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. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Selling Essentials RapidLearning Center

JUNE 14, 2019

MDM and the Rapid Learning Institute collaborated on a survey that offers keen insights into how wholesale distributors structure their sales teams, what they want to change, and which skills are mission critical to succeeding in the marketplace. Most Critical Skill Gaps. Field Sales vs. Inside Sales.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

The Sales Hunter

APRIL 11, 2013

Provide senior management in advance an agenda of the meeting that includes the following: Key items we need to cover, including a copy of the presentation you will be giving on the call. Items of concern the customer may bring up. Brief overview of the customer’s performance with your company.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. You need to confidently tell the customer you are taking a price increase. If telling a customer you’re taking a price increase seems difficult, then trust me on this… you can learn these skills.

Video 197

Video Discount Consultative Selling Customer 197

The Sales Hunter

NOVEMBER 4, 2014

Are there rules or guidelines a sales leader needs to follow to be called a sales leader? And it starts with how you lead your people versus how you lead your customers. A sales manager is going to manage the customer. But a sales leader is going […].

Guidelines 246

Guidelines Selling Skills Sales Leadership Leads 246

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Salespeople need to be out interacting with prospects and customers. Yes, we need more empty chairs. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. 5 Sales Training Tips for Sales Managers AND Salespeople. Learn something from every sales call.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

Partners in Excellence

OCTOBER 18, 2022

I’ve taken a break from my series “Things We Thought We Knew About Selling But Really Didn’t.” ” Restarting it, I want to talk about our Ideal Customers–or our ICP (Ideal Customer Profile.) We have a tendency to try to sell to anyone. Why have we been successful with them?

Ideal Customer Profile 48

Ideal Customer Profile Customer Pipeline Enterprise 48

The Sales Hunter

JULY 8, 2014

This question comes up frequently when I’m meeting with sales managers. What they are wondering is when does it make sense for salespeople to have control of the prices they charge customers and how much flexibility should they have? […]. Blog pricing Professional Selling Skills discount price sales discounting'

Discount 221

Discount Closing Selling Skills Up-Sell 221

The Sales Hunter

FEBRUARY 25, 2013

If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer service people are to be doing two different tasks. That is what I see as the primary role of sales.

Customer Service 251

Customer Service Customer Discount Maximizer 251

The Sales Hunter

JULY 25, 2013

While sitting in a Starbucks, I couldn’t help but overhear a conversation going on next to me between a salesperson and customer. She truly believed in what it was she was selling, but the problem was her passion overtook any sense of intelligence with how to sell. How much time is the customer talking? Who cares?!

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

Partners in Excellence

NOVEMBER 28, 2022

Managers spend time helping them become productive. Ironically, we provide very little in the way of onboarding new managers, particularly new front line sales managers. Typically, the process is: “Lisa, congrats on moving into the front line sales manager role…… I need an updated forecast by Tuesday!”

Hiring 108

Hiring Forecasting Coaching Training 108

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. STOP Letting Customers Control Sales Negotiations. Statements like these from customers are going to happen.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Use Sales Training to Differentiate in a Crowded Market. It’s a win-win.

Channels 51

Channels Sales Management Insurance Insurance 51

The Sales Hunter

FEBRUARY 4, 2014

Check out the list I gave them: SECRET 1: Find better customers. Selling to the wrong group is always going to create pricing pressure. Just because a customer shows interest doesn’t make them a good customer. Customers will always compare. Copyright 2014, Mark Hunter “The Sales Hunter.”

Discount 241

Discount Face-to-face Selling Skills Groups 241

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. FREE Resources.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

NOVEMBER 13, 2012

Last week I found myself in a discussion with a sales manager regarding the subject of sales leadership and what does it really entail. Our discussion centered around the quality of the sales call, but it made me think about it from a different perspective. The measurement of sales leadership is in gaining new insights.

Sales Leadership 207

Sales Leadership Leads Marketing Qualified Lead Sales Process 207

The Sales Hunter

FEBRUARY 26, 2014

We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When all pricing power is taken away from salespeople, it should be moved to the sales manager.

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

MARCH 7, 2014

Do you or your friend ever suffer any of the following conditions: A hesitation to answer the phone when a customer is calling. Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.”

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” ” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

Jeffrey Gitomer

MAY 12, 2011

Want To Learn How To Sell To Tough Customers? Tweet Share If you’re having a hard time selling to tough customers, I have a solution for you. Here’s what you’ll learn: How to transform an angry customer into a loyal client. How to use email to resolve customer issues. Customer Loyalty.

