The Sales Hunter

NOVEMBER 18, 2011

Too many companies go into shutdown mode during the holidays, either by closing completely or reducing the operating hours. Here is the a-ha moment: If your competitors are the ones closed or unable to help, are their customers looking around for a company that can help? Related posts: Sales Motivation: Selling Around the Holidays.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

NOVEMBER 10, 2011

” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.” ” No matter what you sell, it exists because it benefits people some how. selling skills.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

FEBRUARY 24, 2012

Sure, there is a possibility that you just aren’t matched to the right product, but I’m guessing your attitude is more reflective of a general approach to selling. If you are in a sales position right now and you don’t trust your company, its product or its pricing, you should take a break and stop being a salesperson.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

DECEMBER 3, 2011

Always have the person’s name and the name of their company on a piece of paper in front of you as you call. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

JANUARY 14, 2012

I feel so strongly about this that I think nearly all companies should have policies that prohibit a salesperson from offering a discount without getting approval from their manager. When they are not allowed to discount, the salespeople tended to refine their selling skills so that they were better equipped to sell at full price.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JANUARY 20, 2012

It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. high profit selling.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

FEBRUARY 28, 2012

Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. There is always a dance going on between a company and a customer. Companies often develop different “price points” for various levels of products and services. high profit selling. April 2008.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

JANUARY 3, 2012

SECRET #2: Search for and identify those companies that are currently doing business with your closest competitors. They’re already sold on what it is you’re selling; the only problem is they’re buying it from someone else. Every organization has turnover and people will move from one company to another company.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

JANUARY 17, 2012

Companies are rarely able to look at everything they need to look at. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

NOVEMBER 29, 2011

high profit selling. selling a price increase. selling skills. Also, isn’t it better to say, “How can [my company] help you?” December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Pipeline

APRIL 27, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. August 2009. April 2009.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

FEBRUARY 20, 2012

Again, this is an opportunity to ask the person with whom you are talking for the names of companies and individuals you may contact who could benefit from what you offer. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 14, 2011

You develop a plan to do one or more of the following: Develop a new selling skills program. They reinforce sales training and help companies maximise their teaching efforts and deliver more sales. high profit selling. selling a price increase. selling skills. December 2008. November 2008.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

FEBRUARY 28, 2012

For some reason, they either believe sales training is the responsibility of the company they work for or they’re so good they don’t need it. high profit selling. selling a price increase. selling skills. Blog , Professional Selling Skills , Sales Training , Sales Training Program , Sales Training Speaker.

System 160

System Motivation Training Hiring 160

The Sales Hunter

JANUARY 30, 2012

“What company is moving into that big office building under construction along the freeway?” It consists of the most fascinating aspects of your job, company or industry. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

DECEMBER 30, 2011

Don’t waste your energy extolling the virtues of how wonderful you and your company are. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. discounting.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 31, 2012

If a customer is not willing to reveal to you something about them or their company that is not known by the general public, then run! If you’re reading this and you work for a large company, you might be saying that it’s impossible for you to do that. high profit selling. selling a price increase.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

NOVEMBER 21, 2011

Therefore, they’re working to help make the company more successful, not themselves: That’s de-motivating.” high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

FEBRUARY 10, 2012

Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Get to know as many people in the company as possible and make sure they know you by name and company. high profit selling. October 2008.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

FEBRUARY 6, 2012

Guest post Monday brings us John Doerr, president of RAIN Group, a sales training , assessment, and sales performance improvement company. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. high profit selling. selling a price increase. April 2008.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

FEBRUARY 7, 2012

high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , leadership. And positivity carries over into how you talk about other people, be that colleagues, other customers, or other people at your prospects company. December 2008. November 2008.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

NOVEMBER 28, 2011

High turnover rates can lead to rash decisions that in turn can lead to significant financial losses for companies. Communicate the culture of your company to the candidate before extending the offer for employment. high profit selling. selling a price increase. selling skills. December 2008.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Sales Hunter

JANUARY 9, 2012

She is CEO of BRODY Professional Development, a business communication and presentation skills company that offers tailored training programs, workshops, keynote presentations, and executive coaching. high profit selling. selling a price increase. selling skills. Blog , Professional Selling Skills.

