The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

Score More Sales

JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate or stumble to answer, they know you are not seasoned.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call. From voice mail to talk track to impact question to handling the most common objections. So if you need prospect to deliver sales against quota, this is the webinar for you.

Cold Calling 276

Cold Calling Webinar Metrics Conversion How To 276

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Profit Builders is the pioneer of management coach training that helps salespeople and managers worldwide consistently achieve their business objectives faster through their proven sales coaching methodology and framework.

Company 119

Company Training Sales Coaching Coaching 119

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.:

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

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. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

SBI

DECEMBER 18, 2012

You still need to talk with the right prospects, at the right time, about the right things, so they can determine whether you have the right solution, in order to make a purchase decision. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle. And we have big plans for 2013.

Vendor 128

Vendor Sales Cycle Software Software 128

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. It might be a prospect who has zero probability of buying, yet you are still pouring time into this person. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. .

Motivation 230

Motivation Video Prospecting Sales Process 230

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. Get Prospect to an Emotional level. Quantify the value of the prospect''s opportunity or cost of their problem. c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

The Pipeline

JULY 3, 2013

But no, given the opportunity they offered up not quite a toaster, but a tablet, how 2013 is that? As sellers we need fix our lens on the buyers’ objectives and priorities, and work with the buyer towards those ends. It sounds straight forward, but continues to be a challenge. Sales Process Sales Success Tibor Shanto'

Banking 293

Banking Opportunity Objections Intent 293

Understanding the Sales Force

SEPTEMBER 9, 2013

The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are four possible explanations for this considerable drop. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Pipeline

SEPTEMBER 23, 2013

Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

The Pipeline

DECEMBER 30, 2013

And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. Well a lot of prospects don’t have “problems”, and therefore don’t see the need for a solution. Talking – Yes, you’ve heard this before, but did you listen. Tibor Shanto.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

The Sales Hunter

SEPTEMBER 20, 2013

Objective of the calls is three-fold. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. Third objective is being able to get a meeting during difficult periods. Copyright 2013, Mark Hunter “The Sales Hunter.” It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

JUNE 25, 2013

Their objective isn’t to take advantage of you, even if it does feel that way at the time. Their objective is to help reduce the cost of buying for their company. Copyright 2013, Mark Hunter “The Sales Hunter.” If you do, the buyer knows it and will work you over even more. Stay calm and resolute in your offer.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. The objective for each was to identify growth opportunity and align resources accordingly. Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Won deals in half the time.

Opportunity 316

Opportunity Strategy Banking Territories 316

The Sales Hunter

OCTOBER 29, 2013

We’ve all had situations where out of nowhere a prospect emerges. In fact, the prospect contacted you first. The prospect who calls you asking for your price is most likely doing it to help them rationalize why they should buy from whoever it is they’ve already met with. ” Sales Motivation Blog.

Customer 259

Customer Call-back Negotiation Prospecting 259

Understanding the Sales Force

FEBRUARY 11, 2013

Prospects and customers are attempting to commoditize everything you sell. When everything looks the same, prospects focus on price. Unfortunately, Objective Management Group's (OMG) data on 650,000 salespeople shows that they only possess, on average, 21% of the attributes of a consultative seller.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

The Sales Hunter

JUNE 5, 2013

If your customer is responding indifferently, it’s likely you’re insulting the prospect by repeating what they already know. Your objective as a salesperson in today’s business climate is to bring to customers a level of confidence and insight they could not gain from the Internet. ” Sales Motivation Blog.

Customer 250

Customer Direct Response Selling Skills Motivation 250

The Sales Hunter

NOVEMBER 14, 2013

Second, it allows the great salesperson to determine if the customer/prospect is worth the salesperson’s time. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting overcoming objections prospect prospecting selling skills'

Customer 196

Customer Selling Skills Proposal Intent 196

Understanding the Sales Force

MAY 10, 2013

Telling a prospect what your value proposition is, does not build value. 40% of all salespeople don''t determine whether their prospect is able to spend what they are about to propose. 47% of all salespeople believe that if they hold their ground on price, regardless of how they do it, their prospect won''t like them anymore.

