The Pipeline

APRIL 27, 2011

No matter how difficult your market or month is, there’s always something to celebrate. We’re not selling in a vacuum. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

AUGUST 2, 2016

Is it advertising that’s needed to create customers or is it marketing? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! Does it matter? I’ve known Matt for several years and I am a big fan […].

Advertising 100

Advertising Advertising Top of Funnel Funnel 100

The Sales Hunter

DECEMBER 27, 2011

Selling a Price Increase. Complain about marketing, insisting they are the reason you have not been able to close more sales. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. ” Sales Motivation Blog. high profit selling.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 21, 2012

According to the Mayan calendar today is the last day for this blog. Since today is the last day according to the Mayan calendar, we might as well go out and sell like there is no tomorrow. Finally, it’s time to let Marketing really understand how smart you are. ” Sales Motivation Blog. Let them have it.

Exercises 185

Exercises Call-back ACT Selling Skills 185

The Sales Hunter

FEBRUARY 7, 2012

Selling a Price Increase. ” Sales Motivation Blog. 4 Ways to Drastically Improve Your Marketing Right Now. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , leadership. FREE eBook: The Negotiation Skills You Need!

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

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. Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

FEBRUARY 26, 2013

Are the markets you service growing and, if so, are you growing with them? ” Sales Motivation Blog. Let me give you a couple of examples of questions a strategic salesperson would ask: How do you see your competition changing in the next year? How much information do you have as to how your customers like what you provide them?

Margin 249

Margin Motivation Objections Competition 249

Sales Training Connection

AUGUST 24, 2011

The new angle is GPOs will not only be more active in the traditional commodity market but also “extending their reach to capital equipment and medical devices” (Date Decision Group). Consultative selling skills. Superimposed on the M&A trend is the anticipated increase use of GPOs.

Health Care 61

Health Care Account Territories Face-to-face 61

Partners in Excellence

FEBRUARY 27, 2019

Helping our customers requires new sales skills. The traditional solutions and consultative selling skills become table stakes. Since I’ve been writing this blog, we’ve seen a downward trend in sales and sales manager tenure. This process is complex.

Sales Talent 73

Sales Talent Hiring Face-to-face Churn 73

The Sales Hunter

NOVEMBER 2, 2012

Again, this issue of confidence strikes both large and small companies, whether they have high market share or low market share. There are a number of things you can do to ensure success with a price increase, and I’ll unselfishly tout my book, High-Profit Selling: Win the Sale Without Compromising on Price.

Pipeline 161

Pipeline Motivation Up-Sell Prospecting 161

The Sales Hunter

JUNE 9, 2012

There was a time when many industries were operating at near maximum capacity and the ability to execute a marketing campaign was all that was necessary to ensure sell through of production. This is no longer the case, and even if it was, the case that you need to just sell through available supply is not going to maximize profit.

Sales Process 190

Sales Process Maximizer Campaigns Motivation 190

The Sales Hunter

OCTOBER 27, 2012

It’s not the marketing materials or the PowerPoint presentation or the product samples. ” Sales Motivation Blog. Do you know what is the most important part of a sales presentation? The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools.

Video 203

Video Call-back Motivation Sales 203

The Sales Hunter

JUNE 7, 2012

If you’re in HR, engineering, finance, legal, marketing or anything else, guess what — you’re in sales! ” Sales Motivation Blog. Unfortunately, in the world of small business, too many business owners don’t realize this truth until it’s too late. We all wear the sales label.

Engineering 215

Engineering Small Business Small Business Motivation 215

The Sales Hunter

MAY 29, 2012

Conversely, relationship selling is not going to be quite as important if you’re selling in a sales channel or market where there is an unlimited number of prospects and there is little communication between the salesperson and the customer. ” Sales Motivation Blog.

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Sales Hunter

OCTOBER 9, 2012

I still run into salespeople and business leaders who continue to believe their market is a very tight geographical area or a very targeted list of customers. I become more adept at opening up new markets for my business. ” Sales Motivation Blog. Do you think big? Sorry, but that ship sailed a long time ago!

Conference 178

Conference Sales Leadership Motivation Prospecting 178

Delicious Sales

MAY 2, 2012

Marketing (6398). Selling Skills (528). Blog (5972). ” ” Sales Motivation Blog. . Topics Major Topics. Sales (12918). Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035). Customer Service (995). Inside Sales (849). Channels (799). Advertising (694). Energy (615).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

OCTOBER 1, 2012

If you’re selling using this strategy, the challenge you have to overcome is to create a large enough of a market that is aware of you. ” Sales Motivation Blog. This can many times take far too long and the result is the salesperson dies from a lack of sales. It’s what the customer thinks that matters.

Strategy 176

Strategy Advertising Advertising Benefit 176

The Sales Hunter

JUNE 7, 2016

The questions have to fit your personality and your market and allow you to move the process forward. One of the best things any salesperson can do is develop a list of 10 questions they feel comfortable asking. Below are what I’ve found are the 10 best sales questions you can use. The questions […].

Customer 100

Customer Sales Marketing Cold Calling 100

The Sales Hunter

SEPTEMBER 18, 2015

I asked the person why he felt that was the case and the response was immediate, “Marketing provides all us with crappy leads. On the other end of the phone was another salesperson complaining to me about how they can’t seem to close more sales. You can’t close anything if your leads are pathetic.” […].

Closing 100

Closing Sales Leads Marketing Qualified Lead 100

The Sales Hunter

DECEMBER 20, 2011

Selling a Price Increase. BONUS: Oh, one more thing…the fake salesperson believes the marketing department clearly doesn’t have a strategy because any leads are not worth the time, at least according to the salesperson who is a fraud. ” Sales Motivation Blog. high profit selling. selling a price increase.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

Vengreso

APRIL 10, 2022

SPIN Selling. Solution Selling. Miller Heiman’s Conceptual Selling. Miller Heiman’s Strategic Selling. Consultative Selling. SNAP Selling. Customer Centric Selling. Strategic Selling. GAP Selling. NEAT Selling. Marketing Leaders. Agile Sales Methodology.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

LeveragePoint

APRIL 12, 2019

The tectonic plates have shifted between buyer and seller: Skilled sales teams are no longer necessary to provide product or solution information, except when online marketing content is inadequate. Obituaries for product selling and solution selling have been written many times. Best Practices for B2B Sales.

Buyer 22

Buyer Case Study Marketing B2B 22