The Sales Hunter

MAY 27, 2014

This applies whether it be B2B or B2C. Many times the sale is won or lost based on the ability of you, the salesperson, to develop an effective relationship. Having an effective relationship with the customer can go a long ways to closing the sale and, more importantly, to closing sale after sale through an […].

Customer 255

Customer B2C Selling Skills Customer Service 255

The Sales Hunter

DECEMBER 8, 2014

There are many companies with money to spend before year end, so if you are in B2B sales especially, you need to be contacting all of your customers. That’s right! Keep moving at full speed in your prospecting and selling efforts now through Dec. Check out the video to see what I mean: […].

Motivation 204

Motivation Video Selling Skills B2B 204

The Sales Hunter

MAY 31, 2012

His post talks about B2B selling, and in it, he lists the 6 reasons why companies buy. I’ve been in B2B for 30 years and I can say I’ve never met someone who would rank the reasons as he has them ranked. Seth Godin’s blog is good. No arguments from me on that. They only invest.

B2B 171

B2B Motivation Objections Company 171

The Sales Hunter

MAY 14, 2013

Customers in both B2B and B2C are buying outcomes/results. Again, this goes for both B2B and B2C. I’ll even go as far as to say if every customer said your price was too high, I’d still say it doesn’t mean a thing. Keep in mind a few key things. To get to this takes confidence.

B2C 226

B2C Cold Calling B2B Closing 226

The Sales Hunter

MARCH 26, 2017

Whether you are in B2B or B2C, what you MOST need to be in is H2H — Human to Human! That’s right! This week I want you to remember that sales success is about personal relationships. Be passionate about human to human connections and dialogue. Here’s to great selling! Check out the video to see […].

Video 100

Video Motivation B2C B2B 100

The Sales Hunter

APRIL 28, 2016

Salesforce and Sales Hacker have teamed up to create a conference experience that connects the top B2B sales professionals with the most innovative best practices and advanced new technologies. The two days are action-packed and consist of 8 massive keynotes and 16 actionable breakout sessions.

SalesForce 100

SalesForce Conference B2B Industry 100

The Sales Hunter

NOVEMBER 13, 2015

Second approach is for B2B, where my preferred style […]. Mentally, I feel this sets us up for failure. In my mind, I’m going to take one of two approaches. First approach is the one I like best for B2C. Invite” the customer buy.

B2C 100

B2C B2B Sales Customer 100

The Sales Hunter

OCTOBER 15, 2015

B2B sales professionals will benefit greatly from the TED-like presentations […]. customers, then you won’t want to miss the upcoming Customer Acquisition Symposium DC-2015. On November 13 in McLean, VA, I will be speaking with 5 other sales thought leaders at the symposium.

Customer 100

Customer B2B Benefit Revenue 100

The Sales Hunter

JANUARY 8, 2013

An example of how it works is you might be selling B2B in the software industry. “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.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

The Sales Hunter

MAY 22, 2015

What are the best B2B salesforce.com hacks for selling in the digital age? You have an opportunity to find out! I will be part of a tweet jam on May 28 at 2 pm Eastern with 35 other selling experts to give you the tips that can be gamechangers. Find out more about this […].

Quota 100

Quota B2B Opportunity SalesForce 100

The Sales Hunter

MAY 8, 2013

This is as true in B2C as it is in B2B. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. What does your customer truly want? Remember — you have to look beyond mere benefits of what you sell.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

FEBRUARY 22, 2019

When you have the ability to change a person, whether it be B2B or B2C, you want to do it. With relationships as the goal, you should be more aggressive, because you know there are people out there that you can impact. There is something inside of you tugging at your emotions telling you to help that person.

Motivation 200

Motivation B2C Sales Leadership Social Media 200

The Sales Hunter

FEBRUARY 7, 2013

This is true in both B2B and B2C. When you discount your price as a way to attract new business, the only thing you’re going to do is make yourself and your company work harder. Using a low price to attract new business is a great technique to attract customers who will never pay full price.

Discount 235

Discount Customer B2C Loyalty 235

The Sales Hunter

JANUARY 23, 2013

What is great is it works in most selling situation whether they are B2B or B2C. Use the power of contrast to let the customer feel they’re getting a good deal, and you might just end up selling the higher price option. It’s amazing how few times I see this approach being used by salespeople. The strategy is simple.

Proposal 192

Proposal B2C Face-to-face Up-Sell 192

The Sales Hunter

FEBRUARY 12, 2013

Using this approach to close a sale can be very powerful whether it be in a B2B or B2C situation. Now what you’ve done is not only are you giving them possession, but you’re also asking them to make a selection. Over the years, I’ve seen great results from both types of selling situations and in a wide number of industries.

Closing 202

Closing B2C Motivation B2B 202

The Sales Hunter

AUGUST 13, 2013

This applies in both B2B and B2C, yet too often, time is not leveraged by either the salesperson or the customer. Everybody wants a lower price, but even more important than a lower price is time — or I should say the desire for more time.

Discount 195

Discount B2C Software Software 195

The Sales Hunter

APRIL 30, 2013

In B2B sales, the customer never buys anything. This is one example, but you can take whatever it is you sell and do the same thing. Move the discussion to an outcome-oriented discussion. For the customer, the opportunity is huge, because they in turn will benefit even more from what you sell. They only invest.

