The Sales Hunter

JULY 25, 2013

I can’t recall more than twice when the customer did any talking, and both of those times were on totally unrelated subjects — the weekend and the weather. One word sums up what I heard in this salesperson’s approach: Pathetic! Follow-up on each comment made by the customer. Secure a next step.

Cold Calling 217

Cold Calling Selling Skills Customer Service Consultative Selling 217

The Sales Hunter

JULY 11, 2013

What I mean by this is to be asking follow-up questions on what the customer shares with you. View the customer as if you were peeling an onion. If you strengthen your skills in using follow-up questions, in time you get to the information you want. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 204

Cold Calling Consultative Selling Follow-up Selling Skills 204

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. Below is a list of 9 things to help ensure your next sales call with a senior manager in attendance is as effective as possible: 1. Items of concern the customer may bring up.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Face-to-face 104

Face-to-face Up-Sell Research Sales 104

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. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. After all, it’s a negotiation, not a fire sale.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Hubspot Sales

NOVEMBER 10, 2020

In your sales organization, this starts with your sales environment. A sales environment is a vague, intangible concept. Think of it this way: How do you want your sales reps to feel when they step on your sales floor (or log into work from their home office)? Types of Sales Environments. I sure did.

B2C 109

B2C Incentives Incentive How To 109

Highspot

DECEMBER 5, 2023

Explore a range of sales process examples and learn how to align with the customer’s journey for better buyer engagement , relationships, and sales success. What is a Sales Process? Sales Methodology Sales Process Examples Sales Process Mistakes to Avoid Mastering Your Sales Process With Highspot What is a Sales Process?

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Debunking the Myth of “Inside Sales” Jan 26, 2012. Mark’s Insights on PRICING.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

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. Sales Call Best Practices. Retail Sales Trends. Book Review: The Challenger Sale. FREE Resources. Negotiation.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Amateur or Sales Professional? Phase 1: Talk Too Much (Sales Amateur).

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. We’ve all seen list after list of things we need to do to increase our sales in 2012.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 20, 2012

If I could make a penny off of each salesperson who wastes time doing things they know won’t result in sales, I’d be rich. Sure, I know there are a lot of things salespeople have to do on a regular basis that in and of themselves don’t result in sales. Copyright 2012, Mark Hunter “The Sales Hunter.”

Sports 195

Sports Customer Service Call-back Motivation 195

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 6 Tips to Jump Start 2012 Sales Now. Get them out visiting customers now. FREE Resources.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

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 Call Best Practices. Retail Sales Trends. Sales Motivation: Customers Will Always Pay More For Confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

If you want your sales team to efficiently and consistently close deals, you need to arm them with the resources and materials they need to be successful. Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Selling a Price Increase. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Bring food the next time you visit the customer. customer service.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

FEBRUARY 19, 2013

Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. It is essential to always remember there is no such thing as a final sales call. If a sale can’t be made, there is still a sale that can be made and that’s selling yourself and creating a next step.

Closing 230

Closing Call-back Follow-up Motivation 230

The Sales Hunter

FEBRUARY 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. Sales Call Best Practices. Retail Sales Trends. Refer the client to others who might benefit from what they sell or do.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Digital Sales Institute

JANUARY 6, 2021

Sales Insights For The Years Ahead. These sales insights for the years ahead to 2025 and even beyond will probably shape how sales organizations go about selling. Old sales strategies and sales tactics playbooks will be torn up as rapid innovation is changing how buyers buy. Sales insights data.

Lead Rank 66

Lead Rank Negotiation Face-to-face Buyer 66

The Sales Hunter

JANUARY 11, 2013

A great way to demonstrate how well you listen is by asking them a follow-up question on what they shared with you. Nothing conveys listening better than a follow-up question. Prospects will become customers when they have confidence. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 197

Prospecting Follow-up Objections Motivation 197

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

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. Copyright 2012, Mark Hunter “The Sales Hunter.”

