Executive Sales Leader Briefing: Your Company and Artificial Intelligence
The Sales Hunter
OCTOBER 7, 2016
This week I’m in San Franscisco with 170,000 other people attending the Dreamforce conference, the mega conference hosted by Salesforce.
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The Sales Hunter
OCTOBER 7, 2016
This week I’m in San Franscisco with 170,000 other people attending the Dreamforce conference, the mega conference hosted by Salesforce.
The Sales Hunter
NOVEMBER 29, 2011
Is Your Company Ready for Year-End Sales? So, you tell me — is your company ready for year-end sales? to “Is Your Company Ready for Year-End Sales?” Retail Sales Trends. Negotiating Doesn’t Have to Mean Sacrificing Profit. Contact Mark. E-mail RSS. Twitter Facebook. Facebook. -->. Nov 29, 2011.
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The Sales Hunter
JUNE 21, 2019
Before a prospect meets with you, they do one thing: Google your name and your company! The salesperson who loads up their profile with only information about themselves and their company is not going to be seen as salesperson. They want to see what the Internet says about you. How well or poorly does the Internet speak of you?
The Sales Hunter
MARCH 10, 2017
A question I like to ask sales managers and senior managers of companies I’m working with is, “What’s your culture like here?” The best-performing companies always share with me an insightful answer about how they value culture and they see it as each person’s job to add […].
The Sales Hunter
SEPTEMBER 27, 2019
If you’re serious about relationships and their value in sales and business, repeat this exercise with everyone that you work with in your company. Until you focus on understanding your customer, you will not be in a position to help him/her. Relationships are not an option. They are a requirement.
The Sales Hunter
AUGUST 30, 2019
Instead, the problem hits customer service or others in the company first. All the while, the company thinks that they have bad customers. Don’t laugh or say, “This could never happen in my company!” ” Trust me, I’ve seen it in play out in far too many companies and those that you’d least expect.
The Sales Hunter
JANUARY 18, 2019
What company do you work for? The name of your company is seen in your email address, email signature, business card and many other places. I can even look at your profile on social media and see the name of the company you work for. I am not talking about the name of the company you work for. It says a lot about you.
The Sales Hunter
MAY 10, 2019
We’ve all read stories and seen companies falsely live out their mission statement. This same behavior that we see in companies is sadly alive and well in all of us. The bigger your footprint in your company, with your customers, and in your community, the more authentic and transparent you need to be. News flash!
The Sales Hunter
OCTOBER 18, 2019
This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my work with him at a previous company. Recently, I had a discussion with a sales manager about how to connect with customers.
The Sales Hunter
AUGUST 8, 2014
The individual I was talking with holds an important position with the company where they work. The title they have is impressive, the company is impressive and Im sure their compensation package is impressive. A discussion I had recently left me deeply concerned. The person told me how they had been in a key […].
The Sales Hunter
MARCH 27, 2018
The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […].
The Sales Hunter
APRIL 11, 2014
Sitting in a meeting with a couple of sales executives for a major company recently, I was struck by what we found ourselves talking about. This is a discussion you may have been part of in your own company. Our discussion was about the sales organization in general and the results of individual people. It’s […].
The Sales Hunter
OCTOBER 6, 2016
Instead of a boring and unremarkable list of me-too reasons your company is better, the story illustrates those differences in […]. One of the most important stories a salesperson can tell is a “How We’re Different From Our Competitors” story.
The Sales Hunter
OCTOBER 13, 2017
After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. How confident are you in the outcomes you can help your customers achieve? This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […].
The Sales Hunter
APRIL 11, 2018
Are you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? Makes you wonder if success loves company? Success DOES love company and that’s why I believe sales is a team sport! Sales is emotional and don’t say it’s not.
The Sales Hunter
MAY 7, 2019
You probably think your competitor is the big evil company that just came out with a more superior product than yours. That big evil company is not your primary competitor. Your two biggest competitors are: 1. Your own self-limiting doubts about what you can’t do.
The Sales Hunter
AUGUST 30, 2013
It should be, but for some salespeople, the thought of talking to the head of a company can cause anxiety. Read whatever you can on-line about the company. The more knowledge you have about the company, the better. Monitor the news for stories that could impact the company. Identify key objectives of the company.
The Sales Hunter
FEBRUARY 28, 2012
Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. There is always a dance going on between a company and a customer. Companies often develop different “price points” for various levels of products and services. Leave a Comment.
The Sales Hunter
AUGUST 2, 2013
A sharp sales manager who is a strategic thinker and has clout in the company. A solid company. This doesn’t always mean a big company. Top gun salespeople aren’t going to avoid going to work for a small company, as long as it has a solid business plan with solid backing. No micro-managing. Why should they?
The Sales Hunter
OCTOBER 4, 2013
Many companies shut down their Accounting Department to new vendors a week or so before the end of the year. Worse yet, with regard to year-end changes, is the common practice of many companies to simply stop taking appointments after Nov 1 to allow them to focus their own energies on making their own numbers. Be a sales leader in Q4.
The Sales Hunter
AUGUST 20, 2013
Recently, I began searching for a new software package for my company. In talking with several other companies that had worked with the company, I kept hearing the statement, “You can dicker with these guys.” Here was the system I knew was going to be best for my company. Funny thing happened along the way.
