The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

The Sales Hunter

JUNE 22, 2013

Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . .”

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Sales Process Video Cold Calling Consultative Selling 245

The Sales Hunter

AUGUST 24, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation elevator speech prospecting sales motivation selling skills video video sales tip'

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Video Consultative Selling Selling Skills Motivation 221

The Sales Hunter

OCTOBER 12, 2013

Every sales call is an opportunity to learn insights from one customer — that you can then apply with other customers. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . ” Sales Motivation Blog. .

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Video Customer Consultative Selling Selling Skills 196

The Sales Hunter

AUGUST 31, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting competition desired outcomes video sales tip'

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Competition Video Consultative Selling Selling Skills 226

The Sales Hunter

MAY 25, 2013

Do you struggle keeping your prospect or customer engaged after the sales call? There are specific techniques to keep the customer engaged in a way that will increase your likelihood of making a sale. Check out the below video to hear more about these prospecting techniques: Copyright 2013, Mark Hunter “The Sales Hunter.”

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Video Customer Consultative Selling Selling Skills 205

The Sales Hunter

OCTOBER 26, 2013

The prospect or customer who wears you down on price will wear you down on everything else. To hear more about this, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . ” Sales Motivation Blog. . Never discount your price.

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Discount Video Selling Skills Motivation 215

The Sales Hunter

SEPTEMBER 21, 2013

The “Out of Office” auto reply feature can be a great tool to capitalize on sales opportunities. Think about it… your customer or prospect emails you. Check out the below video to see how this works: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

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Video Selling Skills Customer Service Motivation 218

The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

The Sales Hunter

NOVEMBER 12, 2013

I must admit that I was hooked on Joanne Black’s new book the moment I read the line… “Whether you read this book in 2013, 2023 or 3013, you will witness much change throughout your lifetime. ” She also wrote a great sales book called “No More Cold Calling.” ” Sales Motivation Blog.

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The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. Check out the blog post Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects. ” Sales Motivation Blog.

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Prospecting How To Call-back Cold Calling 214

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. An example of how it works is you might be selling B2B in the software industry. ” Sales Motivation Blog.

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Cold Calling Prospecting Customer Software 181

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Problem is that questions of that type do little to help the sales process. Problem is that questions of that type do little to help the sales process. In fact, I’ll contend many times that they wind up harming the sales process.

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Sales Process Cold Calling Consultative Selling Selling Skills 250

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.

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Account Prospecting Guidelines Compensation 204

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. Copyright 2013, Mark Hunter “The Sales Hunter.”

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The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s free.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Sales Hunter

AUGUST 22, 2013

Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with a prospect/customer. Too many salespeople think they can use email exclusively to generate sales. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Selling Skills Motivation Customer Service Follow-up 206

The Sales Hunter

OCTOBER 25, 2013

Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. With each person with whom I’ve worked, it is amazing to me how the demonstration of sales leadership makes a huge impact.

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

The Sales Hunter

AUGUST 12, 2013

Is your sales process slow or fast? Selling fast works great because it gets you to a state of actually doing business with the client rather than merely talking about it. This ultimately leads to a sales process that is longer (and in some cases slower), but can result in better sales. ” Sales Motivation Blog.

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Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? There are three fatal mistakes most people make when email prospecting: Mistake 1: Subject Line. A rule to live by is a prospecting email should never be more than 80 to 100 words. Want to know why?

Prospecting 223

Prospecting Email Marketing Training Customer 223

The Sales Hunter

JUNE 25, 2013

Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. ” Sales Motivation Blog.

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Webinar Metrics Construction Cold Calling Advertising 180

The Sales Hunter

JUNE 18, 2013

Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Instead, be proactive in using the above tips to make sure you meet or exceed your summer sales numbers. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Cancellation Cold Calling Call-back Consultative Selling 230

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals.

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Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. We’ll say you want to achieve $1 million in sales next year. Aim higher!

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

MAY 8, 2013

And by “positive results,” I mean significant increase in prospecting success and more closed sales. And that’s what sales is all about. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. They couldn’t even believe it.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Your role as an industry expert can be invaluable to your prospects, so you need to flaunt that expertise. ” Sales Motivation Blog.

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Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

APRIL 30, 2013

You can secure repeat sales from existing customers if you follow the 2/2/2 rule. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Two, it relies on the telephone.

Customer 269

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The Sales Hunter

MAY 27, 2013

Excuse me, but if I spent the start of my week doing that kind of work, I’d have lousy results and lousy sales motivation too. I’m serious, because not only are you using valuable time on Monday doing non-sales activities, but the tasks you are doing are simply not very motivating. ” Sales Motivation Blog. .”

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Report Motivation Consultative Selling Selling Skills 232

The Sales Hunter

NOVEMBER 14, 2013

In fact, great salespeople love to hear rejection early on in a sales call, because they know the most valuable asset they have is their own time. The number one part left off a sales presentation is the close. . In fact, many times they will move rapidly in a sales presentation to the point where the customer may tell them “no.”

Customer 196

Customer Selling Skills Proposal Intent 196

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. At what point during the sales process are they doing this? Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 250

Customer Direct Response Selling Skills Motivation 250

The Sales Hunter

MARCH 19, 2013

Nothing is more frustrating than when you have a hot prospect simply go dark. ” “Checking in” screams, “I WANT TO SELL YOU SOMETHING!” ” Your prospect immediately knows you want something from them and it’s something they either can’t or don’t want to give you.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

The Sales Hunter

JULY 12, 2013

If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know: 1. It’s not every day a salesperson has the CEO in their car and on a sales call with them. You want your sales staff to see you as an asset in these situations.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

DECEMBER 19, 2013

Long sales calls are not a direct reflection of the eventual success of a sales call. I’m also not saying to become merely an order taker, slopping up the easy sales that come your way. Second, it means you have to listen better than anyone else the prospect/customer could find. ” Sales Motivation Blog.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

NOVEMBER 25, 2013

There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Voicemail messages are a powerful tool if done right!

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Call-back Consultative Selling Selling Skills Customer Service 263