The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Too many sales are lost because the salesperson isn’t confident. When the salesperson isn’t confident, they miss opportunities to close sales. More importantly, they miss the opportunity to close sales without offering a discount.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Training System: Do You Have One? Do you have a sales training system you believe in? It never ceases to amaze me how few salespeople have a personal sales training system. Copyright 2012, Mark Hunter “The Sales Hunter.”

System 160

System Motivation Training Hiring 160

Cincom Smart Selling

MAY 8, 2023

To reduce their eight-business-day quote turnaround time (à the high-level business objective is a “shorter sales cycle”) they dig deeper into business process steps like “configuring the product”, “pricing the product” and “getting approvals for requested discounts”. To get all required discounts approved typically takes five days.

ROI 62

ROI Discount Licensing Vendor 62

Cincom Smart Selling

MAY 8, 2023

To reduce their eight-business-day quote turnaround time (à the high-level business objective is a “shorter sales cycle”) they dig deeper into business process steps like “configuring the product”, “pricing the product” and “getting approvals for requested discounts”. To get all required discounts approved typically takes five days.

ROI 62

ROI Discount Licensing Vendor 62

The Digital Sales Institute

MAY 20, 2021

Soft skills sales training is becoming just as important as the hard skills training, we are most familiar with in the world of training. We know we live in unprecedented times but most of all, when it comes to the sales profession, these are times of profound change. Soft Skills Sales Training Checklist.

Training 52

Training Proposal Social Media Sales 52

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

The Sales Hunter

NOVEMBER 21, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. This is particularly true in sales, as money has always been the traditional carrot dangling from a string. ” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411. Sales Motivation and Money: Expand Your Sales Motivators.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

Sales Hacker

OCTOBER 5, 2018

Kim* was fed up because James,* the star salesperson her organization promoted, wasn’t making it as a sales manager. James had been killing it at sales. It was clear he knew the industry and how to convert leads into sales. When is a top performer really going to make a great manager, and when are they going to bomb?

Sales Management 85

Sales Management Harvest Promotion Motivation 85

Chorus.ai

FEBRUARY 20, 2020

Type "best ways to approach a sales call" into Google. As a sales manager, establishing a set of guidelines for sales calls should be a cornerstone of your sales process. The reason this conventional sales wisdom doesn't apply as much to SaaS selling is due to the relative expertise of your customers.

Discount 96

Discount Cold Calling Sales Qualified Lead Lead Rank 96

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Related posts: Profit is Not a Dirty Word. Sales Training Tip #345: What is Your Advantage? Your Goals and Sales Motivation. discounting. phone sales tips. sales goals. sales manager. sales motivation.

Motivation 147

Motivation Real Estate Training Hiring 147

Hubspot Sales

AUGUST 19, 2019

Sales managers often get promoted to their position from the rep ranks. When they were individual quota-carriers, it was relatively easy to assess their sales pipeline. Managers must develop a more systematic process to test sales pipeline heath across the organization as a whole. What shape is the sales pipeline?

Pipeline 105

Pipeline Discount Top of Funnel Pivotal 105

Mindtickle

DECEMBER 8, 2022

That’s why it’s so important to invest in the right platforms for your sales teams: platforms that collect prospect and customer data, glean insights from every data point, and distill them into actionable sales pointers and even whole marketing campaigns. Sales reps and managers can go into every call completely prepared.

Hubspot 98

Hubspot Top of Funnel Ideal Customer Profile Call-back 98

Klozers

JUNE 5, 2014

Sales People often provide discounts or incentives to buyers in order to help them hit sales targets and win more business. Reducing or even better eliminating discounting by sales people, is in many ways one of the easiest ways to grow your business and maximize your profits. Is this really necessary though?

Discount 42

Discount Margin Negotiation Commission 42

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. ” Sales Motivation Blog. Related posts: Risk of Social Media Marketing? Sales Motivation: Is There Value in Social Media? Sales Motivation: Social Media and Sales Strategy? discounting. phone sales tips. sales goals.

