The Sales Hunter

FEBRUARY 17, 2015

Blog Closing a Sale Cold-Calling Consultative Selling leadership pricing Professional Selling Skills Prospecting competitor price prospect prospecting' This business owner heard me speak a couple of years ago and has been an avid follower of my blog ever since. He […].

Vendor 100

Vendor Cold Calling Consultative Selling Selling Skills 100

The Sales Hunter

NOVEMBER 26, 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. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills. FREE Resources.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

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

Lessonly

DECEMBER 22, 2021

Are you ready to get your head in the sales game and set your sales reps up for top success? Well, then it’s time to get on board with all the glory that sales readiness has to offer! Sales readiness is a well-crafted mix of rep assessment, sales management training, and coaching. These include skills like: .

Selling Skills 26

Selling Skills Training Scale Negotiation 26

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. The challenges your prospects are going through are the same ones you are. Email from Prospect #2: Dear….

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Face-to-face Call-back Objections Gatekeeper 157

The Sales Hunter

OCTOBER 4, 2013

New customers and prospects create their own set of opporutnities. Many companies shut down their Accounting Department to new vendors a week or so before the end of the year. Be a sales leader in Q4. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Sales Leadership Advertising Advertising Selling Skills 195

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

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. What is Social Selling?

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

The ROI Guy

OCTOBER 7, 2014

Alinean Launches Value Expert™ Sales Training to Help Reps Engage Earlier and Sell More Effectively Today we announced the launch of Value Expert™ Sales Training, an important milestone. The training advances to instructor-led workshops, including the following important topics: Why is Value Selling Important to You?

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Vendor Training B2B Channels 70

The Digital Sales Institute

OCTOBER 25, 2018

FREE SALES TRAINING VIDEOS. Check out these free sales training videos if you are considering taking a sales training course or just looking to refresh your selling skills. When it comes to sales training, th ere are a lot of options available from classroom based sales training to online sales training courses.

Video 51

Video Training Cold Calling Selling Skills 51

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales? Image Source ).

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Face-to-face Decision Maker Lead Rank Pipeline 108

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. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. FREE Resources.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

criteria for success

JULY 15, 2021

As sales managers, we’ve all been told we need to coach our teams. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. At CFS, we believe that to be an elite sales manager, you need to learn how to coach people where they are. Or maybe our biggest client switched vendors.

Coaching 98

Coaching Sales Management Pipeline Sales Qualified Lead 98

eGrabber

NOVEMBER 30, 2021

Businesses use various action plans to improve sales performance. However, salespeople find it difficult to improve sales performance. Sales development reps are often busy with too many things on their plate. In addition, they have to handle the pressure of achieving the sales & revenue targets.

Ideal Customer Profile 52

Ideal Customer Profile How To Campaigns Lead Generation 52

Partners in Excellence

OCTOBER 3, 2022

Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. We even create charts of the stages customers go through, aligning them with our selling process. For example, Prospecting might be aligned with Problem Determination.

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Analysis System Selling Skills Buyer 118

LeadFuze

NOVEMBER 30, 2021

The Secret To Sales Success is to Sell What You Love. The key to being a good salesperson is finding the balance between what you love and your ability to sell it. I love being in sales, especially high-tech. That’s why you need to be really good at what you do, love your product and have the stomach for sales.

Hiring 52

Hiring Social Media Banking Hubspot 52

The Sales Hunter

DECEMBER 22, 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. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. sales tips.

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Negotiation Buyer Ideal Customer Profile Hiring 195

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. more deals and the profit margin on sales-won improved by 12.2%.

Film 137

Film Hubspot Sales Cycle Lead Rank 137

Hubspot Sales

MAY 25, 2018

As a salesperson, you never want to be considered amateurish by your colleagues or prospects. Sales leaders and businesses are paying a hefty price for not developing the selling skills of their people. They’re not only selling less than they could be, they’re also being forced to sell at lower prices than they should be!

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Vendor Lead Rank Lead Scoring Call-back 111

Partners in Excellence

OCTOBER 18, 2022

We toss the term around casually, but when I look at too many pipelines or prospecting programs, the ICP is not discernible. We have a tendency to try to sell to anyone. What is their attitude in working with vendors/suppliers? Too often, we don’t take the time to do the research to make sure the prospect is in our ICP.

