The Sales Hunter

JULY 25, 2013

I can’t tell you the number of times I wanted to just jump in and tell the salesperson to shut up and let the customer talk. The presentation wasn’t much more than a capabilities presentation about how wonderful her company is and how the products they make are so good. How much time is the customer talking?

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

JULY 2, 2013

When you have customers all over the place when it comes to pricing, it’s hard to feel good it. Many companies I’ve had the privilege to work with have been able to make their annual plan by merely addressing this matter of the low-price customers and increasing their price. ” Sales Motivation Blog.

Customer 255

Customer Discount Consultative Selling Selling Skills 255

The Sales Hunter

SEPTEMBER 20, 2013

We’re on the verge of the 4 th quarter, and for many companies, that means the race is on to make the number. One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Sooner you make the calls, the better. Objective of the calls is three-fold. It’s your business.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

SEPTEMBER 24, 2013

Sales managers without even trying are very good at taking profit right out of their company. They do this because of how they handle things with their salespeople who in turn offer customers discounts. If so, then you need to right the ship and start being part of the profitability solution. ” Sales Motivation Blog.

Sales Management 217

Sales Management Discount Face-to-face Consultative Selling 217

Understanding the Sales Force

JUNE 20, 2014

Some of them are from companies within the Inside Sales community which, in an attempt to sell their services, are also publishing misinformation. I''m all for the new way of selling: Migration to Inside Sales It''s more efficient, less costly and more practical. It''s being of value to the customer.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

The Sales Hunter

SEPTEMBER 26, 2013

This salesperson felt compelled for some reason to use the sales materials his company supplied him. When you approach sales calls with this strategy, you will be better equipped to show how what you offer meets the customers’s needs and desired benefits. If you don’t need it, don’t use it.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

APRIL 11, 2013

It’s not surprising that many CEOs, CMOs and other senior members of a company are not comfortable making sales calls. Items of concern the customer may bring up. Brief overview of the customer’s performance with your company. Brief overview of the customer’s performance in the marketplace.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

The Sales Hunter

JULY 12, 2013

Know that whatever you talk about and what you do while in the company of the salesperson is going to be repeated to others on the sales team immediately after you leave the salesperson. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Understanding the Sales Force

JANUARY 21, 2020

Yet despite the intolerable wait times and ridiculously bad customer service, I return time and time again. This all begs the question, is the sales force at your company more like the Dunkin', Starbucks, or Panera drive-thru? All it takes is to reset my expectations so that I no longer get upset with the twenty-minute wait.

Customer Service 193

Customer Service Sales Company Customer 193

Allego

MAY 2, 2019

Colleen was named by Salesforce as one of the eight most influential sales experts of the 21st century, and is the author of the best-selling book, Emotional Intelligence For Sales Success. . Companies are always focused on new strategies to acquire clients. Customers want to be heard first and receive advice second. .

Customer 75

Customer SalesForce Customer Service Selling Skills 75

The Brooks Group

JULY 11, 2018

Focusing more on customer experience and customer satisfaction is a smart goal for any sales organization. According to research from Deloitte , companies who use a customer-centric strategy are 60% more profitable. But in order to yield these results, customer centricity has to be more than words on a page.

Strategy 60

Strategy Customer Loyalty Customer Service 60

Vengreso

JULY 10, 2023

Success in a selling role requires an educational background, experience, focus, tenacity and strong communication skills. Selling roles can be highly rewarding with the right support and training. door-to-door solar companies). Search for sales job openings on company websites. What is Sales?

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

The Sales Hunter

JANUARY 17, 2012

Companies are rarely able to look at everything they need to look at. Are You Disrupting The Thinking of Your Customer? customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Hubspot Sales

JANUARY 9, 2024

Slow down to speed up Before working for a Fortune 500 company, Jim Norton (AOL’s former EVP Global Head of Media Sales) worked “an old-school sales job.” Norton, who helped AOL drive 30% YoY growth, got their start in sales selling office equipment for Pitney Bowes. “The Some prospects don’t want to talk.

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Highspot

DECEMBER 5, 2023

Research the Company Understanding your customer is critical. Researching the company allows you to tailor your approach, ensuring you meet their needs and challenges. A sales process is a customized sequence of steps specific to your company, guiding sales from start to finish.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

The Sales Hunter

MARCH 28, 2013

I’ve watched a lot of companies take the cost they’ve been paying salespeople and invest it in interactive websites and customer service departments. Can you honestly say you bring value to your customers or are you doing nothing more than giving them a bunch of product information?

Customer Service 177

Customer Service Software Software Motivation 177

Hubspot Sales

NOVEMBER 10, 2020

Studies have shown that happy, motivated people work harder, stay in their jobs longer, and make their companies more successful. For this reason, many B2B sales teams engage in consultative selling , where they build long-term, mutually beneficial sales relationships with customers. How do you measure it?

