The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Objective of the calls is three-fold. 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

OCTOBER 25, 2013

Recently I’ve been working with a number of salespeople making sales calls that stretch across a wide range of industries, and one thing stands out — Sales Leadership. With each person with whom I’ve worked, it is amazing to me how the demonstration of sales leadership makes a huge impact.

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

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. 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.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

NOVEMBER 12, 2013

Your objective right now is to make your 2013 number. Easy to say the focus is on making the 2013 number, but there are 4 mistakes many salespeople make that wind up costing them money. Failure to verify what you’re selling is available to be shipped this fiscal year. Making your 2013 number is not an option.

Quota 212

Quota Selling Skills Intent Up-Sell 212

The Sales Hunter

JULY 17, 2013

Sure, you may know quite a bit more than your customer, but if you don’t learn to pause at the right time, you may lose the sale. Just because this might be true doesn’t give the saleseperson the right to assume the sales call is their time to play “conquer the enemy.” ” Sales Motivation Blog.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

The Sales Hunter

JULY 26, 2013

CEOs who stand on the side and don’t think they need to be involved in sales other than discussing the business with the VP of Sales in a weekly meeting are failing to understand their role. CEOs must be engaged with sales and understand what is happening in the marketplace. ” Sales Motivation Blog.

Sales Leadership 234

Sales Leadership Selling Skills Sales Motivation 234

The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. That is the objective, so let’s engage them with a discussion.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

JULY 8, 2013

I’m going to throw a wrench into this belief and do it all for the sake of creating sales motivation and getting the week off to a great start. Your first call should be to a customer who you like and likes what you sell. It can be amazing what this does for your sales motivation when you do this first thing Monday morning.

Motivation 224

Motivation Selling Skills Positioning Objections 224

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Time to throw that stuff out and start 2013 on the right foot. It’s free.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Sales Hunter

AUGUST 5, 2013

Do you really think your customer wants to sit through your boring sales presentation? The objective of a sales call is to have a discussion with the customer. The objective is to engage them and find out their needs. The more engaging you are with the customer, the more likely you will be in closing the sale.

Closing 198

Closing Consultative Selling Motivation Selling Skills 198

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.” Is my talent aligned to accomplish this objective? At this point ‘A’ Players should be very involved in Social Selling.

Territories 300

Territories Scale Guidelines Groups 300

The Sales Hunter

AUGUST 30, 2013

If you want to strengthen your sales leadership skills, though, these types of meetings are exactly the situations you need. Identify key objectives of the company. The CEO is only interested in “investing” in products and services that better equip the company to meet its objectives.

Sales Leadership 204

Sales Leadership Meeting Transportation Consultative Selling 204

The Sales Hunter

DECEMBER 9, 2013

And if we can get the two to equal, then we have a sale. The challenge we have as salespeople is to accept that the selling concept of “price equals value” is just that a myth. The objective we have as salespeople is to present a compelling value picture for the customer. ” Sales Motivation Blog.

Selling Skills 225

Selling Skills Maximizer Benefit Motivation 225

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. This article lists the top 10 sales management competencies. Selling skills! c) Copyright 2013 Dave Kurlan

Hiring 242

Hiring Sales Management Territories Analysis 242

The Sales Hunter

NOVEMBER 14, 2013

In fact, great salespeople love to hear rejection early on in a sales call, because they know the most valuable asset they have is their own time. The number one part left off a sales presentation is the close. . In fact, many times they will move rapidly in a sales presentation to the point where the customer may tell them “no.”

Customer 196

Customer Selling Skills Proposal Intent 196

The Sales Hunter

JULY 1, 2013

It’s time to reveal the secret of sales leaders who are at the top o f their game. It’s time for you to become an opium user too, if you expect to become a high-performing sales leader. Using OPiuM in your role as a sales leader allows you to move far beyond what would normally be possible. How can you engage them?

