The Sales Hunter

DECEMBER 13, 2013

His belief was as long as he completed the sales, then who cares if the customer saw any leadership from him as a salesperson. What is the level of customer satisfaction after the sale? He felt he walked on water and his customers should be truly thankful for the opportunity to buy from him. This guy isn’t selling.

Guarantee 204

Guarantee Selling Skills Maximizer Sales Leadership 204

The Sales Hunter

JUNE 25, 2013

State how they have plenty of options to buy on the “grey market” at a much better price. Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit. Copyright 2013, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

AUGUST 20, 2013

Second, you have to negotiate a price knowing the customer is going to beat you up. Problem is they’ve told the market they discount! Copyright 2013, Mark Hunter “The Sales Hunter.” Blog pricing Professional Selling Skills discount discounting price' ” Sales Motivation Blog.

Discount 197

Discount Selling Skills Negotiation System 197

The Sales Hunter

MAY 7, 2013

First, you’re telling yourself what you’re selling is not worth full price. Second, you’re telling your customers you can be bought at a discount; therefore, you must not be worth it. The idea here is you don’t want your customer base to believe the lower price is the new price.

Discount 194

Discount Strategy Margin Small Business 194

The Sales Hunter

NOVEMBER 19, 2013

Time will become even more important for you, your prospects and your customers. If you sell in the B2B market, this same thing holds true for the customers your customers sell to. Customer loyalty will continue to decrease. Why should a customer stay loyal to you? They are all interconnected!

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

FEBRUARY 26, 2013

A tactical salesperson is focused on the features of what it is they sell. The questions they ask are all geared around getting the customer to think and see why they need what it is they’re selling. The strategic salesperson is focused around the outcomes the customer is looking for.

Margin 249

Margin Motivation Objections Competition 249

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

MARCH 5, 2013

Customers and salespeople alike will always see things differently. The right price is a moving target to marketing when they’re watching competitors all around them picking off their customers with an array of pricing options. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 211

Discount Motivation System Closing 211

The Sales Hunter

FEBRUARY 22, 2013

When you discount your price to close something out, you run a huge risk of altering the price/value relationship of what you have created with your customers. If you must discount your price to do a close-out of some type, do it in a market, industry or area separate from your existing customers.

Discount 181

Discount Closing Margin Resources 181

Delicious Sales

MAY 2, 2012

Marketing (6398). Customer Service (995). Selling Skills (528). Customer (6670). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Topics Major Topics. Sales (12918). Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? Now think of your ideal customer. You are sending them emails and so are your competitors, along with their colleagues, bosses, customers, friends, family members, blog sites, and favorite stores.

Prospecting 223

Prospecting Email Marketing Training Customer 223

Sales Training Connection

OCTOBER 16, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Consultative selling skills. Medical device sales success.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Consultative selling skills. A Classic – ’63 Corvette.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

SEPTEMBER 23, 2013

Even if you have a winning product, the competition is likely to get a product to market that is just as good, at half the price … in half the time it took several years ago. All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Sales Training Connection

JULY 1, 2013

Elite selling – leveraging senior management. In a Fortune 500 company top customers bring in a disproportionate amount of the revenue and profit. And, if you can bring a creative and imaginative focus to these customers both of those numbers can be increased substantially. Knowledge and skill expectations.

Account 109

Account Training Up-Sell Selling Skills 109

Understanding the Sales Force

JULY 22, 2013

The candidate must possess the minimum required sales DNA (the strengths that support successful selling) for their role at your company. The candidate must have the minimum required selling skills for the role. The candidate must meet all of the client-specific selling criteria for the role. Deal breaker. Deal breaker.

Hiring 209

Hiring Face-to-face Territories Selling Skills 209

Gong.io

JANUARY 12, 2021

As a SaaS organization, we have most of the same teams as the companies we sell into — Sales, Product, Customer Success, etc. Stay in front of the customer. Customer Success Manager, Red Reddy. Red has been drinking the Gong champagne since November 2018, living in a world of Customer Success. Manage follow-ups.

Follow-up 118

Follow-up Video Account Objections 118

Sales Training Connection

MARCH 18, 2013

Bain published a particularly interesting article noting that historically companies in the B2B market – “consistently grew their revenue faster than their sales and marketing expenses.”. Over the last several years customers’ expectations about their suppliers have become higher than in times past. Investment. Utilization.

Margin 112

Margin Vendor Face-to-face Sports 112

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. Selling Is a Competitive Sport. Combining Data with Predictive Analytics.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

How to Make Sales and Marketing Meetings More Effective and Impactful. Leah Bell is the Content Marketing Specialist for SalesLoft. The Gist: WoodPecker has a “ mission is to enable all B2B companies to connect with their ideal customers. Direct Mail Marketing: What it is, Why Snail Mail Works, and How to Execute it.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98