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

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you quick to tell Marketing you lose too many sales because the sales materials aren’t any good?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

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

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

Women Sales Pros

OCTOBER 11, 2019

So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? The salesperson stumbled, bumbled and secretly wished a New York power outage would end the sales call.

Film 86

Film Selling Skills SalesForce Influencer 86

Women Sales Pros

SEPTEMBER 13, 2019

Like golf, there will be times in your sales career when you are in serious need of a comeback. You’re in a sales slump and wondering: Do I still have it? And on top of it, everyone else on the sales team is killing it. TIME FOR A SALES COMEBACK What does it take to create a comeback? Good Selling! Just do it.

Sports 83

Sports Selling Skills SalesForce Consultative Selling 83

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training? What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

Women Sales Pros

AUGUST 9, 2019

A few years ago, I was talking to a successful colleague who also is in the sales training business. Upon arriving at the company, his supposed-to-be new client apologized and said the company had decided to sell the firm. If you’ve been in sales leadership, you’ve probably hired a salesperson that should have been successful.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90

Women Sales Pros

AUGUST 2, 2019

Great sales leaders incorporate storytelling into their daily training and coaching.Everyone has heard a great speaker at some point in their career. Then invite your clients to join a sales meeting to tell the sales team their story of how your products and services are making their lives easier and keeping them more competitive.

Sales Leadership 89

Sales Leadership Chemicals Face-to-face SalesForce 89

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. Good Selling!

Sales Management 82

Sales Management Hiring Territories Coaching 82

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. First things first.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Women Sales Pros

JANUARY 22, 2019

Now ask yourself if your upcoming sales kickoff will demonstrate that or fall into the “just another meeting” category. As a former vice president of sales, I can confidently say we held some great sales kickoffs. Here are three tips for taking your sales kickoffs from good to great. Establish a theme. Add some humor.

Energy 97

Energy SalesForce Consultative Selling Vendor 97

Women Sales Pros

OCTOBER 26, 2018

As a former vice president of sales and as a sales trainer for many years, I have observed a lot of sales calls. And too many times, the salesperson blew the call within the first five minutes by not bringing their Sales EQ or Sales IQ to the meeting. Here are some examples of selling behaviors to avoid.

SalesForce 90

SalesForce Consultative Selling ACT Up-Sell 90

Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

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 […].

Advertising 100

Advertising Advertising Top of Funnel Funnel 100

Women Sales Pros

AUGUST 23, 2019

Is it possible that living in a selfie society is affecting sales results?Sales Sales success? This self-absorption can adversely affect your prospecting and sales efforts because the best salespeople are other-absorbed, not self-absorbed. Is it possible that living in a selfie society is affecting sales results?Sales

Collateral 83

Collateral Social Media Education Channels 83

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. We’ve all seen list after list of things we need to do to increase our sales in 2012.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Digital Sales Institute

FEBRUARY 4, 2021

In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. Soft Essential Sales Skills.

Negotiation 85

Negotiation Lead Rank Lead Scoring Social Media 85

Women Sales Pros

DECEMBER 27, 2018

No, he wasn’t in sales, but his advice is great for the sales profession. If you want to be more successful in sales, choose wisely and avoid these two types of salespeople. #1: 1: Avoid salespeople that sell on price. Research shows that optimistic salespeople do better in sales. Good Selling!

Hiring 93

Hiring Margin Selling Skills Discount 93

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? We’re not selling in a vacuum.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

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

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Allego

MAY 2, 2019

Today’s post is by Colleen Stanley, president of SalesLeadership—a leading sales development consulting firm that specializes in emotional intelligence and consultative sales skills training. Money is invested in technology and marketing to ensure the sales pipelines are full. Generic empathy.

Customer 75

Customer SalesForce Customer Service Selling Skills 75

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

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Communication Skills. Retail Sales Trends. ” Sales Motivation Blog.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Partners in Excellence

FEBRUARY 27, 2019

I wrote The Coming Sales Talent Crisis , focusing on the struggles our customers face in their buying journey. Helping our customers requires new sales skills. The traditional solutions and consultative selling skills become table stakes. He cited voluntary/involuntary sales attrition of 42%!

Sales Talent 73

Sales Talent Hiring Face-to-face Churn 73

Pointclear

SEPTEMBER 13, 2016

57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist. Matt Heinz, Heinz Marketing , President. Mike Weinberg, The New Sales Coach , Principal.

B2B 100

B2B Cold Calling Inbound Lead Rank 100

The Sales Hunter

DECEMBER 21, 2012

Finally, it’s time to let Marketing really understand how smart you are. Be sure to share with them how they cost you serious money in lost bonus money over the year due to their pathetic marketing. ” Remember, it was your exemplary selling skills that saved the company on more than one occasion. .”

Exercises 185

Exercises Call-back ACT Selling Skills 185

Pipeliner

JUNE 28, 2019

Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career. How can sales professionals create a meaningful human to human connection with buyers? Anita Nielsen is a sales performance consultant with over twenty years of experience in B2B sales and support. Anita Nielsen. John Golden.

Social Media 40

Social Media Media Commission CRM 40

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

Klozers

JUNE 5, 2014

Sales Methodologies can make or break your business , as they not only impact the way you sell, they have a direct impact on many other important factors in your business. Check out the table below on Sales Methodology for some ideas on how the main four differ. .

Sales Methodology 44

Sales Methodology Margin Social Media Cold Calling 44

The Sales Hunter

JUNE 9, 2012

Is there value in having a sales process? When I’m asked this question, I immediately ask the person if they have a sales process in place now. For an organization to achieve their profit and sales potential, they must have a sales process. Challenge of course is in defining the sales process.

Sales Process 190

Sales Process Maximizer Campaigns Motivation 190

Klozers

JUNE 10, 2014

Ultimately in Sales we all want to grow our client list and we all want to retain and build our existing clients in a profitable and sustainable manner. If we all want similar things then it should be no surprise that the sales problems, challenges and road blocks we face are also then similar. Success has reduced our creativity.

Face-to-face 47

Face-to-face Cold Calling Consultative Selling Competition 47

The Sales Hunter

OCTOBER 9, 2012

I still run into salespeople and business leaders who continue to believe their market is a very tight geographical area or a very targeted list of customers. Understanding your customer base and targeting your sales efforts is essential. We must take on a broad perspective when it comes to sales prospecting. November 21-22 .

Conference 178

Conference Sales Leadership Motivation Prospecting 178