The Sales Hunter

JANUARY 14, 2012

They were certain that it would become “impossible” to reach their numbers if they didn’t have discounting in their tool bag. When they are not allowed to discount, the salespeople tended to refine their selling skills so that they were better equipped to sell at full price. high profit selling.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JANUARY 6, 2012

Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. high profit selling. selling a price increase. selling skills. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 12, 2012

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

DECEMBER 19, 2011

A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

DECEMBER 17, 2011

I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. high profit selling. selling a price increase. selling skills. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

NOVEMBER 21, 2011

In his new book The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers , Warren Greshes presents the notion that people cannot be motivated, that motivation only comes from within and savvy managers give their workers the tools, ideas and techniques to motivate themselves. high profit selling. April 2009.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

DECEMBER 15, 2011

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

NOVEMBER 28, 2011

Assessment tools can assist here to identify successful sales characteristics. Assessment tools can also be beneficial here to offer a comprehensive “second opinion” that can help managers make informed decisions. high profit selling. selling a price increase. selling skills. December 2009.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Sales Hunter

NOVEMBER 12, 2011

My view of phone sales scripts is they’re an essential tool if you expect to be successful in selling over the telephone. high profit selling. selling a price increase. selling skills. December 2009. November 2009. October 2009. September 2009. August 2009.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Sales Hunter

DECEMBER 13, 2011

Take a look at the articles and use them as a tool to help you prepare your strategy. Related posts: Selling a Price Increase: Have You Sold Yourself? Selling a Price Increase: Is There a Good Time? high profit selling. selling a price increase. selling skills. December 2009. November 2009.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

FEBRUARY 6, 2012

Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. Sales Training Tip #353: If You Could Sell One Thing… Sales Training Tip #359: Ideas Mean Nothing…Until… Tags: buyer. high profit selling. selling skills.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Pipeline

APRIL 27, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

JANUARY 17, 2012

Cold-calling with the telephone works when it’s combined with tools including email, regular mail, business media (aka: social media) and other tools. high profit selling. selling a price increase. selling skills. December 2009. November 2009. October 2009. September 2009.

Cold Calling 209

Cold Calling Motivation Ideal Customer Profile Negotiation 209