The Sales Hunter

JANUARY 14, 2014

Does your company have a “No Negotiation” policy when it comes to sales? Everyone must understand the damage discounting does to profit. Sales team must understand and believe in the product offering. Management and Sales team must be prepared to lose some sales early on. ” Sales Motivation Blog.

Policies 225

Policies Negotiation Discount Motivation 225

The Sales Hunter

FEBRUARY 4, 2014

SECRET 5: Don’t offer discounts. In the end this is a pretty simple thing, yet so many salespeople still resort to offering a discount. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. Copyright 2014, Mark Hunter “The Sales Hunter.”

Discount 241

Discount Face-to-face Selling Skills Groups 241

The Pipeline

JUNE 30, 2014

But tomorrow will not be a happy day for many businesses, sales people and sales organizations. July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. Seems like a lot more bother than hitting the delete button, or better yet given that it is 2014, just have it go straight to junk.

Cold Calling 302

Cold Calling Government Direct Mail Advertising 302

The Sales Hunter

JANUARY 28, 2014

Objective for most salespeople is to ensure their sales reach a specific dollar amount. The best way to do this is to minimize the use of discounts and maximize the revenue from each sale. They feel the only way they can close sales is with a discount. Copyright 2014, Mark Hunter “The Sales Hunter.”

Discount 185

Discount Selling Skills Objections Maximizer 185

Understanding the Sales Force

AUGUST 15, 2014

Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. Big Ticket Sale. Long Sales Cycle.

Inbound 264

Inbound Hiring Hubspot Lead Gen 264

The ROI Guy

SEPTEMBER 4, 2013

Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014. More decision makers Many of you who have been involved in a sales cycle over the past few years realize there are more decision makers now involved in the average IT purchase decision.

Discount 94

Discount Decision Maker Sales Cycle ROI 94

The Sales Hunter

JANUARY 21, 2014

You’ve had a great sales call, the customer is motivated, they’re ready to buy and you know you can close the deal. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

Negotiation 244

Negotiation Discount Margin Selling Skills 244

SBI Growth

DECEMBER 26, 2013

Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales rep for a B2B technology firm. This post will also help HR and Sales leaders answer a vexing question: “What do we need to do to retain and empower our top sales talent?” It started at 6:15 a.m.

Hiring 282

Hiring SAP Study Retention 282

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Relying Heavily on Discounts.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

The Pipeline

JULY 18, 2013

Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead. As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. ” Ingrid B.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

The Sales Hunter

MARCH 7, 2014

SPS — Sales Prevention Syndrome — is the great killer of salespeople. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Are you fast to offer the customer a discount the second you sense a hesitation on their part to buy? ” Sales Motivation Blog.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

SBI Growth

OCTOBER 18, 2013

The VP of Sales is pulled in a thousand different directions. Sign-up here to get the Sales VP Allocation Time Tracker and Sales Stage Checklist. Sign-up here to get the Sales VP Allocation Time Tracker and Sales Stage Checklist. The typical sales VP looks at late-stage opportunities. Super Closer indeed.

Opportunity 303

Opportunity Negotiation Discount Follow-up 303

The Sales Hunter

FEBRUARY 24, 2014

Before the sale begins, you must determine what the minimum is, and not only do you need to know what it is but your boss does too. The result will be you’ll find yourself having fewer serious discussions regarding price, because you’ll be closing more sales at full price due to your confidence and control of the process.

Negotiation 215

Negotiation Discount Face-to-face Selling Skills 215

The Sales Hunter

FEBRUARY 18, 2014

Salespeople always want a higher price and don’t want to offer a discount to close the sale. With the level of confidence so high, it means 100% of the sales process should be centered around building confidence in the customer’s mind. Copyright 2014, Mark Hunter “The Sales Hunter.”

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229

The Pipeline

JUNE 30, 2014

But tomorrow will not be a happy day for many businesses, sales people and sales organizations. July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. Seems like a lot more bother than hitting the delete button, or better yet given that it is 2014, just have it go straight to junk.

Cold Calling 120

Cold Calling Government Direct Mail Advertising 120

Sales Hacker

NOVEMBER 9, 2020

But with the rapid advancement of tech and so many options on the market, choosing the right technology for your sales team can seem like a tall mountain to climb. This benefits you, the sales leader trying to develop their sales stack in two large ways — reduced cost (in most cases) and reduced risk. Vendor Consolidation.

Lead Rank 117

Lead Rank Lead Scoring Trends Report 117

criteria for success

APRIL 27, 2022

Barra became the CEO of GM in 2014, making her the first female CEO of a major international automaker. In 1994, Amazon was a little-known online bookstore that tried to break even by selling books at a discount. Let's Talk Sales! Here are three examples of transformational leaders: Mary Barra, Jeff Bezos, and Nelson Mandela.