Follow-up 212

Follow-up Motivation Up-Sell Customer 212

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

The Sales Hunter

JANUARY 3, 2013

” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Best way I’ve found to determine how much time to spend on major accounts vs. new accounts is by following one of the ways I’ve listed here. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

The Brooks Group

FEBRUARY 10, 2020

World-class sales organizations focus on maintaining a healthy and thriving team of successful salespeople. In order for your sales team to perform well, you need your salespeople to meet your definition of success within your unique sales environment. Your sales culture is one of your most valuable assets. Cultural fit.

Hiring 59

Hiring Sales Qualified Lead Lead Rank Lead Scoring 59

Hubspot Sales

OCTOBER 29, 2017

in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. Clearly, if your team needs sales training, there's a lot of options out there. Best Sales Videos. Sales Videos by Well-Known Selling Experts. Companies spent approximately $2.2B

Channels 112

Channels Video Training Hiring 112

The Sales Hunter

APRIL 10, 2012

And if you aren’t really listening to your customer, you could miss vital information that not only will affect your sales success, but more importantly will affect your relationship with that customer. As we went into the office, the sales representative asked if a certain doctor was available.

Pharmaceuticals 211

Pharmaceuticals Face-to-face Follow-up Motivation 211

Highspot

FEBRUARY 15, 2022

You have to strike a balance between stretching your sales reps and staying realistic. How do you set the best sales goals? We’ve got the information you need to work through the process, including: What are sales goals? What are SMART sales goals? Why do sales goals matter? 12 examples of sales goals.

Sales Goal 59

Sales Goal Examples Top of Funnel Churn 59

The Sales Hunter

APRIL 17, 2012

If you want to be a salesperson who not only commands higher profits, but also has more satisfied customers, you have to become aware of what you do not know. Unfortunately, too many salespeople do not ask enough follow-up questions — or do not ask the right follow-up questions — because they let their pride get in the way.

Discount 174

Discount Follow-up Up-Sell Customer 174

Hubspot Sales

MARCH 18, 2019

These accounts make up the majority of the business' income. As professional services firm BTS points out , key account programs often lead to increased costs and lower margins. That's the inevitable outcome of giving a customer greater resources and often your best discounts. How transactional is your sales process?

Hiring 127

Hiring Account Analytics Sales Qualified Lead 127

The Brooks Group

OCTOBER 9, 2014

For some reason, many seem leery of our favored, simple descriptor: “sales professional.” Sales Titles - If you’ve got one of these titles, there’s a pretty good chance you’re a sales professional…. Customer Engagement Representative. Director of Sales. In-Home Consultant. Sales Consultant.

Real Estate 49

Real Estate Telemarketing Account Consultative Selling 49

The Sales Hunter

NOVEMBER 1, 2012

We all know the sales principle that says customers buy the salesperson first and the product second. 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. Ask customers why they buy from you.

Customer 195

Customer Selling Skills Motivation Up-Sell 195

The Sales Hunter

MAY 8, 2012

Any piece of information you receive from or about a customer needs to be validated. No matter how long you have been in sales, you know that bad information can steer you horribly wrong and maybe even cost you sales and professional relationships. Copyright 2012, Mark Hunter “The Sales Hunter.”

Face-to-face 189

Face-to-face Guarantee Follow-up Trends 189

The Sales Hunter

NOVEMBER 7, 2012

Use this to your advantage by making it a technique you use during a sales presentation. 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. Using it early in the call can help you get the customer involved.

Customer 191

Customer Follow-up Closing Exact 191

The Brooks Group

OCTOBER 9, 2014

For some reason, many seem leery of our favored, simple descriptor: “sales professional.” Sales Titles - If you’ve got one of these titles, there’s a pretty good chance you’re a sales professional…. Customer Engagement Representative. Director of Sales. In-Home Consultant. Sales Consultant.

Real Estate 40

Real Estate Telemarketing Account Consultative Selling 40