The Sales Hunter

MARCH 11, 2014

We’ve all been told that selling product features is not the way to sell, but even knowing that, it seems it still is what happens, not only by salespeople, but also by marketing. Features don’t sell and they especially don’t sell when it’s not what the customer wants.

Microsoft 247

Microsoft Benefit Consultative Selling Software 247

The Sales Hunter

SEPTEMBER 26, 2013

For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. ” Sales Motivation Blog. Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation marketing presentation presentation materials sales presentation'

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Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

MARCH 7, 2014

Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good? A strong desire to do paperwork to keep the office and your boss happy as a way to cover up for not spending more time selling. ” Sales Motivation Blog. Copyright 2014, Mark Hunter “The Sales Hunter.”

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

Understanding the Sales Force

DECEMBER 19, 2012

Until such time, salespeople must be trained to become more effective while marketers must be trained to develop stronger leads. My Editorial: Salespeople must be trained to be more effective at lead follow up and consultative selling, both of which are quite different and much more challenging than selling was just 5 years ago.

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Follow-up Incentives Incentive Sales Qualified Lead 228

Predictable Revenue

AUGUST 22, 2022

What is consultative sales and how can it help you win more business? These 7 consultative selling strategies will help you stand out from the competition. The post Consultative Sales Approach Strategies appeared first on Predictable Revenue.

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Strategy Consultative Selling Competition Revenue 119

Jeff Davis

OCTOBER 11, 2017

I’ve always said that marketers can learn a lot from salespeople and the same is true in reverse. Marketers have the discipline of thinking strategically about the business and taking the actions needed to respond. Blogs, social media, physical locations, etc. But there is always time to step back and think like a marketer.

Marketing 48

Marketing Social Media Territories Exercises 48

criteria for success

MAY 4, 2022

Looking for ways to sell more? Many senior executives in sales and marketing don’t know who their buyers are, and don’t know how to position a selling conversation. So, let’s explore this and discover how to sell more. Sell More by Understanding Who Your Buyers Are. You can sell more by solving these problems.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96

Hubspot Sales

OCTOBER 26, 2020

Permission-based selling is essentially the sales equivalent of permission-based marketing — a marketing strategy that revolves around consumers opting into receiving promotional offers and announcements from a brand. Permission-based selling takes that a step further.

Sales Qualified Lead 138

Sales Qualified Lead Remedy Consultative Selling Lead Rank 138

Understanding the Sales Force

APRIL 25, 2014

The Selling Power Blog has my new article on why consultative selling is so difficult. And over at Top Sales World , my article on the premature announcement that SPIN Selling is dead is one of the top 10 articles for last week. THEY DO NOT TODAY, NOR WILL THEY TOMORROW, BE USED INSTEAD OF SELLING!

Harvest 218

Harvest Inbound Inside Sales Outbound 218

Partners in Excellence

FEBRUARY 14, 2022

Mack wrote Consultative Selling in the late 70’s/early 80’s. Rather than focus on what we sell, he suggested we achieve our goals more effectively to putting the focus on the customer and what they need to achieve. first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Can You Change Yourself?

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Customer Consultative Selling Report Research 120

The Sales Hunter

AUGUST 2, 2016

Is it advertising that’s needed to create customers or is it marketing? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! Does it matter? I’ve known Matt for several years and I am a big fan […].

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Advertising Advertising Top of Funnel Funnel 100

Apptivo

OCTOBER 5, 2022

When a salesperson employs the principles of consultative selling, buyers find that they are empathetic and relevant and are more likely to engage with them. What is consultative selling? Consultative selling – Tips & Techniques. That is not the energy that consultative selling approach brings in.

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Consultative Selling Benefit How To Buyer 98

Anthony Cole Training

OCTOBER 29, 2019

In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar. As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales.

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Hiring Sales Marketing Banking 139

The Pipeline

APRIL 27, 2011

No matter how difficult your market or month is, there’s always something to celebrate. We’re not selling in a vacuum. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer.

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Sales Meeting Pipeline Meeting Hiring 251

Salesmate

NOVEMBER 25, 2020

Businesses are well informed and have good knowledge about the current market trends. The consultative selling sales approach. This sales approach emphasizes on, acting as a consultant to a potential prospect. Active listening is important in consultative selling. – Richard Branson.

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B2B Social Media Networking Consultative Selling 111

Janek Performance Group

MARCH 26, 2024

Thus, they can tailor their marketing and sales efforts accordingly. These are based on market research and real data about your existing customers. Each persona represents a distinct segment of your target market. Crafting detailed buyer personas allows organizations to humanize their target audience.

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Buyer Persona Webinar Metrics Buyer Strategy 62

Partners in Excellence

NOVEMBER 22, 2020

Challenger, consultative selling, value based selling is all so “yesterday.” first appeared on Partners in EXCELLENCE Blog -- Making A Difference. It is no longer fashionable to talk about sales enablement, now it’s revenue enablement.

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Fashion Face-to-face Sports Consultative Selling 110

The Sales Hunter

JULY 1, 2019

The “get” is an indication of your marketing efforts; this is business that simply comes your way. The frequency will vary based on what you sell, how people buy and who is your customer. Sales Motivation Blog. Watch the video to learn more: Each sale occurs in three different ways: “repeat,” “get,” and “create.”

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

Zendesk Sell

JANUARY 15, 2019

Consultative selling helps to avoid this problem. Consultative sales is a method of sales where your salespeople act more like advisers than salespeople and recommend solutions to potential customers based on their needs and problems. The potential customer has read blogs on the topic, thought leadership pieces, and forums.

