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. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

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. And the only way to get really good at selling is to sell.”

Face-to-face 103

Face-to-face Up-Sell Research Sales 103

Highspot

DECEMBER 5, 2023

Robust relationship building: Addressing customer needs fosters stronger, lasting relationships. Improved conversion rates: Structured sales tactics often result in better conversion rates as teams are more equipped to lead prospective customers through the buying process. What are your goals?

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. When following up with a prospect, it is imperative for two things to occur.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. The market is evolving faster than ever, and sales reps need high-quality ongoing training to keep up. Why Sales Training Is Important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

The Brooks Group

FEBRUARY 10, 2020

A person who is inclined to be conscientious is more likely to follow up, maintain a consistent prospecting routine, and complete all the tasks necessary to nurture a prospect to a sale. Hire people whose values and beliefs line up with your company’s unique culture, and reinforce behaviors and attitudes that support it.

Hiring 59

Hiring Sales Qualified Lead Lead Rank Lead Scoring 59

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Spend all day figuring out who you should prospect. Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Brooks Group

JULY 11, 2018

The customer journey from start to finish should be designed so that all sales activities and communication are aimed at helping the customer achieve short and long-term success. Implementing a customer-centric approach to selling sounds simple, yet most companies fail to accomplish it. Believe in It.

Strategy 60

Strategy Customer Loyalty Customer Service 60

The Sales Hunter

DECEMBER 20, 2012

Things like expense reports, following up on paperwork, providing status updates, etc. I understand that, but let’s get real — checking sports websites to see how your team is doing instead of picking up the phone and calling a customer is a whole lot less productive.

Sports 195

Sports Customer Service Call-back Motivation 195

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. customer service.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. customer service. high profit selling.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. More importantly, they blow up several of the myths most people have come to believe regarding sales. customer service. high profit selling. prospecting. selling a price increase.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Refer the client to others who might benefit from what they sell or do. Speak using the same terms and words they use and follow all of the rules they have regarding safety and the workplace. customer service.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Manipulative questions are designed to “set up” the prospect. Example: “ _ (prospect’s name) when you last reviewed your need for _(your service/goods), what did you find?”

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

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. In addition, practice the pace beforehand, so you can gauge which sections can be sped up and which require additional time. But as you know there are many options with this product.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. It’s their ability to have these meetings that will many times open up significant new leads. Best thing of all is many times it means the customer or prospect will call you to do business.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

Gong.io

JULY 11, 2022

Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

The Sales Hunter

OCTOBER 3, 2012

This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. Although you might think you’ve done a good job, what you’ve really done is give the customer an excuse to end the meeting.

Follow-up 212

Follow-up Motivation Up-Sell Customer 212

Hubspot Sales

MARCH 18, 2019

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. But how do you protect those customers from the competitors who are no doubt courting them? These accounts make up the majority of the business' income.

Hiring 126

Hiring Account Analytics Sales Qualified Lead 126

The Sales Hunter

MAY 22, 2012

If you want to be viewed as a value-added partner to your clients and prospects — not just a salesperson — you need to go above and beyond to share information they may find of interest. Use news websites as a source of links you can email to clients and prospects. Short and sweet. www.CNBC.com. www.Bloomberg.com.

Transportation 189

Transportation Customer Motivation Follow-up 189

Highspot

APRIL 14, 2023

If it takes too much effort to keep your program up to date, materials can become stale and irrelevant. 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.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If it takes too much effort to keep your program up to date, materials can become stale and irrelevant. 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.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

FEBRUARY 19, 2013

Second thing this does is it then opens the door to come back to the customer with follow-up information to help address their issues. If you have not taken the time for the two of you to agree, then you don’t have the leverage to come back to the customer for a follow-up meeting.

Closing 230

Closing Call-back Follow-up Motivation 230

The Sales Hunter

NOVEMBER 6, 2012

It might be the number of sales prospecting calls you make; it might be the speed with which you follow-up with customers; or it might be something else entirely. One of the easiest ways to put this into practice as part of your sales motivation is by selecting one item in your sales process you want to improve.