Discount 190

Discount Customer Benefit Motivation 190

The Sales Hunter

MARCH 12, 2013

These could be either B2B or B2C. We need to first eliminate from the discussion items sold in a commodity environment or items sold in mass quantities such as consumer package goods, because these fall into a different line of discussion. When we lower our price and are seen as cheap, we are doing two things.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

The Sales Hunter

AUGUST 14, 2012

Too many salespeople who sell in the B2B (business to business) sector seem to forget about the fact that if the customer they’re selling to is not successful, there is no way they as a salesperson will be successful selling to them.

Maximizer 241

Maximizer Motivation Customer B2B 241

The Sales Hunter

OCTOBER 29, 2012

This is just as important in a B2B environment as it is in B2C. Using the tablet war as our example, what we’re seeing is a lot people gaining awareness — but there’s a big difference between awareness and making a decision to buy.

Microsoft 161

Microsoft Advertising Advertising B2C 161

The Sales Hunter

NOVEMBER 19, 2013

If you sell in the B2B market, this same thing holds true for the customers your customers sell to. Time will become even more important for you, your prospects and your customers. Because prospects can engage with the salesperson later, they will be looking to make their decision faster in regard to the time you have with them.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

JULY 27, 2012

Below is a list of traits I’ve found that high-performers have across many industries in both B2B and B2C environments. When I work with companies, I always ask their salespeople and management what they see are the top traits. Take a look at the list and ask yourself how you stack up: Good Attitude. Consistent. Knowledgable.

B2C 175

B2C Motivation Maximizer B2B 175

The Sales Hunter

MAY 18, 2012

This is true for both B2B and B2C, as well as for both physical products and intangible services. No, the role of the salesperson is to help the customer define clearly what they want or need, and then help them see options they never realized existed.

Customer 194

Customer B2C Motivation B2B 194

The Sales Hunter

MAY 15, 2012

In the B2B world, in particular, you can learn a lot about trends in the industries where your product or service is most used. Even the free version is comprehensive and can demonstrate your experience, your professional interests and involvement in various industry groups. Another key profile worth completing is your Google+ profile.

Ideal Customer Profile 177

Ideal Customer Profile LinkedIn Google eBook 177

The Sales Hunter

MAY 8, 2012

Another way to validate information, especially in the B2B world, is to stay on top of trends and current news in the industries of your particular customers. It is not unusual through your follow-up questions to have the customer share vital information that reveals the bigger picture of what may be happening.

Face-to-face 189

Face-to-face Guarantee Follow-up Trends 189

The Sales Hunter

JUNE 22, 2012

This might be the B2B salesperson who targets companies that are simply too small, or the B2C person who targets people who don’t have any income. It starts with the salesperson thinking about who would make a good customer. This often happens because the salesperson is cheap.

Customer 169

Customer B2C Intent Course 169

The Sales Hunter

MARCH 13, 2013

Strong B2B words you can leverage around your topic are strategic, value, leadership, profit, trust, leverage, advantage and competitive. Creating value is the easiest way to do that. Depending upon your audience, there are some really key words that can elevate your business vocabulary to match your target recipient.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

AUGUST 20, 2012

Although this is a situation that more commonly occurs in B2C situations, it is also happening more and more in B2B too. Then suddenly when it comes time for them to give you a credit card, they get cold feet.

Closing 152

Closing B2C Sales Motivation 152

The Sales Hunter

JANUARY 25, 2012

Today’s customer, whether it be B2B or B2C, are not locked into doing anything they don’t want to. . “Inside sales” makes it seem like people are locked into a room and nobody leaves until a sale is made. Sure, that might have been the case years ago, but that’s not what inside sales is today.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

NOVEMBER 26, 2011

Yes, there are some companies where the holidays are the busiest time of the year and prospecting is not an option, but for most B2B companies, the holidays represent a slowdown in business. The reason for this is because the holidays in nearly any company creates a shift in thinking and, more importantly, how time is used.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

DECEMBER 19, 2011

Dave Kahle has trained tens of thousands of B2B salespeople, sales managers and business owners to be more effective in the 21st Century economy. A well-designed system also provides a set of criteria that can be used to assess the potential in new ideas thereby eliminating the desperate reactive “popcorn” effect.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

JANUARY 17, 2012

3 Responses to “Cold-Calling Works (If You’re Doing It Right)” B2B Phone Sales Cold-Calling: It Still Works! | B2B Phone Sales Cold-Calling: It Still Works! Delicious. Il Commerciale - The Salesman © says: February 3, 2012 at 7:58 am. [.] Sales Motivation and Sales Training says: February 3, 2012 at 3:32 am. [.]

Cold Calling 209

Cold Calling Motivation Ideal Customer Profile Negotiation 209

The Sales Hunter

JULY 11, 2012

Retailers are very good at using this technique, and whether you’re in a B2B or B2C environment, the process works the same. An easy way to get a customer over the price hurdle is by having two pricing options — one higher priced and the other one set at your regular price.

Retail 177

Retail B2C Comparison Motivation 177

The Sales Hunter

AUGUST 11, 2015

Regardless of what you sell and the process with which you sell it, there will always be buyers who will not base their buying decision on rational logic. I’ll even go as far to say there is no such thing as a 100% rational buyer. Regardless of what the sale is, there will always […].

Buyer 100

Buyer B2C Customer Service Consultative Selling 100