The Sales Hunter

NOVEMBER 17, 2013

Conversely, the more sales a person makes, the greater their level of motivation. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Sales Motivation sales motivation' We all know how important sales motivation is. ” Sales Motivation Blog.

Motivation 233

Motivation Selling Skills Vendor Sales 233

The Sales Hunter

AUGUST 12, 2013

Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. Conversely, the person who closes slow has the opportunity to get the customer to see a bigger picture. Having a POE that offers you more conversation with the customer is exactly what you want.

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

Understanding the Sales Force

APRIL 4, 2013

We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. Selling Skills - They never developed the kind of selling skills that would allow them to role-play all of the various scenarios that are bound to come up. c) Copyright 2013 Dave Kurlan'

Coaching 221

Coaching Sales Management Incentives Incentive 221

The Sales Hunter

JULY 15, 2013

The more the conversation went on, the more I wanted to jump in and tell the person to forget about it and move on. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Sales Motivation motivation sales motivation' Problem was the person kept talking about their lack of sleep.

Motivation 230

Motivation Selling Skills Up-Sell Sales 230

The Sales Hunter

AUGUST 27, 2013

Short questions are fantastic because not only are they short (and easy to remember), they also get you and the customer engaged in conversation. Copyright 2013, Mark Hunter “The Sales Hunter.” In fact, I’ll contend many times that they wind up harming the sales process. Think about that for a moment.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

AUGUST 6, 2013

Look at what you sell as an investment and it will help you shift the focus of your sales presentation away from one of substantiating a price by talking features to a conversation about the benefits the customer is going to receive. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Cold Calling 209

Cold Calling Consultative Selling Selling Skills Benefit 209

The Sales Hunter

JULY 11, 2013

Same thing with your conversation. If you strengthen your skills in using follow-up questions, in time you get to the information you want. For the conversation, this means getting the customer to share with you what their real needs or concerns are. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

SEPTEMBER 3, 2013

The effort salespeople spend defending their own price in their mind winds up spilling out in customer conversations. Copyright 2013, Mark Hunter “The Sales Hunter.” Copyright 2013, Mark Hunter “The Sales Hunter.” For those of you who want to challenge me, I welcome your opinion.

Customer 238

Customer Discount Comparison Benefit 238

The Sales Hunter

AUGUST 5, 2013

The way you find out is by engaging them in a conversation. Skip the materials and just converse by asking questions. Copyright 2013, Mark Hunter “The Sales Hunter.” Copyright 2013, Mark Hunter “The Sales Hunter.” Make your next sales call discussion focused. Let me know how it goes!

Closing 198

Closing Consultative Selling Motivation Selling Skills 198

The Sales Hunter

DECEMBER 26, 2013

Conversations are seen as less threatening to customers and., Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling leadership Professional Selling Skills sales presentation' therefore, the customer is much more likely to be engaged.

Cold Calling 212

Cold Calling Consultative Selling Face-to-face Selling Skills 212

The Sales Hunter

MAY 3, 2013

Conversely, a team and individuals who are working well together and are motivated will view it as the opening salvo of the great things to come in the week ahead. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills email sales leadership sales manager'

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

Understanding the Sales Force

SEPTEMBER 11, 2013

The problem with the 5 that Mark identified is that none of them speak to either sales DNA, Commitment, Desire or selling skills. I completely agree with the premise but the example is not a sales process as much as it is a set of metrics measuring conversion ratios. c) Copyright 2013 Dave Kurlan' You need them both.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Understanding the Sales Force

MARCH 14, 2014

9,770 results come up for my articles on Consultative Selling. Most importantly, it''s a conversation, not a series of questions. It''s a conversation that different from what most salespeople are having with their prospects and it relies heavily on effective listening and note-taking skills. Not really.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

The Sales Hunter

AUGUST 30, 2013

Essentially, you are looking for any information that could be a stepping stone into relevant conversation — and, at the same time, demonstrate to the CEO that you are paying attention to the bigger picture. Copyright 2013, Mark Hunter “The Sales Hunter.” Identify key objectives of the company.

Sales Leadership 204

Sales Leadership Meeting Transportation Consultative Selling 204

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Have a conversation with other managers if need be to get a handle on it. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Examples include: Selling skills, selling knowledge, intelligence, and people skills.

Territories 300

Territories Scale Guidelines Groups 300

Understanding the Sales Force

OCTOBER 30, 2013

Most of the sales questions (how they sell) focused on presenting - not conversations, discussions, questions, or anything approaching a consultative approach. We include several factors to support our answer but I can share that the findings come from: their sales DNA, their Beliefs, their existing set of selling skills, and.

Decision Maker 269

Decision Maker Survey Follow-up Margin 269

Sales Training Connection

OCTOBER 9, 2013

Feedback on actions that might help him improve the sales rep’s selling skills will be better received when the suggestions demonstrate how they well help achieve quota. They don’t bog down the conversation with excessive detail. ©2013 Sales Momentum ®. Specifics are important, but there is detail and there is detail.

