The Sales Hunter

APRIL 30, 2013

Think 2 days, 2 weeks and 2 months as your rule for following up. If needs arise you can help with, then move forward immediately with getting another meeting set up with the customer. You can secure repeat sales from existing customers if you follow the 2/2/2 rule. ” Sales Motivation Blog.

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Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

AUGUST 19, 2013

The truth is, though, that when you build your sales plans to make your goal, chances are pretty high that you will MISS your goal!! Many of you are building your 2014 sales goals as you read this, and if you’re not, you need to start. We’ll say you want to achieve $1 million in sales next year. Aim higher!

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

MAY 8, 2013

This goes way beyond “benefits” of what you sell. You have to listen closely enough to your customer and ask enough follow-up questions to ensure you grasp what they really want, even if what they want seems unreachable. Remember — you have to look beyond mere benefits of what you sell.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

JULY 12, 2013

If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know: 1. It’s not every day a salesperson has the CEO in their car and on a sales call with them. You want your sales staff to see you as an asset in these situations.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

JULY 25, 2013

One word sums up what I heard in this salesperson’s approach: Pathetic! I can’t tell you the number of times I wanted to just jump in and tell the salesperson to shut up and let the customer talk. Follow-up on each comment made by the customer. Well, that sums it up. ” Sales Motivation Blog.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Assessing Your Sales Team.

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Territories Scale Guidelines Groups 300

The Sales Hunter

AUGUST 14, 2013

If anything, you need to pick it up while your competition is still on vacation. Instead, race like mad to set yourself up to win big from September to December. Here are 4 quick things you can do now to set yourself up for a big finish: 1. Set up a telephone and email campaign to reach out to each one over the next 4 weeks.

Prospecting 246

Prospecting Selling Skills Campaigns Follow-up 246

The Sales Hunter

SEPTEMBER 12, 2013

Follow-up faster. Too many sales are lost only because the salesperson failed to follow up fast enough. If you attempt to close the sale prior to the prospect having confidence in you, then it’s more likely that the only way you’ll make a sale is with a steep discount.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

JULY 11, 2013

What I mean by this is to be asking follow-up questions on what the customer shares with you. Your objective is to get to the good part of understanding the customer’s needs and wants, and that means asking follow-up questions regarding what they just shared with you. ” Sales Motivation Blog.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. Mark Roberge, Sales VP at Hubspot , is responsible for building one of those kick-ass sales forces and he contributed a guest post to Software Advice on Building a Sales Team the Hubspot Way.

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Lead Rank Lead Scoring Hiring Hubspot 283

The Sales Hunter

JULY 30, 2013

If, on the other hand, the value from the expected outcome is less than the price, then there isn’t going to be a sale. Discounting the price is a non-starter to closing the sale if it’s all about the outcome. St op and ask yourself if you know the expected value that your customers are going to receive from what you sell?

Discount 250

Discount Selling Skills Energy Benefit 250

The Sales Hunter

DECEMBER 12, 2013

They know the value of following up today — taking care of customer requests sooner than later. To them the sales profession is not something they do to pay the bills. To them it’s not work, but rather a challenge they can’t pass up to be continually looking for new avenues to help them succeed.

Consultative Selling 215

Consultative Selling Motivation Call-back Selling Skills 215

The Sales Hunter

JANUARY 12, 2014

How can we expect things to be different in 2014 if wind up doing things the same way we did them in 2013? Challenge yourself on a regular basis with the following question. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 214

Motivation Selling Skills Follow-up System 214

The Sales Hunter

APRIL 11, 2013

It’s not surprising that many CEOs, CMOs and other senior members of a company are not comfortable making sales calls. Below is a list of 9 things to help ensure your next sales call with a senior manager in attendance is as effective as possible: 1. Items of concern the customer may bring up. Areas to explore if possible.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

Understanding the Sales Force

OCTOBER 30, 2013

Understanding the Sales Force by Dave Kurlan Three separate, but related, incidents occurred this week, all having to do with reaching decision makers. I.I.can''t talk to you without following the script. I.I.can''t talk to you without following the script. not having appropriate follow-up materials (17%).

Decision Maker 269

Decision Maker Survey Follow-up Margin 269

The Sales Hunter

FEBRUARY 19, 2013

Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. It is essential to always remember there is no such thing as a final sales call. If a sale can’t be made, there is still a sale that can be made and that’s selling yourself and creating a next step.

