The Sales Hunter

OCTOBER 17, 2013

When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Take a look at your sales process.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

The Sales Hunter

DECEMBER 13, 2013

He was asking it very seriously, as he felt to be successful in sales you don’t have to demonstrate leadership. His belief was as long as he completed the sales, then who cares if the customer saw any leadership from him as a salesperson. What is the level of customer satisfaction after the sale?

Guarantee 204

Guarantee Selling Skills Maximizer Sales Leadership 204

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. They don’t have time for petty stuff and especially for a sales manager or anyone else who wants to pick apart everything and insist on over complicating everything. A strong marketing and business development department. No micro-managing.

Hiring 238

Hiring Motivation Compensation Selling Skills 238

The Sales Hunter

NOVEMBER 15, 2013

Remember the people who were doing nothing but slashing their investment in sales and marketing? Leaders who didn’t get caught up in that bubble idea are growing their sales much faster now, and for many, their growth is due to others buying into a bubble idea. Copyright 2013, Mark Hunter “The Sales Hunter.”

Real Estate 204

Real Estate Selling Skills Influencer Energy 204

The Sales Hunter

AUGUST 20, 2013

In my book, that is a pretty lousy sales process. Problem is they’ve told the market they discount! They have sales that drag out much longer than need be and their company makes a lot less profit than they could be making. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 197

Discount Selling Skills Negotiation System 197

Understanding the Sales Force

JANUARY 24, 2014

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold!

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

The Sales Hunter

MAY 7, 2013

A lot of salespeople and small business owners will say they need to discount their price to get a sale. The problem is trying to discern the difference between discounting your price to create cash flow versus using it as a lousy excuse to validate your inability to close a sale any other way. ” Sales Motivation Blog.

Discount 194

Discount Strategy Margin Small Business 194

The Sales Hunter

NOVEMBER 19, 2013

If you can’t raise your level of sales effectiveness by at least 15%, you’ll wind up losing ground to the competition. You must find ways to streamline your sales process. If you sell in the B2B market, this same thing holds true for the customers your customers sell to. ” Sales Motivation Blog.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. Next time you bad mouth them and what they sell, I’m going to make sure I have them on the phone so they can hear you say it directly. The sales materials you use are lame.

Customer 240

Customer Call-back ACT Selling Skills 240

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

MARCH 8, 2013

Welcome to Sales Leadership Friday! Starting today, on each Friday I will provide to you insights to generate thinking about sales leadership. Defining “sales leadership”. 5 Things the CFO needs to know about sales. Moving to a Sales Leadership perspective. Senior Sales role with new hires.

Sales Leadership 174

Sales Leadership Hiring Small Business Small Business 174

Increase Sales

JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). Smaller firms, those (95.4%) do not have marketing departments because they cannot afford that expense.

Small Business 152

Small Business Small Business Outbound Inbound 152

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Some Sales 2.0 How do you train KAMs? .

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

SEPTEMBER 23, 2013

Sales Coaching and Trigger Events. People who are knowledgeable and experienced in sales excellence know sales coaching is worthwhile; it can make a difference; and it needs to be a priority. Sales pros agree sales coaching is a necessity if you want a world-class sales team.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? A market-sizing survey by InsideSales.com found that there are 5.7 million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013.

Research 40

Research Sales Meeting Meeting Journal 40

The Sales Hunter

FEBRUARY 26, 2013

Are the markets you service growing and, if so, are you growing with them? Yes, this strategy can and will create sales, but they will never be at the higher price point or for the longer duration that the strategic salesperson is achieving. Copyright 2013, Mark Hunter “The Sales Hunter.”

Margin 249

Margin Motivation Objections Competition 249

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Key Account Managers (KAMs) in Medical Device Sales . Some Sales 2.0

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Delicious Sales

MAY 2, 2012

Sales (12918). Marketing (6398). Sales Management (2614). Inside Sales (849). Selling Skills (528). Outside Sales (81). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast?

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

FEBRUARY 11, 2013

The reason is simple — typically at the beginning of an economic upturn there are major opportunities for huge sales at a nice profit and the reason is simple. Second, target your sales efforts. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. That is a big waste.

