2013 Follow-up Selling Skills Training 
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. That could be the punchline but it''s not.
The Sales Hunter
MAY 8, 2013
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. Recently I did some training for a large organization.
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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.”
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.
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.
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.
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.
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