Ideal Customer Profile 48

Ideal Customer Profile Customer Pipeline Enterprise 48

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. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

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Sales Tools Tools Decision Maker Cold Calling 126

Gong.io

DECEMBER 14, 2022

Fortunately, there’s a sales methodology that can help. 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.

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

Gong.io

JULY 31, 2019

Are you looking for a rich list of sales questions you can use today? Master sales pro know that this skill is as important as what they ask. How to Earn the Right to Ask Sales Questions. These buyers are further along in their journey, so you can focus your sales questions on the business outcomes they want to achieve.

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Top of Funnel Decision Maker Outbound Face-to-face 128

The Digital Sales Institute

MAY 17, 2019

Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations. Sales Questions.

Decision Maker 65

Decision Maker Vendor Ideal Customer Profile Buyer 65

Partners in Excellence

OCTOBER 3, 2022

Why are you calling it a “selling process?” ” Glad you noticed that, the jargon, at least ever since I’ve been selling, has been the “sales process.” ” Traditionally, it’s been focused on what sales people do to customers –oops, with customers.

Ideal Customer Profile 91

Ideal Customer Profile System Up-Sell Sales Process 91

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. It helps you qualify buyers so the right ones end up in your sales funnel.

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Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

The Digital Sales Institute

SEPTEMBER 10, 2018

What is selling and the definition of selling is a question is a valid question often asked by newer people to the profession. Selling involves many different activities and actions which depend on the customers situation and where in the sales journey you are at. What is selling.

Face-to-face 55

Face-to-face Cold Calling Selling Skills Buyer 55

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Yes, prospects can be frustratingly unresponsive.

Ideal Customer Profile 88

Ideal Customer Profile Cold Calling Sales Qualified Lead Lead Rank 88

Partners in Excellence

SEPTEMBER 26, 2022

If they are qualifying themselves and their commitment to change, they probably haven’t begun to think seriously about solutions and vendors. As a result, we fill our pipelines with marginal prospects–wishful thinking on our part, but people that have very low likelihood of ever needing our solutions.

Ideal Customer Profile 68

Ideal Customer Profile BANT Pipeline Margin 68

Gong.io

APRIL 14, 2021

We like to end each Reveal podcast interview with one final question: “How would you describe sales in one word?” Shep Maher, Betterworks’ EVP of Global Sales. Sales is an infinite puzzle, both internally and externally. And the larger and more complex your sale is, the more fun. Winning for your customer.

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Call-back SAP Revenue Sales 118

The Sales Hunter

OCTOBER 15, 2012

Typically they’re charged with securing “x” amount of savings across the line of vendors they work with. What this means is they will focus on the vendor they think they can take advantage of the most. Ask yourself if you think they would be friends with you if you didn’t sell what it is you sell?

Buyer 180

Buyer Face-to-face Vendor Up-Sell 180

The Brooks Group

MAY 9, 2018

It’s no secret that sales teams can’t rely on the outdated “used car sales” approach if they want to achieve high performance. Today’s customers in almost every market have access to more information, more choices, and more autonomy than ever before—and this requires better sales skills and more strategic thinking.

Lead Rank 53

Lead Rank Lead Scoring Margin Buyer 53

Customer Centric Selling

FEBRUARY 15, 2017

Sales Tips: Quantity vs. Quality and Making Sales Numbers. By John Holland, Chief Content Officer, CustomerCentric Selling®. Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious….

Pipeline 64

Pipeline Buying Cycle Quota Call-back 64

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

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Up-Sell Revenue Closing Decision Maker 139

The Shameless Sales Blog

JANUARY 23, 2012

But it aint true in sales. But in selling, we always have competition. You see there's the "information" about the deal that your prospects tell you and every other vendor… Here's what we are buying. There's never a level playing field in sales. Sell with Pride!

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Selling Skills Vendor Up-Sell Competition 63

Fill the Funnel

MARCH 25, 2014

Too many times the word “selling” implies talking or presenting ideas and products to a prospect/customer. It follows then that the perception of those new to the social selling concept would think that this is just tweeting and posting all about their product or service until someone responds.

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Social Selling Social Media Twitter Facebook 130

Customer Centric Selling

FEBRUARY 22, 2017

Sales Tips: Grading Opportunities - Garbage In, Garbage Out. By John Holland, Chief Content Officer, CustomerCentric Selling®. The major reason Sales Force Automation (SFA) failed was that technology absent process merely speeds up the mess. At that time I worked with a CRM vendor. He was proud to show me his approach.

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Hiring Forecasting Pipeline Discount 63