The Sales Hunter

JANUARY 5, 2012

I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Their study breaks salespeople into 5 distinct categories and one of them is “the challenger.”

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

MARCH 18, 2012

Before every meeting, salespeople should create lists of technical and business questions that can help guide the conversation. If possible, obtain and study an organization chart. ” Stumbling early with awkward conversation will limit your ability to control the call. Prepare questions. Prepare answers. Do your homework.

Groups 186

Groups Call-back Sports Selling Skills 186

The Sales Hunter

DECEMBER 27, 2011

They have the ability, by nature of their title, to get into conversations with people and about things many salespeople can’t get. Studies have shown salespeople who have a dedicated time to prospect and have a process are more successful than salespeople who do not have either. In my book, this is a bad use of their time.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213