Sales Qualified Lead 195

Sales Qualified Lead Motivation Competition Industry 195

The Sales Hunter

MARCH 7, 2013

That is the truest statement when it comes to email marketing! Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. The first one looks like it is a flashing neon sign of “let me sell you something.” ” Sales Motivation Blog.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. Also, don’t miss tomorrow’s post regarding email marketing, as I will provide an example of a bad email and how it was transformed to a powerful email, leveraging key prospecting techniques. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

MARCH 5, 2013

If something is priced right, then there is no need for a discount and you can close the most sales. For the salesperson, the “right price” can mean whatever it takes to close the sale. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. The idea is simple.

Discount 211

Discount Motivation System Closing 211

The Sales Hunter

MARCH 27, 2013

Step 2: Create 4 email templates, so you can cut and paste or automate a marketing campaign. The great news about this email marketing strategy is it makes the process a lot simpler and drives a great response rate when done appropriately. Guest post written by Beth Mastre, Vice President Strategic Development for The Sales Hunter.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

The Sales Hunter

FEBRUARY 22, 2013

What is even worse is by doing a close-out sale, you are most likely already cutting your margins significantly, all for the sake of freeing up resources. If you must discount your price to do a close-out of some type, do it in a market, industry or area separate from your existing customers. ” Sales Motivation Blog.

Discount 181

Discount Closing Margin Resources 181

The Sales Hunter

MARCH 5, 2013

Guest post written by Beth Mastre, Vice President Strategic Development for The Sales Hunter. For the past 20+ years, Beth has honed her email marketing skills, not only out of sheer necessity, but also because she is passionate about connecting with people and helping them succeed. Copyright 2013, The Sales Hunter.

Prospecting 223

Prospecting Email Marketing Training Customer 223

The Sales Hunter

MARCH 19, 2013

Guest post written by Beth Mastre, Vice President Strategic Development for The Sales Hunter. For the past 20+ years, Beth has honed her email marketing skills, not only out of sheer necessity, but also because she is passionate about connecting with people and helping them succeed. ” Sales Motivation Blog.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

The Science and Art of Selling

MAY 30, 2014

This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. If you sell for a living you will learn how to fill your calendar with potential sales opportunities. It has been developed for sales people by sales people.

Cold Calling 56

Cold Calling Webinar Metrics How To Face-to-face 56

The Science and Art of Selling

FEBRUARY 14, 2014

NOTE: First 15 seats are sponsored by the Sales Association Ontario Chapter – register today for only $50 (regular price: $250). This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. Why this training?

Cold Calling 63

Cold Calling How To Webinar Metrics Face-to-face 63

Sales Training Connection

JULY 1, 2013

Several years ago Neil Rackham, Larry Friedman, and I interviewed marketing leading companies who were exploring these types of relationships. It is not a problem when the TMs do not have sales experience – that is actually the last thing you want them to do – it’s what the AE does. ©2013 Sales Momentum ® LLC.

Account 109

Account Training Up-Sell Selling Skills 109

The Science and Art of Selling

MARCH 21, 2015

This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. If you sell for a living you will learn how to fill your calendar with potential sales opportunities. It has been developed for sales people by sales people.

Cold Calling 40

Cold Calling How To Webinar Metrics Face-to-face 40

The Science and Art of Selling

APRIL 17, 2014

This professional training is created specifically for all sales people, no matter what they are selling, self-employed professionals and small businesses owners. If you sell for a living you will learn how to fill your calendar with potential sales opportunities. It has been developed for sales people by sales people.

Cold Calling 44

Cold Calling How To Webinar Metrics Face-to-face 44

Understanding the Sales Force

JULY 22, 2013

Understanding the Sales Force by Dave Kurlan We interviewed him; she''s from our industry; we really like him; but your assessment says she is not recommended. To keep it simple, let''s take a macro look here: The candidate must have both strong desire and strong commitment for sales success. c) Copyright 2013 Dave Kurlan'

Hiring 209

Hiring Face-to-face Territories Selling Skills 209

Sales Training Connection

MARCH 18, 2013

What does it cost to win a sale? The economics of selling. Bain published a particularly interesting article noting that historically companies in the B2B market – “consistently grew their revenue faster than their sales and marketing expenses.”. But that was then; this is now.

Margin 112

Margin Vendor Face-to-face Sports 112

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. Sales Development Rep, Carolyn Dorricott. Meet Carolyn, Senior Sales Development Representative at Gong, since May of 2019. Top sales reps are also objection-handling pros.

Follow-up 118

Follow-up Video Account Objections 118

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. I agree with them.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98