Examples 52

Examples Scale eBook Discount 52

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. Organizational Goals.

Webinar Metrics 120

Webinar Metrics Strategy Hiring Hubspot 120

Sales Training Connection

FEBRUARY 21, 2014

Sales reps – delivering the bad news challenge. Regardless of how bad the bad news – part of becoming a top sales performer is learning how to deliver bad news skillfully. Assume personal responsibility for what happened – don’t pass the buck to someone else on the sales or project team. . ©2014 Sales Momentum ®.

Face-to-face 117

Face-to-face Customer Discount Training 117

The ROI Guy

JANUARY 16, 2014

For IT solution providers who may be using these forecasts to invest in a turnaround for 2014 revenues, another flat year could have significant implications for your organizations and your career. Highly empowered – privately controlling the decision making process with ever more competition for each deal and more discounting, b.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

SBI

JULY 30, 2013

To increase sales productivity, you have to reduce or eliminate the tasks that aren’t productive. In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. Research shows that on average, sales reps spend only 35% of their time selling. Is your sales process full of Muda?

Sales Process 131

Sales Process Transportation Collateral Cold Calling 131

The ROI Guy

JULY 15, 2015

YoY decline from 2014 levels. We think the decline goes beyond just currency, pointing to a major "sea change" in technology purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy if you don’t adjust to the changing landscape. increase for the year.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

APRIL 8, 2014

trillion in 2014, a 3.2% Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. For IT solution providers who may be using these forecasts and expecting a turnaround in 2014 revenues, we urge extreme caution. for the year. Click here to learn more. #2

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Bernadette McClelland

JANUARY 19, 2017

You’re saying I won’t get the discount if I don’t sign today? ‘Oh They believe people act out of self-interest, that there are ulterior motives and in the sales environment you see it with buyers who believe salespeople are only in it for their benefit – the money! Oh well, no problems. The Sycophantic.

Scale 150

Scale Journal Decision Maker Fashion 150

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

The ROI Guy

MARCH 1, 2016

Financial justification is the new language of IT selling, where CFOs are more involved through all stages of the purchase decision, and procurement is there to demand a discount if you lead with product and price vs. value. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments.

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

FEBRUARY 5, 2014

Your Sales Reps are being invited later and later into the decision making process, and at the same time, the stakes for engaging earlier have never been higher. More and more of the decision making process is conducted without the assistance of your Sales Reps. And this “do it themselves painting” may not match your solution at all!

Research 81

Research Social Media ROI Discount 81

Cincom Smart Selling

MARCH 11, 2016

As a channel manager, you know that your indirect sales channel can be an excellent source of revenue. The first and probably biggest challenge is visibility—just knowing what’s out there as sales-in-process. Are our sales incentives working? As a manager, it sheds light on where the business is in the sales process.

Channels 54

Channels Video Face-to-face Licensing 54

Customer Centric Selling

JULY 23, 2018

It’s the norm now for companies to track and measure the experience of their customers after the sale, and spending for customer retention programs is on the rise. A 2014 Harvard Business Review survey found 53% of executives saw customer experience management as a potential competitive advantage and 45% made it a strategic priority.

Scale 80

Scale Customer Lead Rank Lead Scoring 80

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. It's time for reps to put away their timetable and stop focusing solely on hitting their monthly sales quotas.

B2B 90

B2B Ideal Customer Profile Top of Funnel Prospecting 90

Smooth Sale

MAY 30, 2018

In 2014 Spiro was officially incorporated with Adam Honig, Andy Levi and Justin Kao at the helm. It connects to a sales rep’s email and alerts them to possible new deals not already in their CRM. Sales enablement tool focused on pipeline management, sales process & analytics. So to speak.). The Future of CRM.

CRM 88

CRM Hiring Forecasting Call-back 88

Customer Centric Selling

MAY 30, 2016

Sales Tips: Dig Deeper on Your Competitors with Win Loss. Win Loss Analysis explains why buyers choose the winning vendor in competitive sales opportunities, and why they don’t choose the losing vendors. However, other factors also come into play, such as sales rep performance, company reputation, service and support, and pricing.

Fashion 40

Fashion Competition Analysis Vendor 40

Klozers

JUNE 5, 2014

Sales Targets continue to elude many companies, but more importantly the reasons why people do not hit sales targets has finally been uncovered. If you are not already aware, every year Jim Dickie and his colleagues at www.CSOinsights.com produce a fascinating report into the state of the sales industry.

Company 46

Company Revelation Survey Report 46

The ROI Guy

SEPTEMBER 22, 2015

If you are in IT sales and marketing, there are three significant challenges of which you should be well aware when setting up your budgets and plans for 2016. growth in 2014). growth in 2014). Can they defend you selection and price against competitors and discounts? IT Spending on the Decline? annual decline.

Decision Maker 74

Decision Maker Marketing Proposal Channels 74