Consultative Selling 193

Consultative Selling Motivation Selling Skills Sales Leadership 193

The Sales Hunter

APRIL 9, 2013

We talk about the need to be productive, yet we find ourselves conducting sales meetings that are a waste of time. If the time and money is going to be spent bringing the sales force together, then the focus must be on something that is going to create change. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

The Sales Hunter

OCTOBER 30, 2013

Objective is to be able to take each goal and learn something new from it you can then apply to something else. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Professional Selling Skills Sales Motivation goal setting goals sales motivation'

Motivation 243

Motivation Selling Skills Account Objections 243

The Sales Hunter

MAY 3, 2013

For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. Many times for sales managers, they don’t understand how their emails are being received. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. At what point during the sales process are they doing this? Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 250

Customer Direct Response Selling Skills Motivation 250

The Sales Hunter

OCTOBER 17, 2013

When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Take a look at your sales process.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

The Sales Hunter

JULY 11, 2013

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. On your next sales call, focus your questions on what they’ve already told you.

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

The Sales Hunter

SEPTEMBER 12, 2013

Your objective when you meet with a prospect is to allow them to share with you a piece of personal information which you can then use to start off the next conversation you have with them. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Follow-up faster.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

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. I’m very much against using price to close year-end sales for two simple reasons. Copyright 2013, Mark Hunter “The Sales Hunter.” Don’t hold back.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

FEBRUARY 15, 2013

The urge to cut your price to close a sale is something we all face, and for many salespeople, it’s almost a daily occurrence. Suddenly the urge to do something stupid just to close a sale is not nearly as strong. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

The Sales Hunter

DECEMBER 17, 2013

If they’re going to be seen as a sales leader, then they must subscribe to a level of ethics that forms the foundation of everything they do. The objective is to have someone else hold you accountable, just as you will help hold them accountable. Copyright 2013, Mark Hunter “The Sales Hunter.”

Motivation 196

Motivation Selling Skills Account Influencer 196

The Sales Hunter

JANUARY 11, 2013

The objective is not only to share something with them, but also to find out what they think about it. Your objective with the informed calling process is to establish a relationship either live or via voicemail that allows the other person to begin to have confidence in you. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 197

Prospecting Follow-up Objections Motivation 197

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Long Sales Cycles.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

The Sales Hunter

MARCH 12, 2013

The conversation always seems to be on how to lower a price to allow more sales to be made. Can a cheap price hurt your sales? First, we’re changing how customers view and feel about the price-to-value relationship on what we sell. Second point is the one of changing your sales process because of lower gross margins.

Margin 221

Margin B2C Ideal Customer Profile Segment 221

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. The Objective Management Group (OMG) Sales Candidate Assessment said that he would have difficulty calling on Senior Executives and, of course, he was struggling.

Decision Maker 269

Decision Maker Survey Follow-up Margin 269

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. Sales managers reading this — try it! Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

FEBRUARY 26, 2013

Your objective might be to merely get a time later in the day when you can call and have time to talk. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. If this is the case, be aware that your call needs to be short.

Conference 250

Conference Motivation Objections Course 250

The Sales Hunter

FEBRUARY 26, 2013

The objective is for you to be seen as being different from other salespeople. Yes, this strategy can and will create sales, but they will never be at the higher price point or for the longer duration that the strategic salesperson is achieving. Copyright 2013, Mark Hunter “The Sales Hunter.”

Margin 249

Margin Motivation Objections Competition 249

Understanding the Sales Force

JUNE 30, 2014

Understanding the Sales Force by Dave Kurlan. When a great salesperson is recommended by Objective Management Group''s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed? Click here to request a sample of OMG''s Sales Candidate Assessment.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Sales Training Connection

OCTOBER 16, 2013

Medical device sales success. Key Account Managers (KAMs) in Medical Device Sales . Before we examine some of the advantages, it is important to note that KAMs are not just territory sales reps with another label. This level and type of conversation is now a requirement for sales success. Some Sales 2.0

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

The Sales Hunter

MARCH 19, 2013

No, but like the vast majority of sales strategies, you have to know when and how to use it. The technique of ignoring the price increase can work effectively when the customer you’re selling to has demonstrated a less-than-assertive approach to the sales process. Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 214

Discount Motivation Objections Strategy 214

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