The Sales Hunter

DECEMBER 6, 2016

More Sales Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers The last couple of months, I’ve been on a mission to try and make as much of my time focused on “RPA” as possible. “RPA” stands for Revenue Producing Activity.

Revenue 100

Revenue Strategy Cold Calling Selling Skills 100

The Sales Hunter

OCTOBER 15, 2015

If you want new strategies for driving revenue and acquiring more (and better!) customers, then you won’t want to miss the upcoming Customer Acquisition Symposium DC-2015. On November 13 in McLean, VA, I will be speaking with 5 other sales thought leaders at the symposium.

Customer 100

Customer B2B Benefit Revenue 100

The Sales Hunter

OCTOBER 21, 2013

As a result of this cliff, they’re scrambling to find ways to replace the loss of revenue. Recently, I was reviewing a chart detailing the cliff the newspaper industry has gone off with advertising. ” I’m not saying we go out and create massive chaos (although at times that might be necessary). .

Energy 206

Energy Consultative Selling Motivation Advertising 206

The Sales Hunter

MARCH 14, 2013

I was curious if you had any concerns about how your channel partners will hit your revenue goals or if you are trying to figure out what is and isn’t working in your partner community. We’ve had tremendous success with companies like ABC Corporation, where we drove 150% net new business , when we worked with XYZ Inc. close $1.2M

Examples 202

Examples Prospecting Email Marketing Google 202

The Sales Hunter

JANUARY 22, 2013

government, along with most other governments, has been struggling with the issue of not enough revenue to cover the expenses. To help me explain this, let me put it in a different perspective. This is not unlike what most people and companies face all the time. ” Example is Congress.

Government 189

Government Customer Discount Face-to-face 189

The Sales Hunter

APRIL 30, 2013

The more comfortable they are as they sit at their desks, the more revenue they can bring in. If the furniture is going to be used in the Accounts Receivables Department, don’t you think it’s important for the employees to be super productive? Sure it is! Move the discussion to an outcome-oriented discussion.

Discount 190

Discount Customer Benefit Motivation 190

The Sales Hunter

JANUARY 28, 2014

The best way to do this is to minimize the use of discounts and maximize the revenue from each sale. Undoubtedly, you have a quota or objective to meet, and for many salespeople it’s not just a volume amount, but also a dollar amount. Objective for most salespeople is to ensure their sales reach a specific dollar amount.

Discount 185

Discount Selling Skills Objections Maximizer 185

The Sales Hunter

NOVEMBER 14, 2011

In today’s corporate environment, responsibilities are outpacing the time needed to perform the activities that drive revenue. Second, they spend less time in the field because of reason one and are too busy completing non-revenue generating activities. Revenue is Down. Let’s Fire Sales.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

SEPTEMBER 17, 2012

I have looked at some of the data of the percentage of revenue that some successful companies spend on sales and marketing. Too many companies have made cutbacks in sales all because they want to save money. More often than not, I’ll argue they don’t save anything but wind up hurting themselves.

Hiring 177

Hiring LinkedIn Google Motivation 177

The Sales Hunter

OCTOBER 10, 2012

Best approach is to position your increase on the increased revenue your company needs to be able to continue to produce the high-quality goods or services the customer has come to expect. The problem with that is simple — Are you prepared to lower the price when fuel drops?

Positioning 183

Positioning Motivation Customer Benefit 183

The Sales Hunter

MAY 1, 2012

Any discount in price, regardless of how you try to spin it, is going to result in a loss of both total revenue and, more importantly, profit. Wavering over price is not just a matter of principle. It’s a matter of profit.

Discount 174

Discount Fashion Negotiation Face-to-face 174

The Sales Hunter

MARCH 21, 2013

” That comes from people who believe volume over quality will drive more revenue. I’ve heard sales people say, “I don’t have the time to research a prospect.” If you just send out bad email after bad email, you are just sending out bad emails.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

The Sales Hunter

MARCH 18, 2012

“operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. And being a true pro is, of course, a great way to differentiate yourself in the marketplace. Acumen Management Group Ltd.

Call-back 186

Call-back Groups Sports Selling Skills 186

The Sales Hunter

DECEMBER 13, 2011

For each dollar in additional revenue, there will be one additional dollar added to the profit column. One thing each member of the sales team can never forget is any failure to achieve 100% success with the price increase will translate into a corresponding reduction in profit.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

APRIL 1, 2013

The customer was big and the expected revenue was going to be substantial, not just on the initial order, but on-going. He shared with me what made this new customer special was that his first conversation with the prospect was nearly 10 years earlier. Now, that had my attention.

Motivation 217

Motivation Prospecting Sales Sales Process 217

The Sales Hunter

FEBRUARY 20, 2012

Each time he asked for a report, it took his people away from sales activities that generated revenue. Take Dave, a director of sales with seven salespeople on his team. Dave constantly demanded insignificant reporting on virtually everything. One of his salespeople said, “He drove me over the edge of insanity.

Motivation 220

Motivation Sales Management Hiring Negotiation 220