Sales and Marketing Management
DECEMBER 17, 2018
Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams. By assembling teams that included the sales reps, sales engineers, customer service and invoicing specialists, the company beat their own aggressive goals.
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.”
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The Sales Hunter
DECEMBER 16, 2011
Studies have shown people who are thankful and complimentary of others have a much better outlook of their own situations. customer service. December 2007. November 2007. October 2007. September 2007. This includes any type of talk radio or other media outlets that are negative in nature. discounting.
The Sales Hunter
DECEMBER 27, 2011
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. customer service. December 2007. November 2007. October 2007. September 2007. Don’t do it when you have time. Instead, create the time! leadership.
Sales Hacker
AUGUST 14, 2020
Get the contract you want to renegotiate (it helps if you have an easy way to find and sort through these ) and study everything you can about the details you want to renegotiate. If a renegotiation is needed, though, study and lay down all of the reasons, you’re asking for it. Prepare in advance. Real-Life Examples. The result?
The Sales Hunter
FEBRUARY 28, 2012
Anyone who wants to be good at something needs to be willing to study their craft. customer service. December 2007. November 2007. October 2007. September 2007. One way to do this is by reading books on sales. If you were looking for a silver-bullet, sorry. cold calling. discounting. leadership.
The Sales Hunter
JANUARY 30, 2012
I studied the local marketplace. customer service. December 2007. November 2007. October 2007. September 2007. I had to become an expert on those things related to commercial real estate that were most fascinating to people outside the profession. Sales Motivation: Maintain Your Focus. cold calling.
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