The Sales Hunter

JANUARY 27, 2012

5 Sales Training Tips for Sales Managers AND Salespeople. Jan 27, 2012. 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.

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Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

DECEMBER 13, 2011

The Best Way to Get Ready for Your 2012 Price Increase. The best way to get ready for your 2012 price increase? The key is for each member of the sales team to believe in the price increase. This includes not just the salespeople on the street, but also sales management and everyone else. discounting.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

FEBRUARY 20, 2012

Sales Managers Have the Hardest Job in Sales. Feb 20, 2012. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. In most cases, sales managers earn less than their top salespeople.

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Motivation Sales Management Hiring Negotiation 220

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. Sales Strategy. 5.1.1 Channel strategy (link to Sales Strategy player).

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Hiring Collateral Lead Rank Trade Show 70

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. But they will definitely miss quota if sales managers continue to focus on the wrong behaviors and don’t shift their priorities.

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Account Referrals Sales Qualified Lead Quota 189

The Sales Hunter

MARCH 3, 2012

14 MORE Sales Motivation Quotes to Keep You Going! Mar 03, 2012. As promised in my post 10 Sales Motivation Quotes to Get You Going , here is my follow up with 14 more sales motivation quotes of mine. As you look to make this month one of your best, consider these for sales motivation and inspiration. discounting.

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Motivation Hiring Ideal Customer Profile Negotiation 250

The Sales Hunter

MARCH 2, 2012

10 Sales Motivation Quotes to Get You Going! Mar 02, 2012. Over the years, I’ve come up with a number of sales motivation quotes. The only good sale is one that leads to the next sale. Check back tomorrow when I share more sales motivation quotes to get you going! ” Sales Motivation Blog.

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Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

JANUARY 20, 2012

Jan 20, 2012. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. Yes, so you could say the salesperson go the sale. Yes, so you could say the salesperson go the sale.

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Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

FEBRUARY 21, 2012

Feb 21, 2012. Well, the salesperson who doesn’t discover what the customer wants will always be quick to discount price in order to get the sale. Getting the sale no matter the loss in profit becomes an over-riding drive. Think you’ll make up that lost profit in quantity of sales? discounting.

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Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

FEBRUARY 27, 2012

7 Sales Prospecting Ideas That Work. Feb 27, 2012. The biggest item on the “to do” list of most salespeople is finding good sales leads. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting.

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Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 2, 2012

What is Sales Leadership? Feb 02, 2012. I’ve always said that those who demonstrate leadership will succeed in their sales career. The phrase I use is “sales is leadership and leadership is sales.” Copyright 2012, Mark Hunter “The Sales Hunter.” discounting.

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Sales Leadership Motivation Training Hiring 240

The Sales Hunter

FEBRUARY 14, 2012

Feb 15, 2012. Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. I was willing to sacrifice profit — to lessen it’s significance, in order to get a sale. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 2, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. I want a Weekly Sales Tip! February 2012.

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Motivation Training Hiring Ideal Customer Profile 275

Your Sales Management Guru

OCTOBER 8, 2012

Sales Management: Finish Off October, Set Up November. During October: · Increase your days per week for one on one sales strategy coaching time to validate all salespeople know “where” they are in the sales cycle and have asked the proper questions. Acumen Management Group Ltd. Acumen Management Group Ltd.

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Sales Management Discount Vendor Follow-up 76

The Sales Hunter

JANUARY 5, 2012

Book Review: The Challenger Sale. Jan 05, 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. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 6, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. I want a Weekly Sales Tip! February 2012.

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Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

FEBRUARY 8, 2012

Feb 09, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training.

Social Media 189

Social Media Media Strategy Prospecting 189

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Random Walk Down Sales Street.

