The Sales Hunter

FEBRUARY 27, 2012

Feb 27, 2012. When you meet someone who might benefit from what another person sells, match them up. Let them share with you what they like, and then immediately after they get done telling you what they like, ask them for the name of people who might benefit from what you sell. sales training. sales training tip.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The future of your company is not in measured, considered responses and carefully planned initiatives.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Score More Sales

MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I have a very brief story about why you might be interested in hearing more, and why it seems that our companies can benefit from talking.”

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Mindtickle

OCTOBER 30, 2016

Now they are about to go through the orientation program you have planned for them, but what about training? Laura Vanderkam’s blog post on Fortune.cnn.com references a survey from Accenture that found how 77% of college students who were going to graduate in 2013 expected to receive formal on the job training.

Training 52

Training Positioning Survey Benefit 52

Mindtickle

OCTOBER 29, 2016

Now they are about to go through the orientation program you have planned for them, but what about training? Laura Vanderkam’s blog post on Fortune.cnn.com references a survey from Accenture that found how 77% of college students who were going to graduate in 2013 expected to receive formal on the job training.

Training 52

Training Positioning Survey Benefit 52

Score More Sales

APRIL 30, 2013

There are three main reasons many companies have held off with a company-wide, systematized consistent CRM for their organization: Most of the systems have been extremely costly in the past. It turns out that most companies have several different processes for different types of business they do.

CRM 291

CRM Revenue SugarCRM System 291

The Sales Hunter

JANUARY 17, 2012

Jan 17, 2012. Companies are rarely able to look at everything they need to look at. Today’s business environment is moving too quickly for anyone to understand fully everything they could either benefit from or be at risk of being harmed by. Copyright 2012, Mark Hunter “The Sales Hunter.” sales training.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Score More Sales

APRIL 16, 2012

What questions do the leaders in your company have about smooth connections between marketing and sales? The benefits of team selling? Post YOUR company’s questions here – and I will be SURE to sit in those sessions or get the experts connected to our blog. Questions about on-boarding new reps? Comp plans?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

What questions do the leaders in your company have about smooth connections between marketing and sales? The benefits of team selling? Post YOUR company’s questions here – and I will be SURE to sit in those sessions or get the experts connected to our blog. Questions about on-boarding new reps? Comp plans?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

The Sales Hunter

JANUARY 3, 2012

Jan 04, 2012. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. After the customer has given you a name, ask the customer if they would be so kind as to introduce you to them via email, telephone or whatever other means is possible. Client Login. Mark Hunter.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

JANUARY 20, 2012

Jan 20, 2012. It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. sales training.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

Jeffrey Gitomer

NOVEMBER 22, 2011

Online Training. Benefits are based on what I would provide for my family. These are the same benefits I would give my children, so I give them to the rest of the family. Living benefits. First is the opportunity for everyone in the company to get healthy and stay healthy. We’re not a PC-company.

Hiring 279

Hiring Social Media Loyalty Insurance 279

Sales Training Connection

AUGUST 29, 2012

Sales training. Let’s round up two representatives of everyone engaged in sales training – sales training vendors, training managers, VP’s of Sales, front-line sales managers, sales reps etc. The reason for the round up is we want to do a comprehensive opinion survey about the status of sales training.

Face-to-face 101

Face-to-face Training Survey Vendor 101

The Sales Hunter

FEBRUARY 20, 2012

Feb 21, 2012. Immediately after you thank them for their comments, ask them for the names of others who would benefit from the same service. Again, this is an opportunity to ask the person with whom you are talking for the names of companies and individuals you may contact who could benefit from what you offer.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Pipeline

MARCH 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Having looked at what a sales process may look like , and then answering the question of whether all companies need one or just some , the discussion then turned to who should own the process in the sales organization. Sales Training.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

Jeffrey Gitomer

MAY 22, 2011

Online Training. When someone wins an award there are several unspoken benefits. Here are the benefits of recognition, rewards, and praise: Recognize salespeople for a job well done, and they will recognize you. Why don’t you take a look at your company, your employees, your salespeople, and your awards and rewards?

Hiring 291

Hiring Social Media Loyalty Incentives 291

The Sales Hunter

NOVEMBER 10, 2011

” Then go on to expound on a specific benefit of what you sell. ” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.” sales training.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

Fill the Funnel

SEPTEMBER 20, 2016

” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. ” We all enjoy the benefits of technology in making things easier in our daily lives. NBC News wrote a piece back in 2012 that listed nine jobs that humans may lose to robots.