The Sales Hunter
AUGUST 8, 2017
Thinking you can use the same approach you use with others in a company is simply not going to work. One of the most difficult things you can find yourself having to do is to connect with the CEO or any other senior level person in an organization. In my book, High-Profit Prospecting, I devote several […].
The Sales Hunter
FEBRUARY 17, 2012
Companies don’t buy anything. ” It refers to the impact various people can have in an organization on what is actually the right investment a company should be making. I’ve experienced it as both a salesperson and as one who spent years working for several “Fortune 100″ companies. Contact Mark.
The Sales Hunter
NOVEMBER 30, 2012
Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have more bad salespeople than others.
The Sales Hunter
JUNE 7, 2019
Within your company, is your view sought out and seen as valuable? Do you take an active role in mentoring and helping other salespeople both inside and outside of your company? Are you actively building relationships with multiple people at every account / customer you work with? Do you own your sales quotas and business plans?
The Sales Hunter
SEPTEMBER 16, 2014
Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. The objective of the call was to discuss the attributes of what they do and how we could take those items and get the rest of the organization to implement them too. What became very […].
The Sales Hunter
NOVEMBER 18, 2014
A few years ago, I was working with a company struggling with coming to grips with the reality that it was going to take money to make money. Too often we view money as being more important, especially when it comes to making a buying decision. What I find interesting is business people struggle […].
The Sales Hunter
AUGUST 23, 2014
And they aren’t just researching companies. Do you think your personal social media accounts have no impact on your sales career? Guess again. Customers are using the internet more and more to decide who they want to do business with. They are researching salespeople. Your social media reputation matters.
The Sales Hunter
NOVEMBER 5, 2013
I couldn’t care less about how good you say you and your company are. Please take control of the idiots at your company. You mentioned some unknown person in your company was going to take care of a problem for me. A real first class company that puts the customer first? Just be glad you don’t work for me.
The Sales Hunter
JULY 23, 2013
The demands they place on your company are impacting the level of service you’re able to give to other customers. Ethically, they’re challenging you or someone else in your company. You can’t make money off of them and there is no strategic reason to keep them.
The Sales Hunter
NOVEMBER 5, 2017
Have your customer’s name and company name in front of you. Even if you are on the phone, you need to make sure you aren’t distracted by your computer or things in your office. Stay focused on your customer! Check out the video to see what I mean: A coach […].
The Sales Hunter
JULY 20, 2013
When you call up current customers and mention your company is doing a referral blitz, you will be surprised at how many people will give you names of people you could contact. A referral blitz can be a great way to jump start your business. ” Sales Motivation Blog. . Professional Selling Skills'
The Sales Hunter
FEBRUARY 6, 2012
Guest post Monday brings us John Doerr, president of RAIN Group, a sales training , assessment, and sales performance improvement company. Would you be surprised to know those same 70% of companies that don’t have a standard process and methodology underperform those that do by significant amounts? Feb 06, 2012.
The Sales Hunter
APRIL 4, 2013
Your company’s culture is far more important than you realize and don’t think for a moment it’s somebody else’s job. Watch a company when they bring in a new CEO from outside the company. Same thing goes for departments within a company when an outside manager takes over. Notice how thing change.
The Sales Hunter
SEPTEMBER 17, 2019
The second problem is that you and your company will wind up having to do a lot of additional work for the customer to help overcome their sense of not getting what they wanted or expected. This results in you and your company spending a lot of money and time correcting mistakes made during the selling process.
The Sales Hunter
MARCH 21, 2013
What other companies they’ve worked at. With a Google Alert, I’m notified when some news event regarding my particular person and/or company hits the web. Twitter – This is a great secret, as more and more companies are tweeting about their businesses. A lot of companies have a blog, so sign up for it!
The Sales Hunter
JUNE 21, 2016
You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].
The Sales Hunter
SEPTEMBER 17, 2012
How much do you and your company spend on sales? Too many companies have made cutbacks in sales all because they want to save money. I have looked at some of the data of the percentage of revenue that some successful companies spend on sales and marketing. I’ll argue you and your company are spending far less.
The Sales Hunter
SEPTEMBER 11, 2014
There were a lot of companies that realized they didn’t have a sales team. A few years back, there were a lot of salespeople who realized they weren’t salespeople. In both cases, what they realized is they were merely order takers, and the success they had was merely due to answering the phone and […].
The Sales Hunter
MARCH 28, 2017
Two weeks ago, I was looking for assistance on a project and was looking to hire a company to take it over. One of the companies I spoke with on the phone was courteous and nice, but they didn’t get the job. The reason is simple — they didn’t ask the tough questions. After […].
The Sales Hunter
DECEMBER 4, 2014
What I’m getting at is how every company wants to benchmark themselves against their peers. Yes, knock it off! Stop doing it! Quit sucking each other’s exhaust. Worse yet, the only ideas they’re open to are things they see their peers doing. No wonder stupid keeps on becoming even more stupid! We see it […].
The Sales Hunter
DECEMBER 12, 2014
This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Your customers are willing to pay more IF — and it’s a big IF — you have the right customers. Too many times […].
The Sales Hunter
AUGUST 15, 2014
I was conducting a training session for a major company on how to sell at a higher price, and one of the first questions I was asked was how to deal with a customer who was only concerned about price. How do your customers define “best price” or “lowest price?” One salesperson asked me […].
The Sales Hunter
JULY 1, 2014
If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions. What % of your sales are made only because a discount is offered? 2. […].
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