The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

The Sales Hunter

FEBRUARY 14, 2014

Too many sales managers are on island,s and by this I mean they have no one they can turn to for input and to discuss critical topics and gain insight. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog leadership sales manager'

Sales Management 225

Sales Management Conference Motivation Sales 225

The Sales Hunter

MAY 31, 2013

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Sales managers manage processes.

Sales Management 237

Sales Management Consultative Selling Policies Selling Skills 237

The Sales Hunter

OCTOBER 25, 2012

It’s called 52 Sales Management Tips – The Sales Manager’s Success Guide , and it’s for sales executives, sales managers and small business owners. I can tell you that 52 Sales Management Tips is packed with gems that will help any sales leader take their game to the next level.

eBook 177

eBook Sales Management Small Business Small Business 177

The Sales Hunter

SEPTEMBER 11, 2012

If you’re wondering what salespeople would like to tell their sales manager, below are 12 things salespeople have shared with me. Sales managers, read this list and ask yourself if any apply to you. 12 Things Salespeople Would Like to Tell Their Sales Manager.

Sales Management 229

Sales Management Discount Cancellation Motivation 229

The Sales Hunter

SEPTEMBER 27, 2013

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Management 190

Sales Management Selling Skills Buyer Motivation 190

The Sales Hunter

JANUARY 27, 2012

5 Sales Training Tips for Sales Managers AND Salespeople. Whether you’re a rookie salesperson, a veteran salesperson or a sales manager, here are 5 sales training tips you need to take action on: 1. The success you have in sales is dependent on your level of confidence. phone sales tips.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. ” Sales Motivation Blog. .

Video 192

Video Sales Management Consultative Selling Motivation 192

The Sales Hunter

OCTOBER 30, 2015

Four words that sum up what makes Mike Weinberg’s book Sales Management Simplified different than other management books out there. Blunt and in your face! There are three reasons why I like this book. First reason is it’s straight talk, blunt and yes in your face. Don’t get me wrong, all of this is in […].

Sales Management 100

Sales Management Sales Motivation 100

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. We’re on the verge of the 4 th quarter, and for many companies, that means the race is on to make the number. Sooner you make the calls, the better. Objective of the calls is three-fold.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

APRIL 19, 2016

Too many sales managers think their role when it comes to prospecting is to merely measure the results, berate the underperformers and push those doing it to do it even more. Yes, it is your job, but are you willing to admit that you might not know how to do it? Here are 4 things […].

Sales Management 100

Sales Management Prospecting Sales How To 100

The Sales Hunter

FEBRUARY 19, 2016

Why do companies spend money training their salespeople, but fail to give any level of training and development to their sales managers? If I could only invest in one person, I would invest in my sales manager long before I invested in a salesperson. The gap I see is huge, and I don’t care […].

Training 100

Training Sales Management Sales Company 100

The Sales Hunter

JUNE 11, 2012

Today we have a guest post by Jeff Purtell, the Chief Operating Officer at Acquirent , a leading provider of outsourced sales solutions for middle market to Fortune 500 companies. He offers good insights for anyone managing a sales team.

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

The Sales Hunter

APRIL 4, 2013

Culture is far more important to an organization than most managers believe. Your company’s culture is far more important than you realize and don’t think for a moment it’s somebody else’s job. Everyday your employees come to work, but do they come to engage their minds?

Sales Management 195

Sales Management Motivation Selling Skills Sales Leadership 195

The Sales Hunter

JUNE 28, 2019

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Your role as a sales manager/leader is not to be the best prospecting person. Here are four quick things you as a sales manager can do each day to prospect correctly: 1.

Prospecting 190

Prospecting Hiring Video Coaching 190

The Sales Hunter

OCTOBER 18, 2019

Recently, I had a discussion with a sales manager about how to connect with customers. The sales manager knew me well from my work with him at a previous company. Trust me, hiring a salesperson who views sales as a job and make it all about the products they sell fails faster than fast. How do you view sales?

Hiring 178

Hiring Scale Energy Motivation 178

The Sales Hunter

MAY 16, 2014

Recently, while working with a client, I was talking with a very successful sales manager/leader. Blog Professional Selling Skills Sales Motivation leader leadership motivation sales leader sales manager sales motivation' His track record in developing salespeople was amazing.

Motivation 239

Motivation Selling Skills Sales Management Sales 239

The Sales Hunter

JUNE 13, 2014

Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation Sales Training Sales Training Program Sales Training Speaker low performance low performer sales manager sales managers sales motivation sales trainer sales training'

Selling Skills 216

Selling Skills Motivation Training Sales Management 216

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation sales leadership sales manager sales motivation salespeople selling skills video sales tip'

Video 210

Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

APRIL 12, 2012

Regardless of your sales position, these are 7 you need to know. Far too many sales managers do not give their people consistent follow-up. By “consistent follow-up,” a good place to start is with a set time each day or each week where the sales manager and salesperson have a discussion.

