The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Debunking the Myth of “Inside Sales” Jan 26, 2012. ” Sales Motivation Blog.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

JANUARY 5, 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. Book Review: The Challenger Sale.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Amateur or Sales Professional? Feb 13, 2012. Mark’s Insights on PRICING.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

Understanding the Sales Force

JUNE 20, 2012

Understanding the Sales Force by Dave Kurlan So much is written about consultative selling and the huge part it plays in the world of modern sales. However, talking about consultative selling and actually selling consultatively are two entirely different things. c) Copyright 2012 Dave Kurlan

Consultative Selling 231

Consultative Selling Call-back Proposal Follow-up 231

The Sales Hunter

NOVEMBER 11, 2011

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. Will you close every sale?

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

JANUARY 17, 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. Jan 17, 2012. high profit selling.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Understanding the Sales Force

NOVEMBER 15, 2012

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. Continue the sales process with these conditions in place (Emotionally Involved).

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

FEBRUARY 7, 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. Feb 07, 2012. high profit selling.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 23, 2011

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.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

DECEMBER 4, 2012

As 2012 comes to an end, it’s time to assess who or what is responsible for your success or lack of success. Your success is due to you and it’s time to take responsibility for it — and to quit trying to say the reason for a lack of success is due to what you are selling. ” Sales Motivation Blog.

Closing 260

Closing Video Motivation Up-Sell 260

The Sales Hunter

FEBRUARY 10, 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. Feb 10, 2012. high profit selling.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Do you dread the weekly sales team meeting? Here are the six elements that, combined, make for a powerful regular sales team meeting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Understanding the Sales Force

OCTOBER 30, 2012

Understanding the Sales Force by Dave Kurlan. First, it's important to know that OMG's assessment is sales specific - built for sales. Then modify the names of the findings to make them sound more like sales findings. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%).

Hiring 238

Hiring Lead Rank Lead Scoring Sales Qualified Lead 238

The Sales Hunter

JULY 13, 2012

This is also why the number one part left out of a sales presentation is the close. It’s too bad, but then again, maybe if the salesperson is afraid of rejection, it’s because their selling skills are so poor. Copyright 2012, Mark Hunter “The Sales Hunter.” You’re better than that.

Selling Skills 202

Selling Skills Guarantee Up-Sell Motivation 202

The Sales Hunter

JANUARY 5, 2013

Want to know how to get the best answers to your sales questions? The best sales questions tend to be short ones. Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. ” Sales Motivation Blog. ” Sales Motivation Blog. Ask shorter questions.

Video 196

Video How To Motivation Sales 196

The Sales Hunter

NOVEMBER 1, 2012

We all know the sales principle that says customers buy the salesperson first and the product second. The problem was he thought he was so successful because of his selling skills and the way he could quickly size up a customer and close the deal. Follow-up with customers after the sale. ” Sales Motivation Blog.

Customer 195

Customer Selling Skills Motivation Up-Sell 195

The Sales Hunter

NOVEMBER 24, 2012

As I have already shared, questions are key in a sales call…remember what I shared about short questions ? If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly. ” Sales Motivation Blog.

Follow-up 188

Follow-up Video Closing Motivation 188

The Sales Hunter

DECEMBER 8, 2012

This seems like simple advice, but you would be amazed at the number of salespeople who stall out at being average because they don’t become skilled at understanding what the customer really wants. ” Sales Motivation Blog.

Video 181

Video Motivation Customer Sales 181

The Sales Hunter

NOVEMBER 26, 2012

When we are seen as showing a high degree of sales leadership with our customers, we have the ability to not only help them succeed, but also to achieve a higher level of profit for ourselves. The beauty of this is the person who demonstrates sales leadership is usually showing a high level of sales motivation.

Sales Leadership 188

Sales Leadership Motivation Customer Service Sales 188

The Sales Hunter

NOVEMBER 13, 2012

Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. The measurement of sales leadership is in gaining new insights.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

The Sales Hunter

NOVEMBER 23, 2012

What does your sales plan look like for 2013? If it is, that’s fine…but is it also focused toward sales leadership in how you will meet your objectives? What I find is far too many sales plans do not have built into them any process for sales leadership. Copyright 2012, Mark Hunter “The Sales Hunter.”

Sales Leadership 208

Sales Leadership Objections Motivation Positioning 208

The Sales Hunter

DECEMBER 21, 2012

.” Remember, it was your exemplary selling skills that saved the company on more than one occasion. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. That’s it. The list is complete.