Motivation 167

Motivation Ideal Customer Profile Negotiation Hiring 167

The Sales Hunter

JANUARY 31, 2012

If you work for a major company, you might be saying this doesn’t apply to you. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

The Sales Hunter

DECEMBER 13, 2011

For many companies, the ability to delay a price increase is no longer an option. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

FEBRUARY 14, 2012

In my recent book, High-Profit Selling: Win the Sale Without Compromising on Price , I explain that “when a business provides its customers with what they need and want, it is able to make a profit. high profit selling. selling a price increase. selling skills. December 2008. November 2008.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 12, 2011

When I started DEEB Realty in 1993 after more than 10 years in the real estate business, I decided to build a real estate company that would specialize in treating agents better than they were treated by competitors in my industry. Yes, even a company that was owned by Warren Buffett was not immune to our wrath. high profit selling.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

FEBRUARY 7, 2012

Whenever one of your customers buys from you, whether that customer is a company or an individual, they are “investing” in what your product or service offers. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

DECEMBER 19, 2011

Add to that an honest assessment of the unique value the company brings to the market. high profit selling. selling a price increase. selling skills. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Brooks Group

OCTOBER 14, 2019

According to research from the Harvard Business Review , companies who weathered downturns successfully (and even prospered) had three things in common. HBR found that companies with a longer-term perspective achieved 4 percentage points higher annual growth during the downturn as well as 2 percentage points higher total shareholder return.

Selling Skills 60

Selling Skills Intent Sales Enablement Competition 60

A Sales Guy

FEBRUARY 2, 2014

Kelly Riggs is an author, speaker, and business performance coach for executives and companies throughout the United States. Kelly is also the founder and president of Vmax Performance Group , a business performance improvement company located in Broken Arrow, OK. Were your responsible for an equal and opposite reaction?

Penetration 115

Penetration ACT Selling Skills Exact 115

Paul Cherry's Top Sales Techniques

DECEMBER 8, 2008

The Company. Billion Dollar Agricultural Biotechnology Company Learns PBR Value Selling Skills. Date: Dec 8th, 2008. In today’s highly competitive agricultural biotechnology sales industry, value selling is one of the more important selling skills needed by top level sales professionals.

Biotechnology 40

Biotechnology Company Pharmaceuticals Selling Skills 40

Hubspot Sales

MARCH 2, 2018

Can I train them on things like selling skills, product knowledge, time saving tools, etc.? There’s some great research from Dave Kurlan and his team at Objective Management Group , highlighted in this article : “In the old days (pre-2008), if salespeople were motivated, then they were probably motivated by money. Recruiting.

Sales Management 105

Sales Management Hiring Top of Funnel Funnel 105

The Sales Hunter

DECEMBER 20, 2011

Salespeople who are frauds have zero regard for following any direction that comes from their boss or their company. Remember, the fake salesperson believes everyone else is stupid, especially those who work for the company, so the best way to be successful is to not do what they may want them to do. high profit selling.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

Delicious Sales

MAY 2, 2012

Selling Skills (528). Company (6279). The factor of company reputation falls on a good public relations practices. By implementing quality, PR strategies, companies won’t just be able to improve their reputation, but monitor public opinion as well. Training (4995). Prospecting (4539). Tools (2872). Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

FEBRUARY 20, 2012

He helps companies, teams, and individuals transform their organizations and accelerate performance through intense focus on interpersonal relationships. Professional Selling Skills Training: Sales Compensation and Sales Commissions. high profit selling. selling a price increase. selling skills.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

Sales Hacker

DECEMBER 23, 2020

Sales requires a perfect balance between hard and soft skills. Things like strong communication are just as important as hard analytical skills. Improving your selling skills is an ongoing process in the world of sales. An online content hub of tools for shifting to remote selling. Sales Hacker Community.

Resources 79

Resources Webinar Metrics Hiring Hubspot 79