The Sales Hunter

APRIL 11, 2018

Early in my career, my territory consisted of 1/3 of the state of Oregon. The size of the territory was bigger than territory in 4 other states I covered driving my company-supplied Buick. Success DOES love company and that’s why I believe sales is a team sport!

Sports 138

Sports Territories Outbound Conference 138

The Sales Hunter

MARCH 7, 2014

You blame your lack of success on your territory and how you would be more successful if you had a better territory. Do you feel the market is just not right and that must be the reason customers aren’t buying from you? The competition is simply undercutting you on price, and until something changes, there is nothing you can do.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

OCTOBER 15, 2013

Everything was about his market, his territory, his customers — or I should say, “lack of customers” and his belief system. Contrary to his thinking, my belief is that by cutting off the discussion, I’m putting oxygen back into the room. Emphasis on the last point — his belief system.

Discount 245

Discount Face-to-face Territories Selling Skills 245

The Sales Hunter

JANUARY 21, 2014

Many of you reading this would say I’m venturing into risky territory by talking about this, but I’m willing to discuss the elephant in the room. This question comes up a lot when I’m talking with both sales leaders and salespeople. The interesting thing about this issue is how little there is in actual writing about it.

Hiring 278

Hiring Negotiation Sports Motivation 278

The Sales Hunter

NOVEMBER 14, 2011

Do they actually make a difference in the sales in their territory? Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? How often do your sales managers go out in the field? Do your sales managers actually make an impact on each sales reps performance?

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

DECEMBER 5, 2011

They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards. They don’t pretend to be clairvoyant and try to determine if someone is a buyer by looking at their business cards or faces.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161