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. Secure a next step.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

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. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting prospect prospecting' Make sure the discussion is about the customer, not about you.

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. Same thing with your conversation.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

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. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

AUGUST 22, 2013

While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Don’t use it as a data dump that winds up doing nothing but turning off the prospect. Copyright 2013, Mark Hunter “The Sales Hunter.” The value of this is two-fold.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

The Sales Hunter

JULY 30, 2013

St op and ask yourself if you know the expected value that your customers are going to receive from what you sell? . Have you followed up with your old customers to get them to share with you? Copyright 2013, Mark Hunter “The Sales Hunter.” If you haven’t, you need to start right now.

Discount 250

Discount Selling Skills Energy Benefit 250

The Sales Hunter

AUGUST 19, 2013

Better yet is if everything does fall into place, you will wind up achieving a number far above your stated goal. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. Copyright 2013, Mark Hunter “The Sales Hunter.” Don’t build plans to make your goal.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

DECEMBER 12, 2013

They know the value of following up today — taking care of customer requests sooner than later. 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. Copyright 2013, Mark Hunter “The Sales Hunter.”

Consultative Selling 215

Consultative Selling Motivation Call-back Selling Skills 215

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Copyright 2013, Mark Hunter “The Sales Hunter.” Areas to explore if possible.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

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. Blog Closing a Sale Motivational Sales Speaker Professional Selling Skills Sales Motivation sales motivation' ” Sales Motivation Blog.

Motivation 214

Motivation Selling Skills Follow-up System 214

Understanding the Sales Force

OCTOBER 30, 2013

I.I.can''t talk to you without following the script. not having appropriate follow-up materials (17%). not having appropriate follow-up materials (17%). Present: Only 14% of reps thought their presentation skills deserved a “C” or lower, while managers rated reps with a “C” or worse 43% of the time.

Decision Maker 269

Decision Maker Survey Follow-up Margin 269

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. In this event, you may end up letting multiple reps go.

Territories 300

Territories Scale Guidelines Groups 300

The Sales Hunter

JULY 12, 2013

When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company. Send a follow-up note to the customer and copy the salesperson. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .”

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Understanding the Sales Force

SEPTEMBER 11, 2013

By the time training is over, they will rank in Google for a few dozen keywords in their market, have a few dozen followers on Twitter and have written a few dozen blog articles. The problem with the 5 that Mark identified is that none of them speak to either sales DNA, Commitment, Desire or selling skills.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? Salespeople with a low Figure-it-Out Factor (FIOF) don''t pick things up very quickly. That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. Consultative selling is not what most people think it is.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

The Sales Hunter

FEBRUARY 19, 2013

Second thing this does is it then opens the door to come back to the customer with follow-up information to help address their issues. If you have not taken the time for the two of you to agree, then you don’t have the leverage to come back to the customer for a follow-up meeting. ” Sales Motivation Blog.

Closing 230

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.” Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

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. - 8 Spent in a “deep funk” worrying about not having enough time to sell. 41 Selling Days per Year. Copyright 2013, Mark Hunter “The Sales Hunter.”

Compensation 247

Compensation Quota Motivation System 247

The Sales Hunter

JANUARY 3, 2013

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. Over the years, I’ve found these two guidelines to be quite accurate and people have told me they have been able to achieve far greater results than they expected by following them.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

FEBRUARY 1, 2013

Follow-up sales become more routine, and only when confidence exists do referral sales have a chance for developing. Confidence sells. Copyright 2013, Mark Hunter “The Sales Hunter.” .” 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

MARCH 4, 2013

If you are not already signed up to receive the Monday Sales Video, be sure to do so by following the link at the bottom of this post. Selling is about helping our customers achieve something they did not think was possible. ” Copyright 2013, Mark Hunter “The Sales Hunter.” Others can’t define me.

Motivation 191

Motivation Sports Video Sales 191

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.

Follow-up 259

Follow-up Prospecting Ideal Customer Profile Selling Skills 259

Jonathan Farrington

JANUARY 7, 2013

We have a superb CRM system, which I use rigorously; last year we bought a new lead tracking and management solution; we have a social media strategy in place, and I spend lots of time on Twitter and LinkedIn – in fact I have 4000 Twitter followers and 50 LinkedIn recommendations. Best Wishes. Then Sales 2.0

Social Media 38

Social Media Twitter Salary Quota 38

The Sales Hunter

AUGUST 20, 2013

How are you doing in meeting your 2013 goal? The single biggest reason more sales aren’t closed is salespeople give up and fail to follow through. We’ve all seen studies that show the importance of following up, and yet so few people actually do it. Sell to the customer’s outcome.

Closing 255

Closing Discount Referrals Follow-up 255

Understanding the Sales Force

JUNE 11, 2014

Poor consultative selling skills. Lack of listening and questioning skills. Inability to Sell Value. Poor Closing Skills. You can learn more about that by watching this 2-minute video: Image Copyright: tashatuvango / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Lack of Accountability. Unqualified Demos.

Data 241

Data Decision Maker Proposal Trends 241

Gong.io

JANUARY 12, 2021

Manage follow-ups. Manage follow-ups: After every call, Jared uses Gong to listen to that call at 2x speed… 2.5x Jared follows a pretty strict formula in his post-call follow-up emails and uses the recording to fill in holes and check himself. Here is how Jared uses Gong to: . Manage deals.

Follow-up 118

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. As soon as your buyer picks up the phone, start talking. They could look like, “Tell me about what keeps you up at night?”. Note the “if yes” follow-up question — also closed. Lead with intention.

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. Be Persistent. call attempts.

Data 86

Data Hiring Analytics Top of Funnel 86

LeadFuze

AUGUST 5, 2021

These are the best sales blogs you need to be following to keep your sales blade sharp. 24 Examples of Sales Follow Up Email Subject Line. The Gist: You can almost not keep up with the sheer volume of content generated by the sales (Read. Sell) and marketing (Where Marketers Go to Grow) blogs on the site.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98