The Sales Hunter

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

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

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

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

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

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 […].

Sales Leadership is About Building Relationships

The Sales Hunter

How many times have you talked to somebody who you can tell is not paying attention? Years ago I worked with Tom, who yes, was a nice guy, but I never felt I had his attention when talking with him. I’d be talking with Tom in a hallway or meeting room and the entire time […]. Blog leadership Professional Selling Skills communication leader relationships

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

10 Reasons I’m Passionate About Sales

The Sales Hunter

Full disclosure. I did not always like sales. In fact, just saying the word “sales” sounded creepy. While in one of my first sales jobs, I did not call myself a sales rep. I called myself a “marketing rep.” ” To me, marketing was a good term, but “sales” was everything evil. Funny thing happened to […]. Blog Professional Selling Skills Sales Development Training sales sales motivation success

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Sales Motivation Video: Using Silence in the Selling Process

The Sales Hunter

You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out […]. Blog Professional Selling Skills Sales Motivation sales selling selling process silence silent

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 […].

Is Sales a Solo Activity or a Team Sport?

The Sales Hunter

Are you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? Sales is emotional and don’t say it’s not. We all have found ourselves screaming loudly after closing a big sale and gnashing our teeth when the “stupid customer” doesn’t agree to the sale. It’s the same reason why when we close a big sale, so often another big sale follows suit. Makes you wonder if success loves company?

Sports 135

10 Things You Need to Do Now for Sales Success in 2018

The Sales Hunter

This is it! The end of another year. How did you do? More importantly, how does next year look for you? Success is not what you did yesterday. Success is what you will do today, and with that it’s time to start moving forward. Here’s my list of 10 things you need to do now […]. Blog Professional Selling Skills Sales Development Training Sales Motivation 2018 attitude motivation sales success

Year-End Mistakes You Need to Avoid

The Sales Hunter

How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target. The CEO was blunt […]. Blog Closing a Sale Professional Selling Skills closing a sale number quota sales year-end

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Sales Leadership is a Lifestyle

The Sales Hunter

Earlier this week, I was sitting in a strategic planning meeting with a client. It’s one of those days where the conversation is simply amazing. Five of us in the room and each one contributing ideas, sharing insights and collectively developing better outcomes. Reason I’m sharing this with you is I’ve been writing up my […]. Blog leadership Professional Selling Skills leader sales leader sales leadership

Executive Sales Leader Briefing: Is Your Leadership Engaging Others?

The Sales Hunter

Ask yourself if you’re more engaged with what you do when you know you’re doing it for a person who is engaged with you. I’m sure you are. I know I am. Check out this short interview by this ex-CEO and ask yourself if you’re engaged with your people. Here is the link.

Leadership in the Midst of Disruption

The Sales Hunter

The sun will still come up in the morning. I use this line a lot as a way to keep myself focused on the big picture. This week I (along with much of the traveling public in the U.S.) have experienced weather delays that just never seemed to end. What I thought was going to […]. Blog leadership Professional Selling Skills leader opportunity sales leadership

Travel 155

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.

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Sales Motivation Video: Motivation and the Power of One

The Sales Hunter

What are you allowing to get in the way of what you can accomplish? I suspect you are distracted and going in too many directions. Embrace instead the power of one. The power of you connecting with one person at a time can be revolutionary to your sales motivation.

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.

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.

Do You Sell Confidence? If Not, You’re Not Selling!

The Sales Hunter

How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […]. Blog leadership Prospecting confidence leader sales

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

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.

Prospecting is About Conversations, Not Apps and Hacks

The Sales Hunter

Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […]. Blog Professional Selling Skills Prospecting Sales Motivation apps prospect prospecting sales motivation sales skills selling skills success

I Have Seen the Future of Sales and it is Bright

The Sales Hunter

Never before have I been more proud of the sales profession and more passionate about its impact on the global economy. In this era of consolidation and trends that move at the speed of a tweet, sales is a profession that doesn’t just stay the course, but sets the course.

Trends 205

Do You Even Qualify to Be Called a Salesperson?

The Sales Hunter

I’m proud to be in sales. In fact, I’m not just proud — I’m very proud. But I admit that wasn’t the case early in my career. I got into sales only because I couldn’t afford car insurance due to my driving record, and I took a sales job purely because they offered me a […]. Blog Professional Selling Skills Prospecting prospecting sales salesperson

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

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.

MORE Prospecting Secrets of the Top 1%

The Sales Hunter

Last week I shared 7 things the top 1% of all prospectors do to ensure they stay in the top 1%. This week I continue the list. If you did not read items 1-7, you can check them out at this link. As you read through the list, focus on the one item you want […]. Blog Professional Selling Skills Prospecting prospect prospecting sales success success

Sales Motivation Video: Set a Monday Goal You Can Accomplish

The Sales Hunter

Start your profits NOW! Don’t wait until Wednesday or Thursday to get moving on closing sales. Set even a small sales objective TODAY, because momentum creates momentum. If you can start the week already moving toward your first close, then you are well on your way to building more momentum and sales motivation. Want […]. Blog Professional Selling Skills Sales Motivation motivation sales sales motivation

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

Funnel 209

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.

Do You Have “Prospecting Paralysis?”

The Sales Hunter

Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” ” The disease is known to spread quickly through verbal communication and self-inflicted thinking. Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” ” Yes, the preceding paragraphs are a spoof, but at […].

Executive Sales Leader Briefing: What Are You Doing with What You Learn?

The Sales Hunter

Who do you listen to and what do you learn from them? Recently I sat with an estimated 40,000 other people listening to 86-year-old Warren Buffett and 93-year-old Charlie Munger answer questions for 5 hours.

Secrets to Prospecting: What the Top 1% Do to Prospect

The Sales Hunter

Let’s cut to the chase and put it on the table with regards to prospecting. You want to up your game, but you’re stuck for any number of reasons when it comes to prospecting. In my role I get to meet with thousands of salespeople every year, whether it be in my coaching program, a […]. Blog Prospecting prospect prospecting sales prospecting

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.

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.