Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005.

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Consultative Selling Positioning Intent Data Engineering 91

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. Fifteen years later, their products have a place at the very top of the sales funnel.

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Top of Funnel Positioning Scale Inbound 406

Gong.io

AUGUST 10, 2022

A product-focused, target-oriented mindset may have worked 30 years ago, but today’s buyers are much better informed and far less willing to put up with an unsatisfactory sales experience. . Unfortunately, some sales reps still haven’t gotten the memo. Consultative selling definition: What is consultative selling?

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Understanding the Sales Force

APRIL 8, 2013

Understanding the Sales Force by Dave Kurlan Inc. Why Consultative Doesn''t Work is irresponsible writing. Forget for a minute that those of us in the sales development space (he calls us pundits) have been trying to help companies and their sales teams transition from a transactional to a consultative approach for years.

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Consultative Selling Outsourcing Services Telecommunications Real Estate 205

Hubspot Sales

DECEMBER 21, 2017

What is consultative selling? Consultative selling is an approach that focuses on creating value and trust with the prospect and exploring their needs before offering a solution. Advancements in sales and marketing automation are making inside selling more effective than ever before.

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Consultative Selling Strategy Knowledge Base Inside Sales 124

Sales Hacker

JUNE 17, 2020

The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. To compete in this “new buying normal,” we need to modernize what we mean by and how we execute consultative selling.

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Understanding the Sales Force

JULY 8, 2013

Understanding the Sales Force by Dave Kurlan I have been teaching and writing for years that buyer-focused selling, a consultative approach to sales, is the best approach for differentiating, adding and being the value, maintaining and increasing margins and winning a larger percentage of opportunities.

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Consultative Selling Margin Sports Sales Methodology 259

Sales Training Connection

JUNE 20, 2012

The new sales model. Depending upon who is counting – if you look back over the last hundred years or so, there have been three or four major shifts in how major organizations sell. Each period was dominant by a specific sales model and best practices for implementing that model. New Sales Model.

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Consultative Selling Call-back Face-to-face Pivotal 124

The Brooks Group

MARCH 16, 2020

So, you’ve embraced the concept of consultative sales training; you understand your responsibility as a trusted advisor to be attentive and to put your client first, and you’re ready to take your new mandate to the field. 4 Keys to Agricultural Sales. Now is not the time to come across slick and eager to make the sale.

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Understanding the Sales Force

SEPTEMBER 10, 2020

In both 2012 and 2016, companies everywhere were telling salespeople, "We're going to wait until after the election." There was tremendous uncertainty surrounding those two elections and companies didn't want to commit to anything until they were sure who the next President of the USA would be. But why?

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Company Fashion Sales Consultative Selling 261

Sales Training Connection

DECEMBER 12, 2014

In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.

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Consultative Selling Trends Selling Skills Training 99

SalesEngine

MARCH 27, 2017

If you are a sales leader, part of a sales team, or a solo entrepreneur you have a sales methodology of some type – your preferred way of selling. Listening to their concerns and offering solutions without making a full-blown, script-following sales pitch? What is Consultative Selling?

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Understanding the Sales Force

MARCH 12, 2020

We're not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue. You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!).

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Company Revenue SalesForce Consultative Selling 332

Understanding the Sales Force

MAY 29, 2012

Understanding the Sales Force by Dave Kurlan Mike Myatt wrote an article for Forbes ' online site called, To Increase Revenue Stop Selling. I don't agree with most of Mike's suggestions but in his defense, he is not a sales expert, sales writer, sales manager, sales leader or salesperson. Mike isn't alone.

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Company Consultative Selling Retail Up-Sell 215

Understanding the Sales Force

APRIL 15, 2024

Whether or not it’s an economic crisis like 2008-2009, the four things I shared tell us that selling is quickly becoming much more difficult. The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy.

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SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. Credibility is key to buyers.

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Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. Compare that with salespeople who, after five years in sales, could be referred to as veterans. ” Most simply don’t know how to sell! See all 21 Sales Core Competencies here.

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Hiring Consultative Selling Coaching Report 156

The Sales Hunter

AUGUST 23, 2014

Do you think your personal social media accounts have no impact on your sales career? And they aren’t just researching companies. Guess again. Customers are using the internet more and more to decide who they want to do business with. They are researching salespeople. Your social media reputation matters.