Hiring 220

Hiring Webinar Metrics Social Media Customer 220

The Sales Hunter

NOVEMBER 5, 2013

Nothing will frustrate a sales manager or senior management more than a salesperson who sees themselves as the only person they need to satisfy. For each person who may be hitting their number, there could easily be somebody who is missing their number. Copyright 2013, Mark Hunter “The Sales Hunter.”

Banking 228

Banking Motivation Selling Skills Closing 228

The Sales Hunter

JUNE 28, 2013

The nature of sales is one where the salesperson interacts with the customer, and typically there is little immediate direct oversight by anyone else in the salesperson’s company. For the most part, in most companies, salespeople are on their own with the customer more than 90% of the time. ” Sales Motivation Blog.

Sales Leadership 209

Sales Leadership Motivation Selling Skills Up-Sell 209

Showpad

JULY 25, 2019

A coach sets the tone for success, creates a strategy, and provides continuous sales training and support so the team can reach its full potential. In Sales, front line Sales managers take on the role of coaches, supporting and developing team members day in and day out in their sales execution.

Sales Management 53

Sales Management Face-to-face Scale Coaching 53

The Sales Hunter

AUGUST 19, 2013

To hit your number of $1 million in sales, you may need to plan to get to $1.4 This allows for customers or sales that don’t come through as expected. Sales managers who are reading this need to make sure each salesperson follows through in their pre-planning. ” Sales Motivation Blog.

Motivation 219

Motivation Selling Skills Sales Goal Follow-up 219

The Sales Hunter

JULY 4, 2017

One of the elements I enjoy is coaching salespeople and sales managers. In this role, I get to see up close what makes people tick. I’m always surprised when people ask me why they aren’t able to attract the really great clients. My response always begins with the need for the salesperson to first look […].

Customer 175

Customer Coaching Closing Sales Management 175

The Sales Hunter

JULY 12, 2013

Are their certain aspects the salesperson thinks you could be particularly helpful with or are there questions the salesperson thinks you should ask the customer? The sales manager is anxious to hear how the sales call went. Send a follow-up note to the customer and copy the salesperson.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

DECEMBER 20, 2013

For the sales manager, this is an extremely important trait. Same things goes for customers. Confident customers tend to be more successful and, therefore, they’re the better customers. They are willing to do this, because they know they can handle whatever it is the customer has to say.

Motivation 164

Motivation Selling Skills Opportunity Positioning 164

The Sales Hunter

DECEMBER 6, 2013

How is your sales leadership during the month of December? Too many times, I hear from sales managers who are complaining about how customers are pushing things back to January due to the holidays. Instead, stay focused and demonstrate genuine sales leadership. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 199

Sales Leadership Selling Skills Motivation Sales 199

Partners in Excellence

OCTOBER 3, 2022

In recent years, we’ve acknowledged the concept of a customer Buying Process. Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. And why would manufacturing care about a new content management system.

Analysis 111

Analysis System Selling Skills Buyer 111

The Sales Hunter

SEPTEMBER 13, 2013

Too many times, sales teams wait until it’s too late into the year to realize things have to change to make the number. If this is you, then you’re not being a strong sales leader. You’re being a weak sales manager. Fourth, allocate your time to be customer facing as mush as possible.

Consultative Selling 217

Consultative Selling Face-to-face Selling Skills Motivation 217

Pipeliner

OCTOBER 24, 2023

The Power of Sales Leadership and Emotion in Sales Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. In this blog post, I’m excited to share the insights from my recent podcast episode with John Crowder, the VP of Healthcare with Integrity Solutions.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Book Review: The Challenger Sale. Copyright 2012, Mark Hunter “The Sales Hunter.” FREE Resources.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Jeffrey Gitomer

FEBRUARY 14, 2012

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 255

Hiring Social Media Loyalty Referrals 255

Jeffrey Gitomer

NOVEMBER 17, 2011

Get Sales Blog Updates. Customer Loyalty. Sales Management. Sales Videos. Little Red Book of Sales Answers. Customer Satisfaction is Worthless, Customer Loyalty is Priceless. Speak Your Mind Cancel reply. Categories. Select Category. Generating Referrals. Jeffrey Webinar. Leadership.

Hiring 295

Hiring Social Media Loyalty Lead Rank 295

Apptivo

JANUARY 27, 2022

There are two types of sales detractors whom you will come across when selling your products or services. The customer is not a good fit for your business. The customer is not ready for upselling or cross-selling. To make the sales plan effective, it is recommended that the sales manager follow a definite strategy.

Real Estate 98

Real Estate Promotion CRM Software 98

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Is Your Company Ready for Year-End Sales? So, you tell me — is your company ready for year-end sales? sales goals.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150