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

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

Miller Heiman Group

MARCH 11, 2019

The role of a sales manager may be the hardest job in sales. While coaching your team to sales success, your responsibilities include recruiting new talent and meeting the needs of key customers, all while collaborating with internal stakeholders such as marketing, product management and executives.

Sales Management 90

Sales Management Scale Lead Rank Maximizer 90

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.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Sales Training Connection

JUNE 18, 2014

Second, most people agree that coaching is a must-do for developing a superior sales team. Training Sales Managers to Coach. Some don’t do it because they think their sales managers are experienced so they know how to coach. The program was customized to their organization. Let’s start with the ugly.

Coaching 115

Coaching Sales Management Training Sales Coaching 115

Partners in Excellence

SEPTEMBER 21, 2021

Now let’s shift gears a little, let’s think about our customers and their development. Like sales people, they face rapid change, disruption, challenges, and opportunities. Customers need help. Where do our customers turn to get coached? It’s a huge opportunity for sales people!

Coaching 56

Coaching Customer Face-to-face Territories 56

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 […]. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

Sales Training Connection

MARCH 27, 2013

Second, most people agree that coaching is a must-do for developing a superior sales team. Some don’t do it because they think their sales managers are experienced so they know how to coach. Others pass because their sales managers are busy, so coaching training is not viewed as a good use of time.

Coaching 115

Coaching Sales Management Training Consultative Selling 115

Miller Heiman Group

OCTOBER 17, 2019

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Consultative selling is not dead, as Challenger argues. What Challenger Gets Wrong about Customer Relationships. It’s evolved. Perspective also moves the needle.

Customer 51

Customer Face-to-face Scale Journal 51

The Sales Hunter

DECEMBER 23, 2011

Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence. In fact, I’ll go one step further in saying customers buy confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

Partners in Excellence

OCTOBER 20, 2017

We need to treat our people just like we treat our customers…… The thought just struck me, maybe we are? Maybe because we treat our people just like we treat our customers is a reason why our sales results are so bad and our voluntary attrition is so high. Customer Centricity, A Multi-Legged Stool.

Customer 53

Customer Lead Rank Lead Scoring Consultative Selling 53

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

Klozers

MARCH 30, 2022

Consultative Sales Training – Top question from Google What is a Consultative Sales Approach? Consultative selling is very different to more traditional forms of selling, it doesn’t actually focus on selling first and foremost.

Training 29

Training Customer Consultative Selling Google 29

SalesHood

JULY 19, 2022

Definition The best sales training programs help sales reps learn and improve their selling techniques, skills, and processes. Essential selling skills are key to building customer relationships and consultative selling skills. The ultimate goal is improving top line revenue growth.

Training 52

Training Consultative Selling Selling Skills Revenue 52

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

JUNE 5, 2019

For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. Collectively, we see the experiences of 100’s and 1000’s of customers facing similar issues, challenges, and problems. Stated differently, it’s very contextually dependent.

Customer 67

Customer Face-to-face Consultative Selling Up-Sell 67

Vengreso

JUNE 6, 2023

Additionally, we will discuss how leveraging referrals can lead to higher-value deals and greater customer satisfaction. Read our Definitive Prospecting Guide for sales management to grow pipeline. Engage in Meaningful Conversations As a Sales Strategy Build trust by being genuine and empathetic.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

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

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. Non-Supportive Buy Cycle (the way that salespeople buy things doesn''t support ideal sales outcomes). This is not a DIYS project!

Decision Maker 268

Decision Maker Consultative Selling Buying Cycle Proposal 268

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

Mindtickle

SEPTEMBER 13, 2023

In many cases, sellers engage in product-based selling, which involves pushing the features and benefits of a given product – without regard for whether these features and benefits are relevant to the customer. But in today’s world, product-based selling will no longer cut it. What is consultative selling?

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

Jonathan Farrington

FEBRUARY 5, 2012

Consultative Selling is dead!” – Oh no it isn’t! There are those who would suggest that “consultative selling” or its successor “collaborative selling” is dead. It’s only when such an outline is in place that sales management can be in a position to: • Monitor the sales force’s activity, progress and results.

Consultative Selling 35

Consultative Selling Sales Process Follow-up CRM 35

Partners in Excellence

NOVEMBER 3, 2017

The digitization of business is not just about the application of technology to business, it’s really about deploying capabilities, solutions, engaging employees, customers, suppliers and communities in ways that have only been imagined in science fiction. Selling is, and always has been, about creating value with our customers.

Customer 48

Customer Transportation Fashion Retail 48

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

Partners in Excellence

NOVEMBER 22, 2020

It is no longer fashionable to talk about sales enablement, now it’s revenue enablement. Challenger, consultative selling, value based selling is all so “yesterday.” Our performance continues to decline, our ability to connect with our customers gets more difficult.

Fashion 111

Fashion Face-to-face Sports Consultative Selling 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

Miller Heiman Group

OCTOBER 2, 2019

This week’s guest needs no introduction: legendary consultative selling expert Neil Rackham joins host Greg Moore to reflect on his 50 years of research that’s changed the face of sales. The State of Consultative Sales Today. 3:50] The ways science and technology are redefining sales. [6:45] One Final Note.

Consultative Selling 67

Consultative Selling Face-to-face Research Segment 67

Highspot

DECEMBER 5, 2023

This roadmap helps sales teams approach each opportunity consistently and enhances the likelihood of achieving sales goals. It’s repeatable, constantly adapting to new customers and evolving needs. Benefits of a Well-Defined Sales Process The benefits of having a sales process extend far beyond meeting quarterly quotas.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. – Sell to anyone.

Account 120

Account Retention Discount Consultative Selling 120

The Pipeline

MARCH 20, 2018

As in “80 percent of support resources are consumed by the 20 percent delivering the lowest revenue; 80 percent of your revenues come from your 20 percent customers”; “the top 20 percent of reps, drive 80 percent of a company’s revenues.” Salespeople love numbers, one of their favourite numbers is 80/20.

Face-to-face 205

Face-to-face Buyer Lead Rank Lead Scoring 205

The Sales Hunter

JANUARY 5, 2012

Book Review: The Challenger Sale. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. In the book, the authors reveal the findings from their extensive studies regarding the sales process. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

BrainShark

JUNE 28, 2023

The Center for Sales Strategy found that CEOs can help their sales team bring in more revenue by implementing coaching. You’ll find the do’s, do nots, customer examples, and actionable tools and templates for implementing and improving sales coaching in this guide. Problems with sales coaching aka what NOT to do 1.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Miller Heiman Group

DECEMBER 30, 2019

Neil Rackham Reflects on 50 Years of Bringing Science to Sales What a thrill it was for us to host the Professor of Professional Selling on the Move the Deal Sales Podcast last October. As a global sales executive, he knows a thing or two about how to transform CRMs from data repositories to powerful tools to win more deals.

Sales Methodology 49

Sales Methodology Consultative Selling Groups Education 49

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Voice of the Customer.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Highspot

APRIL 14, 2023

A lot of learning programs also fail because there’s no way to reinforce the knowledge sales reps need to retain on the job. Sales managers will train and certify sellers on new selling skills, yet find that these skills aren’t being used when engaging with customers. Make it easy to understand. This matters.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

A lot of learning programs also fail because there’s no way to reinforce the knowledge sales reps need to retain on the job. Sales managers will train and certify reps on new selling skills, yet find that these skills aren’t being used when engaging with customers. Make it easy to understand. This matters.

Training 52

Training Scale How To Hiring 52