The Sales Hunter

OCTOBER 10, 2017

I got into sales only because I couldn’t afford car insurance due to my driving record, and I took a sales job purely because they offered me a […]. In fact, I’m not just proud — I’m very proud. But I admit that wasn’t the case early in my career.

Insurance 192

Insurance Insurance Selling Skills Sales 192

The Sales Hunter

MAY 24, 2013

View your peer group as both an investment and an insurance policy. The insurance portion is the realization you have a group of people you can call on to help you work through problems as they arise. The investment part is the added knowledge and insight you’ll gain to allow you to be a stronger leader.

Groups 183

Groups Sales Leadership Insurance Insurance 183

The Sales Hunter

DECEMBER 28, 2012

To create an engagement you might provide to the customer 2 websites you want them to look at to review what insurance companies look for in security systems. Let’s say you sell security systems for commercial buildings. Notice the engagement is not to get them to look at your site but to look at something else.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

FEBRUARY 4, 2013

The reason is simple: Sales managers see having a sales meeting on a topic as their insurance should something go wrong. Far too many weekly sales meetings are held purely so sales management can say they met with their people, rather than are held to truly grow the business and move it forward. It’s time we get real.

Sales Meeting 216

Sales Meeting Meeting Insurance Insurance 216

The Sales Hunter

MARCH 29, 2013

The example I like to use is the software salesperson who is asked by their buyer for their thoughts on liability insurance. Sales leadership is seen when a customer asks you a question regarding a topic they know is not really in your realm of experience.

Sales Leadership 206

Sales Leadership Insurance Insurance Face-to-face 206

The Sales Hunter

FEBRUARY 17, 2012

I refer to these relationships as an insurance policy, because they can help you have in place what you need to fight off a remote influencer should they appear. Never allow yourself to only have relationships with the decision maker and the users. You have to have relationships with those people above these people.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Sales Hunter

MAY 11, 2012

Here are a couple of examples: If I sell insurance, I might leave a value statement that says something about how I have some new information from an employee survey showing how employee attitudes toward insurance have changed.

Prospecting 166

Prospecting Tools Insurance Insurance 166