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The Sales Hunter

NOVEMBER 10, 2014

Don’t wait for the end of the year to hustle on making those sales you need to make! Yes, sell “year end” NOW! Many companies have money to spend before the year ends, but if you wait, you may find your key contacts have gone on vacation or are otherwise too busy to meet with you. […].

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Motivation Cold Calling Video Consultative Selling 215

Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days).

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Direct Mail Outbound Referrals Social Selling 370

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! They will miss opportunities that are vital to the company. Yes, we need more empty chairs. Salespeople need to be out interacting with prospects and customers. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line.

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Video Consultative Selling Selling Skills Motivation 210

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

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Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

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Comparison Lead Rank Lead Scoring Hiring 306

Anthony Cole Training

JUNE 2, 2023

Every organization has sales coaching and a sales method. What many companies either don’t know or unsure of is this: What direct impact does our sales coaching and sales method have on improving sales?

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Sales Coaching Coaching Hiring Sales 246

Understanding the Sales Force

DECEMBER 6, 2022

The sales version of that occurrence is the single most common challenge we observe when watching salespeople "sell." It doesn't matter whether it's a live phone call, virtual meeting, face-to-face meeting, or recorded sales call. Morons think they have arrived. This is supported by the data. The findings are horrific:

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Consultative Selling Data Face-to-face Groups 291

Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working.

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Revenue Tools Sales Strategy 413

Jonathan Farrington

DECEMBER 9, 2012

Last week, I was asked by a colleague to describe my interpretation of what consultative selling is, and I thought I would share my response with you…… As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. The ability to listen and absorb information.

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Consultative Selling Journal Industry Trends 43

The Sales Hunter

NOVEMBER 18, 2014

A few years ago, I was working with a company struggling with coming to grips with the reality that it was going to take money to make money. Blog Consultative Selling Professional Selling Skills sales motivation time time management' What I find interesting is business people struggle […].

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Consultative Selling Selling Skills Motivation Company 252

Vengreso

JUNE 6, 2023

Top earners in sales use top sales strategies to attain their success. In this Modern Selling Podcast episode will examine best approaches needed to become a 1% earner. Brown , the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. Subscribe to Modern Selling on the app of your choice!

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Hiring Strategy Referrals Sales Qualified Lead 90

The Sales Hunter

SEPTEMBER 11, 2014

There were a lot of companies that realized they didn’t have a sales team. Blog Consultative Selling leadership Professional Selling Skills Sales Motivation sales motivation selling selling skills'

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Consultative Selling Selling Skills Motivation Company 238

The Sales Hunter

DECEMBER 12, 2014

This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills price' Too many times […].

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Consultative Selling Customer Discount Selling Skills 226

The Sales Hunter

DECEMBER 4, 2014

What I’m getting at is how every company wants to benchmark themselves against their peers. Blog Consultative Selling Professional Selling Skills competition competitor sales motivation' Worse yet, the only ideas they’re open to are things they see their peers doing. We see it […].

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Consultative Selling Selling Skills Competition Motivation 223

The Sales Hunter

OCTOBER 24, 2014

It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. […].

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Consultative Selling Selling Skills Prospecting Conversion 225

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. Copyright 2013, Mark Hunter “The Sales Hunter.” It’s your business.

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Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

SEPTEMBER 24, 2013

In preparing for a sales call, you should at the minimum develop the following: 4 Questions that will allow the customer to explain to you their needs and the benefits they desire. 1 Question that closes the sale. A sales call that does not include a question that asks for the order is not a sales call! Let me explain.

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Cold Calling Call-back Consultative Selling Closing 240

Klozers

FEBRUARY 17, 2016

Consultative Selling Skills. Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling Skills are undoubtedly difficult to get right, the rewards are high, given the typically high values of the products & services involved.

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Consultative Selling Selling Skills Sales Methodology Education 20

The Sales Hunter

SEPTEMBER 24, 2013

Sales managers without even trying are very good at taking profit right out of their company. Sales managers place inordinate pressure on salespeople to close the sale immediately, and in so doing, they are telling the salesperson to cut the price as a way of getting the order now. ” Sales Motivation Blog. .”

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Sales Management Discount Face-to-face Consultative Selling 217