B2C 104

B2C Incentives Incentive How To 104

The Sales Hunter

FEBRUARY 10, 2012

Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Get to know as many people in the company as possible and make sure they know you by name and company. customer service.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

NOVEMBER 11, 2011

As a speaker and consultant, I spend time with salespeople, managers and company leaders across a wide spectrum of industries. I’ve observed countless selling situations. Consultative Selling: Solid Sales Strategy Requires It. customer service. high profit selling. selling skills.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

SalesLoft

APRIL 5, 2018

The latest surveys and research indicates that customer experience is the most significant differentiator these days. Customers expect their experience with a company to include Nordstrom-level service. Your customers don’t need to know that though. It’s an extension of your consultative selling process.

Account 59

Account Consultative Selling Follow-up Competition 59

The Sales Hunter

DECEMBER 27, 2011

Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings. While you’re in the office talking to everyone, you might as well also let others know how you feel about what’s wrong with the company.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

FEBRUARY 7, 2012

customer service. high profit selling. selling a price increase. selling skills. customer service. high profit selling. selling a price increase. selling skills. Blog , Consultative Selling , Customer Service , leadership. cold calling. discounting.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Brooks Group

FEBRUARY 10, 2020

Consultative selling. Successful salespeople possess business acumen and consultative skills that enable them to help prospects identify and solve problems. Salespeople who understand different communication styles can be more effective in working with buyers of all types. Pre-call planning. Probing questions.

Hiring 59

Hiring Sales Qualified Lead Lead Rank Lead Scoring 59

The Digital Sales Institute

JANUARY 6, 2021

Sales leaders and salespeople everywhere will need to adopt a digital sales mindset to meet these new buying preferences and succeed at selling. Companies that will succeed to this new reality will sell to their buyers everywhere they expect to find them, engage with them, and interact with them. Sales insights data.

Lead Rank 66

Lead Rank Negotiation Face-to-face Buyer 66

Highspot

JANUARY 19, 2022

But it can just as easily be summed up in a few statistics: Per a survey conducted by the Association of Talent Development (ATD) in 2021, over a quarter (28%) of median sales people didn’t meet their company’s sales goals during the last fiscal year. Ignite Selling. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. Instead, include an extended warranty or the gold-package customer service plan. Though it can be tempting to offer discounts, especially if a deal seems imminent, this can be a trap.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

The Sales Hunter

DECEMBER 20, 2011

Salespeople who are frauds have zero regard for following any direction that comes from their boss or their company. Remember, the fake salesperson believes everyone else is stupid, especially those who work for the company, so the best way to be successful is to not do what they may want them to do. customer service.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

Hubspot Sales

MARCH 18, 2019

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above.

Hiring 120

Hiring Account Analytics Sales Qualified Lead 120

Highspot

APRIL 14, 2023

Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn. Investing in Sales Training Pays Off For every dollar a company invests in training, it receives about $4.53

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn. Investing in Sales Training Pays Off For every dollar a company invests in training, it receives about $4.53

Training 52

Training Scale How To Hiring 52

The Sales Hunter

NOVEMBER 30, 2012

Have you ever wondered what types of customers are attracted by certain types of salespeople? Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. This is not a proclamation that if you don’t have any bad customers it means you have only good salespeople.

Customer 234

Customer Motivation Closing Benefit 234

The Brooks Group

OCTOBER 9, 2014

Lots of companies seem to struggle with job titles for their salespeople. If you want you and your company to be more trusted and valued by prospects and clients, you must shift your focus from yourself (and your quota) to your customer—and their wants and needs. So I set out to create a list of every euphemism I could think of.

Real Estate 49

Real Estate Telemarketing Account Consultative Selling 49

The Sales Hunter

OCTOBER 26, 2012

Too many times companies lower their price all for the sake of building the business, but all they wind up doing is attracting customers who don’t appreciate or value the full price. Sure, you may have moved inventory and you may have created cash-flow, but at what cost to you and your company?

Customer 237

Customer Discount Objections Motivation 237

The Digital Sales Institute

OCTOBER 24, 2018

From selling skills to understand the “Buyer Whys”, the online courses teach you how to open great conversations with prospects and customers to achieve the right results.

Course 49

Course Training Cost per Lead Social Media 49

Vengreso

AUGUST 1, 2023

The truth is, without proper SaaS sales training, scaling your software company becomes an uphill battle. But here’s some real talk… Evolution from Sales Training to SaaS Company In the dynamic world of business, transformation is often key to survival and growth. Sounds familiar? The result?

Training 40

Training Lead Rank Pivotal Hiring 40

The Sales Hunter

NOVEMBER 19, 2012

It was his later comment that floored me, because if I were to tell you the company of which he was the CEO, you would recognize it immediately. You see, this person who has since retired navigated his company through several very difficult situations and each time the company came out better for it.

Customer 204

Customer Hotels Travel Face-to-face 204

The Brooks Group

OCTOBER 9, 2014

Lots of companies seem to struggle with job titles for their salespeople. If you want you and your company to be more trusted and valued by prospects and clients, you must shift your focus from yourself (and your quota) to your customer—and their wants and needs. So I set out to create a list of every euphemism I could think of.

Real Estate 40

Real Estate Telemarketing Account Consultative Selling 40