Exercises 185

Exercises Call-back ACT Selling Skills 185

The Sales Hunter

OCTOBER 12, 2012

Whether you are a salesperson or a sales manager, have you ever been involved in a big sales kickoff or training event — only to have the enthusiasm and results quickly disappear shortly thereafter? Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Training 166

Training Webinar Metrics Motivation Sales 166

The Sales Hunter

OCTOBER 27, 2012

Do you know what is the most important part of a sales presentation? The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Video 203

Video Call-back Motivation Sales 203

The Sales Hunter

SEPTEMBER 25, 2012

Allowing your customer to choose between two options will allow you to increase your sales by allowing your customer to feel like they’re in control. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Closing 219

Closing Customer Motivation Examples 219

The Sales Hunter

OCTOBER 18, 2012

It seems strange but every year we have to keep in mind that November and December are not normal months when it comes to making sales calls. Depending on the industry you’re selling to, things can change — but no matter what, these two months have holidays and, for many people, vacations scheduled.

Strategy 197

Strategy Cancellation Motivation Sales 197

The Sales Hunter

JUNE 7, 2012

I run into people on nearly a daily basis who claim they are not in sales. It doesn’t matter if they work for a major company or are self-employed, they have this belief they’re not in sales. They say how what they do is not sales, yet when they tell me what they do, it’s obvious they are indeed selling!

Engineering 215

Engineering Small Business Small Business Motivation 215

The Sales Hunter

JANUARY 10, 2013

The question is, “Are you still using 2012 strategies to sell or, even worse, are you still using 2002 strategies?” Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. If you haven’t noticed, it’s a new year.

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205

The Sales Hunter

NOVEMBER 10, 2012

In this sales tip video, I share how you can get the customer to open up by using what I feel is one of the sales techniques to get the customer talking. The best way to get the customer engaged in the sales process is by asking them short questions. Copyright 2012, Mark Hunter “The Sales Hunter.”

Video 188

Video Motivation Closing Benefit 188

The Sales Hunter

OCTOBER 8, 2012

What constitutes a sale? For that reason, I contend it is possible to make a sale without getting an order. Sales is about relationships and it’s about understanding and valuing what the customer is sharing with you and the customer doing the same with what you share with them. ” Sales Motivation Blog.

Motivation 203

Motivation Closing Lead Rank Lead Scoring 203

The Sales Hunter

DECEMBER 10, 2012

A quick way to help you achieve more sales success in 2013 is first by taking credit for everything you accomplished in 2012 and second by never forgetting all the success you had. Take 20 minutes and review your 2012 calendar. Review your sales by customer. I Want the Monday Sales Video Tip !

How To 175

How To Energy Video Follow-up 175

The Sales Hunter

OCTOBER 3, 2012

If your sales process requires several sales calls, then saying you are going to send them some information can work — but only if you’ve been able to first uncover the following: A specific need the customer has shared with you that you believe you can help them with. Copyright 2012, Mark Hunter “The Sales Hunter.”

Follow-up 212

Follow-up Motivation Up-Sell Customer 212

The Sales Hunter

APRIL 10, 2012

The reason I ask is because it seems that listening is a skill that is emphasized as important, but unfortunately is not actually put into practice — at least to the extent it could be. In an effort to understand this particular client’s business, I shadowed one of their sales representatives for a day.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Follow-up Motivation 211

The Sales Hunter

AUGUST 29, 2012

Emotion and personality do have a huge place in B2B sales for one key reason. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. This worst case scenario, though, rarely happens. Instead, the materials you send in advance support what you want to discuss.

B2C 175

B2C B2B Cancellation Motivation 175

The Sales Hunter

DECEMBER 4, 2012

If I asked you what has changed in the last year with regard to your sales process, what would you say? One of the best ways to do this is by assessing each part of your sales process from the types of questions you ask to the types of closing techniques you use. Copyright 2012, Mark Hunter “The Sales Hunter.”

Sales Process 172

Sales Process Objections Motivation Video 172

The Sales Hunter

AUGUST 9, 2012

Do we have to negotiate to be successful in sales? This may take some people by surprise, but I love to say that it is possible to be extremely successful in sales without negotiating. The reason is simple – If you’re successful in selling, then you don’t have to negotiate. ” Sales Motivation Blog.

Negotiation 182

Negotiation Sales Process Benefit Up-Sell 182

The Sales Hunter

APRIL 25, 2012

And it seems that especially when you are meeting with a major client, you will go to great lengths to prepare a thorough sales presentation. But are you wise enough to recognize when the sales presentation actually is getting in the way? I had to adjust, for the sake of the sale. ” Sales Motivation Blog.

Face-to-face 202

Face-to-face Sales Motivation Up-Sell 202