The Sales Hunter

JANUARY 12, 2012

Selling a Price Increase. The problem with social media is it is merely a whole group of people running from one neat software tool to another one. discounting. high profit selling. sales training. sales training tip. selling a price increase. selling skills. training tip.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

JANUARY 23, 2012

Selling a Price Increase. Just a few hours earlier before taking off on a training mission, I had reprimanded my 22-year-old crew F-16 chief for shorting me 500 lbs of fuel. Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed?

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

SBI

OCTOBER 25, 2017

Sales leaders have been well trained over the past decade to believe that when it comes to data, more is better. And we aren’t just talking about selling skills. Based on your unique sales process and KPIs, you might select capabilities data, such as proficiency scores related to a particular skill or product set.

Lead Rank 139

Lead Rank Lead Scoring Hiring Analytics 139

Customer Centric Selling

FEBRUARY 22, 2017

While often glossed over, the fact is that salespeople were the data entry people for SFA software. Instead of him making “seat of the pants” guesses as to how much to discount the forecast, the software was doing that based upon each rep’s history. By the mid-90’s SFA needed to die and was replaced by CRM.

Hiring 63

Hiring Forecasting Pipeline Discount 63

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Discounting: Sacrificing profits to win business. Our decisions are colored by the history and experiences that shape our perspective.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

Janek Performance Group

OCTOBER 18, 2023

A common misconception in sales is that top-performing salespeople are born with inherent selling skills, the so-called “gift of gab.” As a sales training company, we’ve worked with engineers, financial professionals, and I.T. This can make it difficult to sell at full price in the future.

Ideal Customer Profile 62

Ideal Customer Profile Discount Lead Rank Lead Scoring 62

The ROI Guy

OCTOBER 5, 2011

In order to “fight” Frugalnomics and maintain sales effectiveness, sales needs to be armed with a new value-oriented, consultative methodology, training and tools. Solution Selling: Rather than buying products, customers looked for solutions - usually a functional combination of hardware and software to solve a technical problem.

Sales Enablement 45

Sales Enablement Report Tools ROI 45