, and influence those you engage with will help you be more successful.

Selling Skills 251

Selling Skills Influencer Leads Marketing Qualified Lead 251

Anthony Cole Training

FEBRUARY 17, 2022

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are turning our attention to trait #2; Confidence. Great salespeople are almost always confident and express that confidence in three areas.

Selling Skills 233

Selling Skills Leads Marketing Qualified Lead 233

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 218

Selling Skills Prospecting Sales Training 218

Anthony Cole Training

FEBRUARY 25, 2022

We have identified the four Cs of great salespeople and how mastering these traits will lead to better relationship selling and advanced selling skills. This week we are focusing on the critical trait of Courage. There are two primary challenges for salespeople that require the most courage.

Selling Skills 212

Selling Skills Leads Marketing Qualified Lead 212

Steven Rosen

FEBRUARY 11, 2020

You may be considering implementing a technology or selling skills initiative. Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team. As head of sales, there are several levers you can pull to significantly improve sales performance.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

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

Steven Rosen

OCTOBER 2, 2020

Many salespeople have found the entire shift very frustrating and are still uncomfortable selling virtually. Salespeople who had poor selling skills before COVID are now extremely challenged in hitting their quotas. The sales manager coach/must observe each of their sales reps sell every month. . Conclusion.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Understanding the Sales Force

JULY 10, 2014

The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

SBI Growth

JUNE 10, 2024

Here’s how AI can transform the sales process and accelerate sales by enhancing selling skills and reducing friction. 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

Understanding the Sales Force

FEBRUARY 23, 2017

Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles. Image Copyright BeeBright.

Selling Skills 222

Selling Skills LinkedIn Up-Sell Sales 222

SBI Growth

JUNE 21, 2013

Competencies help you determine if the candidate has the required leadership skills. SBI uses 56 sales leader competencies across six major categories: Selling Skills. Management Skills. Intellectual Skills. Personal Skills. Interpersonal Skills. Motivational Skills.

Hiring 320

Hiring Commission Compensation Account 320

Jeffrey Gitomer

JANUARY 13, 2019

Sales is not just selling your product or service. There are meaningful uses of selling skills that permeate every facet of the entrepreneurial process. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff."

Small Business 313

Small Business Small Business Banking Commission 313

No More Cold Calling

JUNE 22, 2018

Your success with the lead generation techniques in this online sales training depends on your commitment to the three steps in my referral methodology: Step #1 : Benchmark Your Referral Selling Skills by taking the Referral I.Q. Step #2: Take the Referral Selling Course on LinkedIn.com or Lynda.com.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

No More Cold Calling

MAY 26, 2016

Get your sales reps to focus on specific selling skills and practice. To learn more about how to practice asking for referrals, check out our No More Cold Calling Individual Referral Selling Programs. Some sales reps tell me they “forgot” to practice. No, they didn’t forget. They just decided not to remember.

Referrals 287

Referrals Cold Calling Face-to-face Intent 287

Alice Heiman

JANUARY 20, 2021

What is good selling? There is a lot of focus on virtual selling right now; the camera, good lighting, and how your team can engage customers virtually. However, good selling skills still apply. What we want to do is take the focus off virtual and focus on good selling. Virtual or not.

Selling Skills 157

Selling Skills Webinar Metrics Customer Sales 157