The Sales Hunter

NOVEMBER 14, 2014

Many sales processes will tell you to start with the basic questions. Yet a conversation is exactly what a prospecting call should sound like. The Who, What, Where and How. The problem is these questions sound more like an interrogation than a conversation. So how do you get your customer talking and telling you about […].

Prospecting 238

Prospecting Selling Skills Exact Conversion 238

Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Telephone Prospecting. The Five Steps of Telephone Prospecting. Social Prospecting. Best Sales Prospecting Tools. The Reality of Telephone prospecting. The Five Steps of Telephone Prospecting. Social Prospecting.

Selling Skills 77

Selling Skills Prospecting Social Media Trade Show 77

The Sales Hunter

NOVEMBER 15, 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. Selling Skills or Selling Process? A person with strong selling skills. Prospecting.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

JUNE 22, 2013

Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . .”

Sales Process 245

Sales Process Video Cold Calling Consultative Selling 245

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Problem is that questions of that type do little to help the sales process. Problem is that questions of that type do little to help the sales process. In fact, I’ll contend many times that they wind up harming the sales process.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. Want your sales team to build permanent, repeatable, effective referral selling skills? Practice is your sales organization’s future. That feels great.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Here they are.

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137

Braveheart Sales

OCTOBER 19, 2018

It said the mere act of following a repeatable sales process helps salespeople close 15% more business. I wish I knew where the information came from, but since I couldn’t verify it directly from the source, I went searching for data myself that might support the use of a sales process. A Sales Process Defined.

Selling Skills 56

Selling Skills Analysis Sales Process CRM 56

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. Prospects and clients aren’t happenstance.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

Gong.io

DECEMBER 14, 2022

Enter the Miller Heiman sales process — a framework that helps your team manage and close complex B2B deals. . In this article, we’ll explain the Miller Heiman sales process in detail, including what it is and what sets it apart from other sales methodologies. What is the Miller Heiman sales process?

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Vengreso

DECEMBER 13, 2022

This means that more than 75% of sales organizations didn’t meet them at all. Talk about a sales managers worst nightmare coming true! And yikes, the defined sales process that everyone worked so hard at to create success bombs at the end of each year and year-over-year. Thus contributing to a good sales process.

Sales Process 59

Sales Process Ideal Customer Profile Top of Funnel How To 59

The Sales Hunter

APRIL 4, 2018

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? ” Sales Motivation Blog.

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

The Sales Hunter

MARCH 14, 2017

With technology and the ability to track information comes the risk of over complicating the sales process. They’re excited to show me how they’ve dissected the sales process. Flash announcement… sales is […]. I see this a lot with companies I’m asked to assist.

Sales Process 152

Sales Process Sales Company Selling Skills 152

Vengreso

DECEMBER 13, 2022

This means that more than 75% of sales organizations didn’t meet them at all. Talk about a sales managers worst nightmare coming true! And yikes, the defined sales process that everyone worked so hard at to create success bombs at the end of each year and year-over-year. Thus contributing to a good sales process.

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel How To 52

The Sales Hunter

DECEMBER 8, 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. . -->. 4 Ways to Close More Sales By Changing Your Sales Process. ” Sales Motivation Blog.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Partners in Excellence

MARCH 26, 2018

Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. The best sales person in the world will be unsuccessful if she doesn’t know who her ideal customer is.

Selling Skills 68

Selling Skills Customer Enterprise Enterprise 68

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. This one just might be. in the mid-1990s. That’s how good it is.

Sales Process 62

Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

The Sales Hunter

SEPTEMBER 28, 2012

This past week I’ve had three conversations with people regarding sales process. Each time the person was asking me about the sales process they use and whether or not it’s effective. Each time in talking with the other person, they shared with me how they had not been using the sales process very long.

Sales Process 176

Sales Process Maximizer Follow-up Motivation 176

Contact Monkey

OCTOBER 17, 2018

If you’re a business owner, you know how imperative it is to get the most out of your sales team in order to maximize key business results. This is especially pertinent today as the sales process has become much more challenging , evolving with the needs of buyers over the years. . Start Tracking Your Sales Emails!

Selling Skills 40

Selling Skills Lead Qualification Sales Qualified Lead How To 40

Understanding the Sales Force

DECEMBER 1, 2020

OMG and Caliper failed to agree on these 8: Desire - Caliper measures Ego Drive and OMG measures Desire for success in sales. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. The candidate scored 60% on Caliper and 92 on OMG. Coachable or not.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. Continue the sales process with these conditions in place (Emotionally Involved). These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Sales Hunter

MAY 21, 2014

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 16, 2014

Are you using social media the right way in your sales process? I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Unfortunately, many salespeople are not!

Social Media 264

Social Media Media Consultative Selling Video 264

Steven Rosen

MARCH 12, 2024

However, there is a growing realization that face-to-face meetings still hold significant value in the sales process. In a recent Sales Leadership Awakening Podcast, hosts Colleen Stanley and Steven Rosen, both sales leadership and coaching experts, delve deep into the advantages of meeting sales prospects face-to-face.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Sales prospecting is an essential part of your process. . That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Prospecting Technique #1: Use This Cold Call Opener. Want to totally level up your sales prospecting game?

Meeting 124

Meeting Prospecting Cold Calling ROI 124

The Sales Hunter

DECEMBER 4, 2012

If I asked you what has changed in the last year with regard to your sales process, what would you say? One of the best ways to do this is by assessing each part of your sales process from the types of questions you ask to the types of closing techniques you use. Too bad because your customers have changed.

Sales Process 172

Sales Process Objections Motivation Video 172

The Sales Hunter

MAY 23, 2014

Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' Salespeople are quick to blame the customer as being […].

Cold Calling 211

Cold Calling Consultative Selling Selling Skills Customer Service 211

The Sales Hunter

AUGUST 19, 2014

What jumped out to me was a dealership chairman acknowledging how the sales process is constantly changing. He matter-of-factly went on to say that forcing outdated sales processes on to current customers just won’t work. His salespeople […].

Consultative Selling 210

Consultative Selling Selling Skills Networking Prospecting 210

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! And until you find out what’s really holding your prospect back, you’ll just go around and around in circles. Teamwork concept.

Closing 156

Closing Training Gatekeeper Face-to-face 156

Tom Hopkins

JUNE 20, 2013

Today’s sales environment has definitely changed and professional salespeople are learning to adapt by embracing social media as an effective way to connect with prospects and customers. The post How Social Media is Impacting the Sales Process [VIDEO] appeared first on America's #1 Sales Trainer.

Social Media 90

Social Media Media Sales Process Video 90

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. At what point during the sales process are they doing this? Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 250

Customer Direct Response Selling Skills Motivation 250

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? BANT is a sales qualification framework that was originally developed by IBM. It helps sales teams qualify prospects and determine if they have a high chance of converting.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? A sales prospecting definition is.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

A Sales Guy

JULY 9, 2012

A crappy sales process is the culprit of more stuck deals, or lost deals than many of us want to admit. A crappy sales process consists of bad or misaligned sales stages. When sales stages have little correlation with how your customer buys or with how your product is sold, you have bad sales stages.

Pipeline 113

Pipeline Sales Process Sales Cycle Sales 113

The Sales Hunter

DECEMBER 19, 2013

I’m also not saying to become merely an order taker, slopping up the easy sales that come your way. What I’m saying is your process must be engineered in a way that allows you to qualify prospects quickly and move them to the point where they are sharing with you their needs and desired benefits.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

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