Sales Management 124

Sales Management Face-to-face Sales Leadership Quota 124

Corporate Visions

SEPTEMBER 20, 2018

But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013. Clearly, this is a selling forum where you must outperform your competition if you hope to have success today. .—47% are inside sales reps, while about 53% are outside. That means 75% of all sales meetings are now remote.

Research 40

Research Sales Meeting Meeting Journal 40

The Sales Hunter

JANUARY 8, 2013

This piece of information could be of interest to a number of people to whom you’re trying to sell. By being able to call and share what you know and asking them what they know could very well lead to a great conversation. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

The Sales Hunter

FEBRUARY 11, 2013

What I find in my conversation now is a real sense of optimism about where the economy is headed. Copyright 2013, Mark Hunter “The Sales Hunter.” However, what I will say and talk about is the economy when it is moving upward. Every week I talk with business people around the U.S. and other countries. That is a big waste.

Sales Qualified Lead 195

Sales Qualified Lead Motivation Competition Industry 195

Delicious Sales

MAY 2, 2012

Selling Skills (528). Conversion (2818). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Training Connection

OCTOBER 16, 2013

And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. They are more likely to be able to gain access at the executive level and have more skilled conversations focused on business and financial issues. Consultative selling skills.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

The Sales Hunter

MARCH 12, 2013

The conversation always seems to be on how to lower a price to allow more sales to be made. Copyright 2013, Mark Hunter “The Sales Hunter.” Let’s turn this around and ask the question a different way. Can a cheap price hurt your sales? ” Sales Motivation Blog.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

The Sales Hunter

JANUARY 7, 2013

Conversely, good salespeople are naturally going to gravitate toward customers who would be considered average or better. Copyright 2013, Mark Hunter “The Sales Hunter.” First, I believe bad customers and bad salespeople just simply connect — so let’s take that idea off the table.

Customer 204

Customer Motivation Groups Conversion 204

Sales Training Connection

AUGUST 27, 2014

And, they are able to translate all that expertise in to powerful customer interactions because they also posses a high level of selling skills. They are more likely to be able to gain access at the executive level and have more skilled conversations focused on business and financial issues. Consultative selling skills.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

A Sales Guy

FEBRUARY 2, 2014

Recently, an inexperienced salesperson was sharing a story with me regarding the events of a specific sales call – a call that didn’t go exactly as planned: I sat down with [the prospect] and, after a bit of conversation, I asked him, “What is the biggest problem you currently have that I can help you with?”

Penetration 115

Penetration ACT Selling Skills Exact 115

Sales Training Connection

SEPTEMBER 23, 2013

All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality. In is also true if the product is a game changer, then the sales team will likely face new sales challenges and a need to upgrade their selling skills.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Sales Training Connection

JULY 1, 2013

While selling skills aren’t required, TMs do need to understand the sales process, and the AE’s account strategy. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum ® LLC.

Account 109

Account Training Up-Sell Selling Skills 109

Customer Centric Selling

NOVEMBER 11, 2013

By Tony Albachiara, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: 1.What What can I still do to Make the Number in 2013? As 2013 winds down, 2014 naturally ramps up.

Hiring 45

Hiring Training Buyer Persona ROI 45

Understanding the Sales Force

JUNE 11, 2014

conversion ratios from first contact to closing. Poor consultative selling skills. Lack of listening and questioning skills. Inability to Sell Value. You can learn more about that by watching this 2-minute video: Image Copyright: tashatuvango / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Lack Effort.

Data 241

Data Decision Maker Proposal Trends 241

Gong.io

JANUARY 12, 2021

While not dedicating time and energy to her aspiring role as Chief Cheez-It Officer, Carolyn educates clients to help them realize the power of Gong’s Revenue Intelligence platform… so they can create better employees by having a true understanding of client conversations. To leverage past conversations. To overcome objections.

Follow-up 118

Follow-up Video Account Objections 118

Sales Training Connection

MARCH 18, 2013

The payoffs are substantial: sales reps can pick up useful technical knowledge; specialists learn selling skills and most importantly the two groups take another step towards building a working relationship. If you going to sell as a team, train as a team. Selling is not an individual sport – podcast. Utilization.

Margin 112

Margin Vendor Face-to-face Sports 112

Gong.io

SEPTEMBER 10, 2021

The 5-time Academy Award-nominated 2013 film, The Wolf of Wall Street , was based on the memoirs of Jordan Belfort. Whoever asks the questions controls the conversation — especially during cold calls. You can only be in charge of how you reply, of what you bring to the conversation. . Instead, they share their full name.

Cold Calling 71

Cold Calling Objections Sales Qualified Lead Film 71

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. Selling Is a Competitive Sport. How to Have Scientific Sales Conversations.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

Informal, personal, conversational tone. Sales Strategy: 6 Steps to Increase Conversion Rates. How to Empower Your Sales Team to Have Meaningful Conversations. Powerful Virtual Sales Conversations: Preparing Buyers Before the Conversation. Content is conversational with personal insights. The Gist: .

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98