The Sales Hunter

Set Yourself Up for Successful Prospecting: Truths 41-50

The Sales Hunter

Sales is not a destination; sales is a journey of continual learning. Throughout my many years of selling, I have been constantly gaining new insights and ideas. The discussion continues about whether sales is an art or a science.

What Is Sales?

The Sales Hunter

Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as we want to make it.

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Monday Motivation Video: Celebrate Success!

The Sales Hunter

Look back at all that you accomplished last week. Take a moment to celebrate your successes! Don’t dwell on your failures. Keep your mind focused on the good and positive. This will give you the jumpstart you need to be successful this week!

Thank You For the Privilege to Share With You the Past Year

The Sales Hunter

I can’t say thank you enough. I am grateful for the opportunity to share my insights on sales, business and life. I count it an honor and I take it very seriously, because I know how important your time is.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

Your Sales & Prospecting Assessment

The Sales Hunter

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What is my plan to do something about it? What would I say is the strongest part of my sales process, and what can I do to leverage it more? What is the weakest part of my process and why? How much time do I spend customer facing? What can I do to increase that?

10 Steps to Speed the Prospecting Process

The Sales Hunter

Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear.

10 Questions to Challenge You Next Year

The Sales Hunter

What are you planning to do differently next year? When I say “differently,” I mean really different. Too many times we make only minor changes, and then we wonder why we achieve only minor improvements.

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

How Effective is Your Prospecting? 10+ Questions to Ask Yourself.

The Sales Hunter

The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […]. Blog Professional Selling Skills Prospecting customer lead leads prospect prospecting sales prospecting

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

Why Are You Not Using the Telephone to Sell?

The Sales Hunter

A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […]. Blog Professional Selling Skills Prospecting phone prospecting sales skills selling telephone skills

10 Ways to Overcome the Fear of Selling

The Sales Hunter

The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople.

10 Ways to Increase Your Motivation and Your Sales

The Sales Hunter

Does your level of sales drive your motivation or does your motivation drive your sales? Yes, it is a chicken or egg type of question. In my mind they drive each other, but in the end I want to close as many sales as possible, so it means my motivation needs to be at […].

Quit Chasing Every Customer!

The Sales Hunter

United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

How to Avoid the Summer Sales Slump

The Sales Hunter

It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening.

Pathetic Email Subject Lines Salespeople Have Used on Me to Prospect

The Sales Hunter

Why do people think they can send out lousy emails and expect people to respond? Do these people think the people they’re sending them to are as stupid as they are? I’ve been collecting the worst of the worst and it’s time to start calling them out.

Sales Motivation Video: Ignore Negative Voices

The Sales Hunter

Who are you listening to? This is a vital question if you want to understand how to build tremendous sales motivation in your day. I challenge you this week to start ignoring the negative voices.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

10 Ways to Close Deals Faster Without Cutting Your Price

The Sales Hunter

We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […].

10 Steps to Networking Effectively

The Sales Hunter

As we near the end of the year, it seems the calendar fills up with numerous parties and events, all of which are great opportunities to network. As good as these can be, they can take a lot of time away from other more pressing activities. Here is my list of 10 steps to […].

10 Time-Saving Techniques for Salespeople

The Sales Hunter

Who among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone. We delete messages much faster when we view them on our smart phone.

10 Ways to Increase Your Motivation

The Sales Hunter

Motivated people achieve more. Pretty simple when you think about it, and yet getting motivated and, more importantly, staying motivated can be a challenge. Here are 10 things you can start doing now to increase your motivation: 1.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Is Your Personality Selling For You or Against You?

The Sales Hunter

Do you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality? Sales is about connecting with the other person.

10 Things Top Performing Salespeople Do Regularly

The Sales Hunter

Without a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. Do not allow email and other routine activities to consume their time or their mental focus.

10 Rules for Using Social Media to Prospect

The Sales Hunter

Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media.

Sales Motivation Video: Are Your Habits Holding You Back?

The Sales Hunter

What habits are you clinging to out of tradition? Are they giving you the sales success you need? There is likely something in your life that you need to be doing differently. What is that something? I can’t answer that for you, but I know you can. And your ability to answer it will have […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation sales success

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Sales Motivation Video: How to Leave the Best Voicemail

The Sales Hunter

The voicemails you leave are crucial to your success if you want your prospecting to be High-Profit Prospecting! Too many salespeople leave boring voicemails! Boring. Or the voicemails are all about the salesperson, rather than about the prospect. Or the voicemail is too long.

It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […]. Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospecting

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Quit Blaming What You Sell as the Reason for a Sales Slump

The Sales Hunter

Salespeople are quick to call me to ask how they can be successful in sales when they’re stuck selling what they believe is something their customers don’t want. It’s time to stop blaming what you sell as the reason for your struggles. Not only is it time stop blaming what you sell, but it’s also […]. Blog Professional Selling Skills Prospecting Sales Development Training prospecting sales

Why Salespeople Fail

The Sales Hunter

Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […].

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.

Overcoming the Fear of Prospecting. It’s Only a Mind Game.

The Sales Hunter

It’s a rare person who wakes up in the morning excited to do nothing but prospecting. It’s even rarer to find a person who enjoys doing it day after day, week after week. The average person would call that the definition of insanity, but give me three minuetes and I’ll try to get you past […]. Blog Prospecting prospect prospecting sales prospecting

Why Discounting Your Price is a Bad Idea

The Sales Hunter

The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […]. Blog pricing discounting discounts price

10 Ways to Prospect Effectively with Senior Level People

The Sales Hunter

Don’t ignore the gatekeeper. Treat them the same way you would the senior level person you are trying to reach. Ask the gatekeeper the same questions you would the senior person you’re trying to reach.

10 Ways to Increase Your Value as a Salesperson with Your Customers

The Sales Hunter

Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both you and your customer can’t answer.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.