Motivation 183

Motivation Report Follow-up Coaching 183

Hubspot Sales

OCTOBER 29, 2017

She is an expert at advanced prospecting strategies including positioning value to prospects through messaging and a big advocate of the mantra "Always Be Learning.". He published a best-selling book of the same name. He’s a feet-on-the-street sales consultant who has helped over 600 sales teams across 80 different industries.

Channels 112

Channels Video Training Hiring 112

The Brooks Group

OCTOBER 9, 2014

More important, using a pseudonym to cover the real purpose of a role sends a subtle message to a prospective buyer that you have something to hide. Why Try to Cover Up Your Role as a Sales Professional? Gain Trust and Improve Your Positioning with a Consultative Selling Process.

Real Estate 49

Real Estate Telemarketing Account Consultative Selling 49

The Brooks Group

OCTOBER 9, 2014

More important, using a pseudonym to cover the real purpose of a role sends a subtle message to a prospective buyer that you have something to hide. Why Try to Cover Up Your Role as a Sales Professional? Gain Trust and Improve Your Positioning with a Consultative Selling Process.

Real Estate 40

Real Estate Telemarketing Account Consultative Selling 40

The Sales Hunter

NOVEMBER 1, 2012

The problem was he thought he was so successful because of his selling skills and the way he could quickly size up a customer and close the deal. I’ll argue his “expertise” was holding him back from selling more. Ask customers why they buy from you. Follow-up with customers after the sale.

Customer 195

Customer Selling Skills Motivation Up-Sell 195

The Sales Hunter

NOVEMBER 7, 2012

Rather than stating the key point yourself and expecting the customer to understand what you said, switch things up and ask the customer to read the statement. What we’re doing with this approach is engaging the customer using more of their own natural learning skills.

Customer 191

Customer Follow-up Closing Exact 191

The Sales Hunter

AUGUST 2, 2012

For example, if you talk too fast — and it’s difficult for people to follow what you are saying — you can learn to slow down. If people have ever told you to “not talk so loud” or to “speak up,” you may look into having your hearing checked.). ” Sales Motivation Blog.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

Klozers

JUNE 10, 2014

1) Cold Calling  a telephone call Sales People dont want to make, to a prospect who doesnt want to receive it. 3) Business Development Manager – a Sales Person with no people skills, that loses so many customers they have to keep finding new ones. Much easier to sell on price.

B2B 51

B2B Hiring Top of Funnel Social Media 51

Highspot

FEBRUARY 15, 2022

In other words, you need to follow the SMART formula. Following the SMART acronym, these goals use five criteria — Specific, Measurable, Achievable, Realistic, and Time-Based — to create a clear target for employees to work toward together. new deals closed, repeat purchases, and customer churn). What Are SMART Sales Goals?

Sales Goal 59

Sales Goal Examples Top of Funnel Churn 59

Factor 8

AUGUST 8, 2019

If you’re growing or starting up a team, you’re wise to spend time researching the type of rep that will best suit your sales process, talent pool, and customer preferences. The outbound BDR team may call on lead lists, prospect for new customers or even work internal lists like re-activating old customers.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

Vengreso

JULY 10, 2023

Sales goes beyond merely selling products or services; it involves comprehending the desires of your customers and providing tailored solutions that meet their individual needs. ” That sums up the profession in six words! Selling roles can be highly rewarding with the right support and training.

Hiring 40

Hiring Lead Rank Ideal Customer Profile Forecasting 40

Understanding the Sales Force

JUNE 20, 2014

Customer-Centric/Customer-Focused Selling Of course salespeople must be more focused on the customer and prospect. Customer-Centric Selling is the current catchphrase, but it''s really consultative selling that makes the big difference. Tell me what you want and I''ll give it to you."

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

InsideSales.com

MARCH 31, 2020

Sales process basically refers to the steps sales professionals follow from prospecting to closing a deal with a customer. By establishing a structured sales process to follow, turning a prospect into a closed client becomes easier to do for salespeople. The new model of selling focuses on specialization.

Sales Process 65

Sales Process Sales Methodology Lead Rank Government 65

The Sales Hunter

DECEMBER 20, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. To them, a customer doesn’t know anything anyway, so there’s no reason to waste any time soliciting their opinion. ” Every customer with whom they deal is just plain stupid in their eyes.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190