Company 48

Company Hiring Top of Funnel Funnel 48

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. Open minds gain insight and insight can grow your company in ways that will blow your mind. You know why I’m excited?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

The Sales Hunter

FEBRUARY 28, 2012

The Power of the “Ultra-Price Package” Feb 28, 2012. Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. There is always a dance going on between a company and a customer. Copyright 2012, Mark Hunter “The Sales Hunter.” Client Login.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. For instance: A while back, the PandaDoc team was in contact with Autodesk , a software provider company. You talk up the benefits. Well, they had a fair point. You offer a discount.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

The Sales Hunter

FEBRUARY 10, 2012

Feb 10, 2012. Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Get to know as many people in the company as possible and make sure they know you by name and company. Client Login.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Through the mid and late 1990’s I sold an information solution, delivering live content directly into companies LANs, allowing them to create alerts. Sales Training. Dave Kahle – Sales Training. December 2011.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Score More Sales

NOVEMBER 26, 2012

Make an accountability deal with someone inside or outside of your company – it needs to be someone you trust, and someone who could also benefit from some accountability to accomplish something. This often works best with someone outside of your team or company for a number of reasons.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Sales Training.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Sales Hunter

JUNE 13, 2012

Example is if you’re selling software to a wide number of companies and organizations, then don’t just call at random. Remember that the number one thing in the voicemail message is the benefit statement, because that statement must connect with what is of value to the prospect. Focus by key industry.

Prospecting 206

Prospecting Automotive Health Care Segment 206

Score More Sales

APRIL 27, 2012

Note what it is that their company does and what their title is. A look at someone’s website gives you an idea of company size, professionalism, strategy, and often mission, vision, and values. One minute goes quickly – but in our strategy, just jot a note on paper or on Evernote , going down a list of companies you are looking up.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Note what it is that their company does and what their title is. A look at someone’s website gives you an idea of company size, professionalism, strategy, and often mission, vision, and values. One minute goes quickly – but in our strategy, just jot a note on paper or on Evernote , going down a list of companies you are looking up.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

HeavyHitter Sales

JUNE 15, 2010

Top 7 Critical Sales Trends for 2012. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. February 2012. January 2012. Whats Wrong With Sales Training Today.   Almost all sales training programs today share the same fundamental flaw.

Training 90

Training Penetration Sales Cycle ROI 90

Score More Sales

MARCH 11, 2013

When you work as a sales professional you are representing your company, its products, and services to the many potential buyers that you come across. You also represent the buyer to your company. Sometimes a glitch in our company’s products or services will cause a potential customer to not purchase.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. We predict 2019 will be the year B2B organizations get serious about collecting user data and start using it to dictate action – revealing the most popular features, customers most likely to churn, users in need of additional training and more. Prediction #2: B2B Intent Data will (start to) go mainstream.

Data 196

Data Intent Data Intent Customer 196

Jeffrey Gitomer

AUGUST 23, 2011

Online Training. Believing in your product, your company and yourself — If you don’t possess these three elements, stop reading. Trying to persuade someone with facts about your features and benefits pales by comparison to proof that by taking ownership that the customer will increase productivity and profits.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

Score More Sales

MARCH 14, 2013

They are what Konrath and Albee call, “Power Users” The e-book is a must read for sales leaders, company execs and sales reps everywhere on the detailed analysis of the findings from over 3,000 sellers to see what the top sales people do in gaining business.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

FEBRUARY 25, 2013

For some reason, we tend to assume that others understand how very valuable our company, its products, and its services are. My sales guy assumed that I knew about the trade in amount – actually I was very surprised since last time around, I found some company online and did a mail-order thing to return my last old iPhone.

Inside Sales 227

Inside Sales Lead Rank Lead Scoring Hiring 227

Sales Training Connection

APRIL 23, 2012

Historically, a medical device sales team primarily focused their efforts on selling the clinical benefits of a product to physicians. They will also need to sell the economic benefits to both the physician and to non-physicians who are strictly concerned about the cost-benefit considerations. ©2012 Sales Horizons, LLC.

Health Care 112

Health Care Decision Maker Training Benefit 112

SBI Growth

SEPTEMBER 16, 2012

This year’s sales planning session will probably unfold something like this, depending on whether you are having a great year, or a tough year: Great year: Your CEO says, “Take your projected 2012 finish number (the best case that you’re busting your tail to get) and I want you to grow by X% with this expense target.”.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267