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

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

The Sales Hunter

AUGUST 19, 2014

” If you’re reading this and you’re a sales manager, I want you […]. Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation leader sales leader sales leadership sales motivation success'

Consultative Selling 243

Consultative Selling Selling Skills Motivation Sales Leadership 243

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years.

Sales Management 82

Sales Management Hiring Territories Coaching 82

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. A sales force evaluation is an obvious first step! (c) They must think we are morons.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Mindtickle

NOVEMBER 2, 2023

The solution sales methodology was developed back in the 1970s. As the name suggests, solution selling is a sales methodology in which sellers present solutions to prospective customers, rather than products. What is the solution sales process? In some ways, the process is similar to other selling methodologies.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. The answer to that question is: YES!

Airlines 137

Airlines Prospecting Decision Maker Vendor 137

The Sales Hunter

MAY 27, 2013

You’re sitting at computer knocking out one update after another, complaining the entire time about the amount of paperwork you have to do, and then the next moment you’re out selling? There is no way you’re going to be effective selling immediately after doing some lame paperwork. ” Sales Motivation Blog.

Report 232

Report Motivation Consultative Selling Selling Skills 232

Understanding the Sales Force

APRIL 19, 2012

Sometimes, a single word, question or statement will change how every prospect responds. As you might expect, the first question from each prospect had to do with pricing and availability. On the other hand, when customers are sold consultatively, they tend to remain that company's/salesperson's customers by making repeat purchases.

Hiring 180

Hiring Consultative Selling Incentives Incentive 180

The Sales Hunter

MARCH 7, 2014

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.” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

JULY 12, 2013

The sales manager is anxious to hear how the sales call went. 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. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Digital Sales Institute

NOVEMBER 13, 2023

A method where each salesperson teaches the prospect something about their business, tailors their pitch to match the customer concerns, and takes control of the sales process. Problem: This is where sales reps can dig into the actual prospect’s issues. SPECS SPECS is another of the sales methodologies.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

Women Sales Pros

AUGUST 9, 2019

One reason is that the new selling environment is more difficult than the salesperson’s previous one. Many years ago, a prospect, now a client, told her story of a bad hire. The salesperson’s prior successful sales experience was selling for a well-branded company. But remember to interview for sales resiliency.

Revenue 90

Revenue Hiring Selling Skills SalesForce 90

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.

Account 204

Account Prospecting Guidelines Compensation 204

Women Sales Pros

OCTOBER 11, 2019

So, what does this have to do with sales development? How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? The salesperson stumbled, bumbled and secretly wished a New York power outage would end the sales call.

Film 86

Film Selling Skills SalesForce Influencer 86

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. This graph and accompanying explanation is reason alone to buy this book if you’re a sales manager.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Following up with a prospect is certainly nothing new, but what has changed is what is contained in the follow-up.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur).

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. .” ” Sales Motivation Blog. Related posts: Sales Training Tip #406: Never Compromise on Your Personal Ethics.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Spend all day figuring out who you should prospect. high profit selling. phone sales tips. prospecting.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

Highspot

JANUARY 9, 2024

The B2B sales process is a structured yet flexible journey tailored to meet the unique needs of customers. It starts with prospecting for potential leads, then moves through to negotiation and closing the deal. Each stage requires specific selling skills to satisfy prospect needs. What is B2B Sales Training?

B2B 52

B2B Training Top of Funnel B2C 52

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Want to know the best way to get your 2012 sales off to a great start? high profit selling. phone sales tips.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

Highspot

JANUARY 19, 2022

Sales training is the process of developing and fine-tuning the skills of sales professionals and managers by increasing their understanding of their buyers, modernizing their approach to the sales process, and equipping them with strategies, techniques, and technology that top performers use to achieve sales success.

Training 92

Training Lead Rank Hiring Course 92

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? Prospecting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

DECEMBER 20, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. high profit selling. phone sales tips. prospecting. sales goals. sales manager.

Motivation 190

Motivation Ideal Customer Profile Negotiation Hiring 190

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. The ultimate measure of your success is when your customer begins to ask you questions that go beyond what it is you sell.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

Pipeliner

MAY 16, 2018

However, many salespeople get triggered by prospects and start product dumping, rather than diagnosing issues and challenges. With EQ (Emotional Intelligence Quotient) skills such as increased self-awareness and self-regard, salespeople stop making the same mistakes over and over.”. It’s the knowing and doing gap.

Consultative Selling 55

Consultative Selling Intent Selling Skills Up-Sell 55

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. high profit selling. phone sales tips. prospecting. sales goals. sales manager.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. high profit selling. phone sales tips. prospecting. sales goals. sales manager.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

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.

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.

Training 52

Training Scale How To Hiring 52

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 9 Ways to Use Your Network to Build Your Sales Motivation. Sales Prospecting: Office Phone or Cell Phone?

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Brooks Group

OCTOBER 11, 2017

With a little creativity, your sales force can come up with many potential combinations of offers. By using a consultative selling process , your salespeople can partner with a prospect or client, discover what they need to overcome their challenges, and provide the best solution possible—at a price that matches the value.

Discount 56

Discount Margin Negotiation Face-to-face 56

Vengreso

APRIL 10, 2022

Are your sellers using a sales methodology to guide them, step-by-step, in their daily prospecting and closing sales activities? However, most sales methodologies and most sales teams do not subscribe to a sales method that covers prospecting. Most, however, do not cover the prospecting phase.

Sales Methodology 128

Sales Methodology Pipeline Ideal Customer Profile Buyer Persona 128

The Sales Hunter

NOVEMBER 6, 2012

” If you’re reading this and you’re a sales manager, I want you to think about areas where people who work for you are operating at a sub-optimal level. If you’re a sales manager who believes doing these on time is the norm, then that is what you have to expect today. What are your expectations?

Motivation 183

Motivation Report Follow-up Coaching 183

The Sales Hunter

OCTOBER 9, 2012

I believe in that sales principle 100%, but we have to at the same time keep our eyes open for bigger opportunities. We must take on a broad perspective when it comes to sales prospecting. Sales Leadership Strategies, Innovation and Growth. Senior level sales leaders will find the conference particularly motivating.

Conference 178

Conference Sales Leadership Motivation Prospecting 178

Mindtickle

JUNE 21, 2023

In the world of sales, effective communication is the cornerstone of success. Whether you’re a seasoned sales pro or just starting your journey, understanding and speaking the language of sales is essential to connect with prospects, build relationships, and close deals.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52