Webinar Metrics 86

Webinar Metrics Education ACT Consultative Selling 86

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Complain about marketing, insisting they are the reason you have not been able to close more sales. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. ” Sales Motivation Blog. high profit selling.

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Motivation Ideal Customer Profile Hiring Negotiation 213

MTD Sales Training

FEBRUARY 5, 2016

He was the Marketing Director of a large company here in the Midlands and he wasn’t going to put the phone down until he spoke to me. He said to me “Sean, I want you to help us with our marketing. I replied that I have a marketing team who can help him and that we could arrange for one of them to discuss their needs.

Social Media 120

Social Media Remedy Lead Rank Lead Scoring 120

Partners in Excellence

OCTOBER 19, 2020

Consultative selling, SPIN, Strategic Account/Large Account Selling, Customer Focused Selling.) Buying Process Or Selling Process Or Sales Methodology Principle Based Selling! first appeared on Partners in EXCELLENCE Blog -- Making A Difference. But buying has changed profoundly.

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Sales Methodology Face-to-face Retail Consultative Selling 103

The Sales Hunter

DECEMBER 21, 2012

According to the Mayan calendar today is the last day for this blog. Since today is the last day according to the Mayan calendar, we might as well go out and sell like there is no tomorrow. Finally, it’s time to let Marketing really understand how smart you are. ” Sales Motivation Blog. Let them have it.

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Exercises Call-back ACT Selling Skills 185

Janek Performance Group

SEPTEMBER 12, 2022

And we have distilled this knowledge into six pillars: Strategy and Go-to-Market : Establishes the goals, objectives, target markets, and delivery methods for your sales reps. For example, new markets and technology provide opportunity. We have published countless blogs, case studies, white papers, and other collateral.

Hiring 62

Hiring Lead Rank Collateral Case Study 62

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. Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers.

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Account Prospecting Guidelines Compensation 204

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. ” Sales Motivation Blog. 4 Ways to Drastically Improve Your Marketing Right Now. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , leadership. Mark Hunter is… Blogs We Follow.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Sales Training Connection

MAY 14, 2012

Compelling would also look different if the person on the other side of the table is an early adopter vs. someone who isn’t likely to buy a product until it’s been in the market for a while. Uncovering customer needs is “Consultative Selling 101.” Failing to handle tricky situations. ©2012 Sales Horizons, LLC.

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Consultative Selling Analysis Training Conversion 118

The Sales Hunter

NOVEMBER 2, 2012

Again, this issue of confidence strikes both large and small companies, whether they have high market share or low market share. There are a number of things you can do to ensure success with a price increase, and I’ll unselfishly tout my book, High-Profit Selling: Win the Sale Without Compromising on Price.

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Pipeline Motivation Up-Sell Prospecting 161

The Sales Hunter

FEBRUARY 26, 2013

Are the markets you service growing and, if so, are you growing with them? ” Sales Motivation Blog. Let me give you a couple of examples of questions a strategic salesperson would ask: How do you see your competition changing in the next year? How much information do you have as to how your customers like what you provide them?

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Margin Motivation Objections Competition 249

The Sales Hunter

OCTOBER 29, 2012

Quit trying to worry about whether your marketing plan is getting drowned by the big boys. Advertising and marketing buzz creates awareness and serves to open up new markets. Use your competitors’ marketing to your advantage by being the one that is there to discuss with the consumer what is right for them.

Microsoft 161

Microsoft Advertising Advertising B2C 161

Anthony Iannarino

JUNE 11, 2020

This is why some organizations started to refer to consultative selling as “commercial teaching.” The post How to Provide Your Client a Higher Resolution Lens appeared first on The Sales Blog. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now.

How To 77

How To eBook Decision Maker Consultative Selling 77

The Sales Hunter

JUNE 9, 2012

There was a time when many industries were operating at near maximum capacity and the ability to execute a marketing campaign was all that was necessary to ensure sell through of production. This is no longer the case, and even if it was, the case that you need to just sell through available supply is not going to maximize profit.

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Sales Process Maximizer Campaigns Motivation 190

Emissary

AUGUST 16, 2022

The company offers a training and development ecosystem with digital tools, diagnostics, webinars, blogs, and virtual events. RAIN Group offers a broad range of training programs from consultative selling to negotiation and coaching. 16 – Corporate Visions . 17 – RAIN Group . 18 – Sandler .

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

The Sales Hunter

OCTOBER 27, 2012

It’s not the marketing materials or the PowerPoint presentation or the product samples. ” Sales Motivation Blog. 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.

Video 203

Video Call-back Motivation Sales 203

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. They'll have you believing that salespeople are no longer needed, selling is dead, and a consultative approach is dead too. One article was published in Harvard Business Review and was really about Solution Selling being dead. April 29 2013.

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Inbound Inside Sales Sales Process Top of Funnel 120

The Sales Hunter

MARCH 21, 2013

A lot of companies have a blog, so sign up for it! 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. You can email her or call her at 402-614-7080.

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Relationals Prospecting Google Ideal Customer Profile 182

The Sales Hunter

JUNE 7, 2012

If you’re in HR, engineering, finance, legal, marketing or anything else, guess what — you’re in sales! ” Sales Motivation Blog. Unfortunately, in the world of small business, too many business owners don’t realize this truth until it’s too late. We all wear the sales label.

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Engineering Small Business Small Business Motivation 215