Social Media 152

Social Media Media Motivation Hiring 152

Partners in Excellence

JUNE 3, 2020

Billions are spent on training of all sorts. Perhaps, it’s for those reasons that we tend to overlook or discount it. ” As sales people, we have to think, “How am I helping my customers and prospects?” Related Posts: How Much Do You Care? Billions are spent on tools, content, consultants.

Churn 128

Churn Maximizer Discount Negotiation 128

Mindtickle

MAY 21, 2021

It might not come as a surprise that 57% of sales reps are expected to miss their quotas in 2021. Sellers often can’t explain why deals don’t work out, leaving your sales managers in the dark. Conversation intelligence solutions offer invaluable support to sales managers.

Coaching 104

Coaching Conversion Sales Coaching Lead Rank 104

Corporate Visions

JULY 2, 2020

You can think of training and enablement programs as similar waves along a continuum. The first wave in training and enablement is represented by traditional Learning Paths , the original development programs. The second wave of sales enablement, moving up and to the right, is what we call the Territory Planning wave.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

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. there to block sales.

Account 120

Account Retention Discount Consultative Selling 120

Chorus.ai

APRIL 13, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank Lead Scoring Leads 62

The Pipeline

DECEMBER 17, 2019

Go to any SaaS related sales leader’s LinkedIn page, and they flash “I’m hiring,” OK, why? Once you learn to discount as a rep, it’s just a steppingstone to paying more for SDRs when you become a manager. And when you replace them, you pay a bit more, just like the guy who hired your last semi-trained SDR.

Hiring 136

Hiring Sales Talent Salary Discount 136

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. 10 Sales Motivation Quotes to Get You Going! I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. ” Sales Motivation Blog. discounting.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. Yes, so you could say the salesperson go the sale.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

FEBRUARY 21, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Well, the salesperson who doesn’t discover what the customer wants will always be quick to discount price in order to get the sale. Getting the sale no matter the loss in profit becomes an over-riding drive. ” Sales Motivation Blog.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. ” Sales Motivation Blog. Related posts: Sales Prospecting Questions that Work. Phone Sales Tips: Smartphone Messages That Work. Cold Calling: The Spam of the Sales World. discounting. phone sales tips. sales goals.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. I was willing to sacrifice profit — to lessen it’s significance, in order to get a sale.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. LR: What made you write a book about Emotional Intelligence and Sales Results?

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. ” Sales Motivation Blog. Related posts: Thanksgiving Day and Sales. Thanksgiving and Sales Motivation. Sales Training Tip #262: Thankful for Sales. Sales Training Tip #314: Thankful for the Privilege to Sell.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. For sales managers reading this, take the time now to work through each possible scenario your salespeople might face and determine how you would handle it. ” Sales Motivation Blog. Related posts: Sales Training Tip #261: Year-End Billing Options.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

NOVEMBER 14, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call? Do they actually make a difference in the sales in their territory? How often do your sales managers go out in the field?

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. Many times I feel this is the difference between full-price and a discount. sales tips.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. And don’t forget to cast your opinion in our quick and easy annual sales survey. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sales Training Tip #360: Negotiation? discounting.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Your customer will be less likely to ask for a discount, because they believe they are already getting a good deal. The ultra-price package can boost the price confidence of the sales team. Because of this, they are quick to discount in order to close a sale.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. This all just creates a vicious cycle of discounting. ” Sales Motivation Blog. Related posts: Profit is Not a Dirty Word. Sales Motivation and Pricing: Are You Giving Away Your Profit? discounting. phone sales tips. sales goals.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Recently I had a discussion with a sales manager who said the key to success in sales is having an effective sales process. Copyright 2011, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. discounting.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. ” Sales Motivation Blog. Related posts: Your Insight Counts: Sales Survey 2010. Sales Motivation: What Is Happening in the Sales Industry? Professional Selling Skills: Sales Motivation Survey Results. discounting.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. ” Sales Motivation Blog. Related posts: Why “Social Media” Sucks for Prospecting. Sales Motivation: Social Media and Sales Strategy? discounting. phone sales tips. sales goals. sales manager.

Social Media 189

Social Media Media Strategy Prospecting 189