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Closing Call-back Follow-up Motivation 230

The Sales Hunter

JANUARY 11, 2013

A great way to demonstrate how well you listen is by asking them a follow-up question on what they shared with you. Nothing conveys listening better than a follow-up question. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

The Sales Hunter

MARCH 4, 2013

Welcome to Sales Motivation Monday! Each Monday I will be dedicating my blog to providing you with a quick tip or idea to help you with your sales motivation. The Sales Motivation Monday blog will provide you with another tool to go along with the Monday Morning Sales Video I release each Monday.

Motivation 191

Motivation Sports Video Sales 191

The Sales Hunter

JANUARY 3, 2013

” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Best way I’ve found to determine how much time to spend on major accounts vs. new accounts is by following one of the ways I’ve listed here. ” Sales Motivation Blog.

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Account Prospecting Guidelines Compensation 204

Understanding the Sales Force

MARCH 14, 2014

Understanding the Sales Force by Dave Kurlan First the links. The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. We recently evaluated a sales force where the salespeople had, on average, only 18% of the attributes of a consultative seller.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

The Sales Hunter

JANUARY 14, 2013

” - 7 Computer/systems errors — those days that just pop up where the computer system is just not working right. - 4 Arguing with the sales manager over the quarterly sales quotas. - 8 Spent in a “deep funk” worrying about not having enough time to sell.

Compensation 247

Compensation Quota Motivation System 247

The Sales Hunter

FEBRUARY 1, 2013

If you want to increase your closing ratio and increase the amount of money you make on each sale, then increase your confidence and increase the level of confidence the customer has in you. ” Confidence not only impacts the initial sale, but it also impacts even more the next sale and the referral sale. .”

Referrals 210

Referrals Motivation Follow-up Objections 210

The Sales Hunter

MARCH 27, 2013

For more details on how to create the right email see the following posts: Email Prospecting: Three Opening Sentence Strategies to Get Your Email Read and Email Prospecting: An Example of a Bad Email Transformed. . Step 3: Create 4 follow-up voice mails. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 214

Prospecting How To Call-back Cold Calling 214

The Sales Hunter

JUNE 27, 2013

Finding new customers is the bane of most salespeople, yet too many times, the reason it is so difficult is salespeople give up too easily. Really, I should say it’s not that salespeople give up too easily — it’s that they just don’t follow-up. Prospecting requires following up again and again.

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Follow-up Prospecting Ideal Customer Profile Selling Skills 259

Jonathan Farrington

JANUARY 7, 2013

We have just been presented with our sales results for 2012, and for the fifth year running I have missed quota – and by quite a long way. The reality is that whilst sales costs continue to rise – salaries, commission payments, cars, expenses etc. Then Sales 2.0 Then Sales 2.0 Best Wishes.

Social Media 38

Social Media Twitter Salary Quota 38

The Sales Hunter

AUGUST 20, 2013

How are you doing in meeting your 2013 goal? Here are 5 steps you can take right now to close more sales faster: 1. The single biggest reason more sales aren’t closed is salespeople give up and fail to follow through. Sell to the customer’s outcome. ” Sales Motivation Blog.

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Closing Discount Referrals Follow-up 255

Understanding the Sales Force

JUNE 11, 2014

Understanding the Sales Force by Dave Kurlan I read somewhere that data was the key to boosting sales. where opportunities stall in your sales process, why they stall. length of sales cycle by salesperson and opportunity type. % Could it be: Poor Sales selection. Ineffective Sales coaching. Poor Sales DNA.

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Data Decision Maker Proposal Trends 241

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. Manage follow-ups. Manage follow-ups: After every call, Jared uses Gong to listen to that call at 2x speed… 2.5x Sales Development Rep, Carolyn Dorricott. Manage deals.

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Follow-up Video Account Objections 118

Gong.io

SEPTEMBER 10, 2021

The 5-time Academy Award-nominated 2013 film, The Wolf of Wall Street , was based on the memoirs of Jordan Belfort. We recently uncovered the the ORIGINAL cold call script used as a the training guide for all sales reps at Stratton Oakmont. As soon as your buyer picks up the phone, start talking. It’s pretty incredible.

Cold Calling 71

Cold Calling Objections Sales Qualified Lead Film 71

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.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

We have prepared the roundup of the best sales blogs just for you! These are the best sales blogs you need to be following to keep your sales blade sharp. Here are the best sales blogs in Slideshare form, or below the presentation are all the individual sales blogs with a little more detail. Sales Hacker.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98