Sales Coaching 249

Sales Coaching Coaching Lead Rank Motivation 249

The Sales Hunter

FEBRUARY 4, 2018

If you are a sales manager OR if you report to a sales manager, listen up! NOW, early in the year, is the time for sales managers to be out on sales calls with their salespeople. I refer to these as “4-legged sales calls.”

Motivation 126

Motivation Video Leads Marketing Qualified Lead 126

The Sales Hunter

MARCH 7, 2017

I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. What is the % of leads at the top of your funnel that actually become customers? It’s time […].

Top of Funnel 266

Top of Funnel Leads Marketing Qualified Lead Funnel 266

The Sales Hunter

APRIL 20, 2013

As a sales manager, do you ever go on sales calls with you sales representatives? Most sales managers and sales reps don’t handle the “four-legged sales call” in a way that garners the most success. ” Sales Motivation Blog. . ” Sales Motivation Blog. .

Video 204

Video Sales Leadership How To Motivation 204

The Sales Hunter

MAY 2, 2013

I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. . Does sales training really deliver better outcomes for sales teams?

Training 206

Training Sales Management Motivation Sales 206

The Sales Hunter

JUNE 24, 2014

Blog leadership Professional Selling Skills Sales Development Training Sales Motivation Sales Training Sales Training Program Sales Training Speaker Sales Training Tip low sales performer sales management sales performance sales training underachiever webinar'

Webinar Metrics 241

Webinar Metrics Selling Skills Motivation Training 241

The Sales Hunter

JULY 19, 2013

Recently I found myself in a discussion with several sales managers over the topic of dealing with high-performing salespeople. One of the managers stated clearly that he didn’t want to try and lead the top-performer, for fear of risking something bad happening. The best way to do this is by asking questions.

Motivation 229

Motivation Coaching Sales Leadership Training 229

The Sales Hunter

JUNE 19, 2014

Blog leadership Professional Selling Skills Sales Motivation free webinar poor performance sales leader sales management sales training sales webinar underachiever' That’s easy to say when things are going fine, but much harder to apply when you’re in the middle of the issue. The challenge […].

Hiring 201

Hiring Webinar Metrics Selling Skills Motivation 201

The Sales Hunter

SEPTEMBER 20, 2019

The sales manager must play a key role in this area by displaying confidence in their salespeople. Each member of the sales team owes it to every other person to have confidence in them. They have the script and a process, but zero belief in what they doing; it shows in their lack of confidence.

Selling Skills 175

Selling Skills Telemarketing Sports Video 175

The Sales Hunter

FEBRUARY 26, 2014

This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When all pricing power is taken away from salespeople, it should be moved to the sales manager. Strategy is the sales manager can authorize discounts, but only after certain criteria are met.

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

NOVEMBER 8, 2013

That’s why I want to make you aware of Lee Salz and his team over at Sales Architects. They offer a great resource called The Sales Management Challenge. Their goal? ” I love this approach, because it truly builds on real world experience and insights.

Face-to-face 192

Face-to-face Selling Skills Motivation Sales Leadership 192

The Sales Hunter

JULY 4, 2017

One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with the need for the salesperson to first look […].

Customer 175

Customer Coaching Closing Sales Management 175

The Sales Hunter

MAY 3, 2013

For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. Many times for sales managers, they don’t understand how their emails are being received. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

The Sales Hunter

JUNE 10, 2014

In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss price. Arguments are varied, but in the end they are centered around one core contention: The price point is a big reason for lost sales. The argument of price […].

Discount 273

Discount Selling Skills Sales Management Sales 273

The Sales Hunter

NOVEMBER 4, 2014

Are there rules or guidelines a sales leader needs to follow to be called a sales leader? A sales manager is going to manage the customer. But a sales leader is going […]. Blog leadership Professional Selling Skills sales leadership'

Guidelines 246

Guidelines Selling Skills Sales Leadership Leads 246

The Sales Hunter

JULY 8, 2014

This question comes up frequently when I’m meeting with sales managers. Blog pricing discount discounting price sales discount' What is the right level of authority a salesperson should have when it comes to price?

Discount 257

Discount Meeting Sales Management Customer 257

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?” ” It’s amazing the types of answers I get.

Company 170

Company Sales Sales Management Selling Skills 170

The Sales Hunter

FEBRUARY 4, 2013

Are weekly sales meetings a waste of time? I hear from both salespeople and sales managers about the pros and cons of the weekly sales meeting. Want to find out if a sales meeting is an asset or a waste of time? Is the conversation one-sided with the manager doing all of the talking?

Sales Meeting 216

Sales Meeting Meeting Insurance Insurance 216