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Pipeline Hiring Top of Funnel Cold Calling 212

The Sales Hunter

JANUARY 6, 2012

January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” ” If you’re wondering who made it the official “Prospecting for Sales Month,” well, it was me. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

FEBRUARY 7, 2012

Feb 08, 2012. This all just creates a vicious cycle of discounting. High-Profit Selling: Win the Sale Without Compromising on Price. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sales Motivation and Pricing: Are You Giving Away Your Profit? discounting.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

FEBRUARY 16, 2012

Feb 16, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Networking: "22 Tips to Use at Your Next Networking Event" "Networking is a Con Game" 10 Deadly Sins to Kill Your Sales Motivation. discounting. phone sales tips. sales goals.

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Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

JANUARY 17, 2012

Jan 18, 2012. I’ve had it with the sales pundits who proclaim cold-calling has no place in today’s business world. The objective is for the person you’re attempting to reach to see you as a value added person and not a salesperson out for the quick sale. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Cold Calling Motivation Ideal Customer Profile Negotiation 209

The Sales Hunter

NOVEMBER 22, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. I want a Weekly Sales Tip! February 2012.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

FEBRUARY 28, 2012

The Power of the “Ultra-Price Package” Feb 28, 2012. Your customer will be less likely to ask for a discount, because they believe they are already getting a good deal. The ultra-price package can boost the price confidence of the sales team. Because of this, they are quick to discount in order to close a sale.

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Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

FEBRUARY 23, 2012

Feb 23, 2012. Do you want to be a leader and not just a manager? Although managers are concerned about a result, leaders are also concerned about why a result occurred. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. What is Sales Leadership? discounting.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

NOVEMBER 29, 2011

For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips.

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Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

FEBRUARY 20, 2012

Feb 21, 2012. Generating sales leads is not the sole responsibility of the marketing department. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. discounting. phone sales tips. sales goals. sales manager. sales motivation.

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Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 23, 2011

Many times I feel this is the difference between full-price and a discount. The natural reaction by the non-confident salesperson is to either forgo attempting to close the sale or attempting to close by offering a discount. discounting. phone sales tips. sales goals. sales manager. sales tips.

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Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 16, 2012

Confessions from a Motivational Sales Speaker. Jan 16, 2012. I’m asked frequently if I am a motivational sales speaker, and whenever I’m asked, I respond, “No.” I’ve had sales managers ask if I can motivate their team. Copyright 2012, Mark Hunter “The Sales Hunter.”

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Motivation Hiring Ideal Customer Profile Negotiation 172

The Sales Hunter

NOVEMBER 22, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. I want a Weekly Sales Tip! February 2012.

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Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 24, 2012

Feb 24, 2012. I know you won’t find this shocking, but I regularly meet people who have no business being in sales. You will either subtlety talk the customer out of buying or you will regularly discount the price. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 4, 2012

6 Sales Negotiation Tips You MUST Know. Feb 04, 2012. There’s no reason to enter into sales negotiation with anyone if you can sell to them instead. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. 5 Sales Negotiation Strategies that Work. discounting.

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Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

MARCH 5, 2012

Sales is Leadership, Leadership is Sales. Mar 05, 2012. Recently I shared with you 10 sales motivation quotes to get you going and 14 more quotes to keep you going. If there’s one sales motivation quote I value the most it would be “Sales is leadership, leadership is sales.”

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Motivation Hiring Ideal Customer Profile Negotiation 152

The Sales Hunter

DECEMBER 9, 2011

discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation. sales success. sales tips. sales training. sales training tip. the sales hunter. time management. I want a Weekly Sales Tip! February 2012.

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Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 3, 2012

Jan 04, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Secrets of a Motivational Sales Speaker. discounting. phone sales tips. sales goals. sales manager. sales motivation. sales negotiation.

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Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

FEBRUARY 7, 2012

Feb 07, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Related posts: Sales Motivation: You Never Know Who Could Be Your Client Someday. Sales Leadership: Building Culture to Increase Profits. 3 Ways to Become More Passionate About Sales. discounting.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

JANUARY 7, 2012

Jan 07, 2012. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. Sales motivation is about having momentum and that comes from being motivated. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting.

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Motivation Hiring Ideal Customer Profile Negotiation 193