Negotiation 304

Negotiation Proposal Competition Positioning 304

The Sales Hunter

OCTOBER 29, 2013

Schedule a meeting or minimally a phone call with each of your existing customers, with one very upfront objective and that is to get more volume now. Second, accelerate the level of activity you’re having with prospects you’re close to closing. Third, devote an extra 30 minutes per day to telephoning warm prospects.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

Score More Sales

NOVEMBER 25, 2013

Among entrepreneurs, we call it the “bright shiny object syndrome” For people with ADD or ADHD it can be an extremely difficult situation. If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Are you in sales and get distracted easily?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

The Sales Hunter

OCTOBER 25, 2013

This is true when working with an existing customer and when courting a prospect. No, they relish both as an opportunity to dialogue more with the prospect and to engage them in an even deeper discussion. Copyright 2013, Mark Hunter “The Sales Hunter.” All of this discussion allows for one very simple thing to occur.

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

The Sales Hunter

SEPTEMBER 26, 2013

That is the objective, so let’s engage them with a discussion. Your objective is to know what you sell and know it so well that you don’t need anything other than the questions you want to ask. Copyright 2013, Mark Hunter “The Sales Hunter.” We want customers talking and we want them engaged.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

Understanding the Sales Force

MAY 28, 2013

Understanding the Sales Force by Dave Kurlan What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years? c) Copyright 2013 Dave Kurlan' What if we could do what Bill James and a bunch of sabermaticians have done in Baseball?

Revenue 199

Revenue Groups Objections Competition 199

The Sales Hunter

JULY 11, 2013

I’m a firm believer in having questions to ask a customer or prospect. Your objective in peeling an onion is to get to the good part. 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.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

Understanding the Sales Force

MAY 28, 2013

Understanding the Sales Force by Dave Kurlan What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years? c) Copyright 2013 Dave Kurlan' What if we could do what Bill James and a bunch of sabermaticians have done in Baseball?

Revenue 196

Revenue Sales Leadership Groups Objections 196

The Sales Hunter

FEBRUARY 15, 2013

An easy way to help you control this urge is by always carrying with you a list of all of the customers/sales prospects that are in your pipeline. ” The answer here is to make sure you always have with a list of the next 20 prospects you’re going to call on. Copyright 2013, Mark Hunter “The Sales Hunter.”

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

Understanding the Sales Force

NOVEMBER 6, 2013

That fear - and most salespeople aren''t even consciously aware of it - prevents them from: Making prospecting calls. Making enough prospecting calls. Challenging a prospect''s thinking, plan, or position. Dealing with objections. c) Copyright 2013 Dave Kurlan' Getting through to decision makers. Qualifying.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Understanding the Sales Force

MAY 22, 2013

Forget for a moment all of the data from Objective Management Group showing that 74% of all professional salespeople suck. Pressure and Emotion are in 3 of my first 5 and 52% of salespeople become too emotional to remain objective. c) Copyright 2013 Dave Kurlan' The context is that everyone can sell their ideas.

Hiring 308

Hiring Cold Calling Commission Call-back 308

The Pipeline

SEPTEMBER 5, 2012

Also remember that while they may have numerous objectives, they only have so much time, so help them prioritize and narrow down what is really doable in a successful way in the next 15 weeks, and what is not. If you cannot identify those prospects, what is your plan to get new prospects in your pipeline, in time?

Harvest 257

Harvest Pipeline Knowledge Base ACT 257

Understanding the Sales Force

OCTOBER 16, 2013

If we were doing the technical work on this new feature we would have to identify all of the scenarios where the alarm would be triggered - points from which our salespeople would temporarily or permanently be operating in the dark with a given prospect or opportunity - otherwise it would be a useless feature. c) Copyright 2013 Dave Kurlan'

Decision Maker 196

Decision Maker Proposal Vendor ACT 196

The Sales Hunter

JUNE 3, 2013

Your objective is to be ready for the curve ball even before it gets thrown at you. . Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Sales Motivation prospect prospecting question questioning sales motivation sales questions' ” Sales Motivation Blog.

Motivation 190

Motivation Face-to-face Objections Prospecting 190

The Sales Hunter

MAY 23, 2013

What this means is prospecting does not have the same merit for customers as it used to. This meant a good prospecting salesperson could at least generate a large number of introductory sales calls. Your objective is to use what they say to help guide you as to what level of re-education you need to do.

Sales Cycle 199

Sales Cycle Cold Calling Consultative Selling Education 199

Score More Sales

SEPTEMBER 16, 2013

Being a remote professional (virtual) rep means that you have no body language to read because your prospective client is talking to you over the phone. The first thing is that they need to understand what they have going for them as a virtual rep, and what they don’t have going for them anymore.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182