Jeffrey Gitomer

AUGUST 17, 2011

CAUTION: One of the biggest and most fatal mistakes that salespeople make is “waiting” for someone else to give you sales tools. Great impressions are made, great sales are made – and made often – with tools you give it to yourself. Return to top of page Copyright © 2012 All Rights Reserved. Share this Post.

Hiring 294

Hiring Training Social Media Loyalty 294

The Sales Hunter

DECEMBER 16, 2011

Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. cold calling.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 22, 2011

Time is the greatest negotiating tool you have. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Once you give the customer a lower price, they’ll expect it each time.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 19, 2011

Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. Sales Tool. Sell Better. Selling to Executives. Social Selling. December 2011.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Score More Sales

FEBRUARY 20, 2013

And often I observed that a salesperson could execute hard selling skills very effectively during role plays and practice sessions. Then, when he or she encountered a tough prospect, all their good selling skills went out the window. Emotions started running the call—not effective influence and communication skills.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

JANUARY 14, 2012

Jan 14, 2012. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling skills.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JANUARY 6, 2012

January is “Prospecting for Sales Month” Jan 06, 2012. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. January 2012.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 5, 2012

Jan 05, 2012. For other people in sales, the book is good and will serve as an excellent resource tool to help reinforce in your mind what it takes to be a top performer. Copyright 2012, Mark Hunter “The Sales Hunter.” high profit selling. selling a price increase. selling skills.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Understanding the Sales Force

JUNE 11, 2012

Is it: Improved Selling Skills? Even a salesperson who is well-liked and/or respected by his peers, who doesn't model the right behaviors, skills and attitudes, will have a significant, detrimental effect on the entire organization. c) Copyright 2012 Dave Kurlan Here are the first 30 I thought of. Change in Attitude?

Lead Rank 193

Lead Rank Incentives Incentive Sports 193

The Sales Hunter

JANUARY 12, 2012

Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. ” Copyright 2012, Mark Hunter “The Sales Hunter.”

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

JANUARY 5, 2013

I’m sharing it again because I want you to have the tools you need to be more successful… Copyright 2012, Mark Hunter “The Sales Hunter.” Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. Below is one of my more popular videos on this topic.

Video 196

Video How To Motivation Sales 196

The Sales Hunter

NOVEMBER 21, 2011

In his new book The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers , Warren Greshes presents the notion that people cannot be motivated, that motivation only comes from within and savvy managers give their workers the tools, ideas and techniques to motivate themselves. high profit selling. leadership.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

JUNE 20, 2012

And more and more people are using their smart phone as their primary email screening tool. The program is full of tip after tip that will set you apart from your competition and lead you to high-profit selling. The sooner you invest in yourself, the sooner you’ll be on your way to improving your prospecting and selling skills!

Selling Skills 192

Selling Skills Prospecting Study Motivation 192

The Sales Hunter

DECEMBER 19, 2011

A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

NOVEMBER 28, 2011

Assessment tools can assist here to identify successful sales characteristics. Assessment tools can also be beneficial here to offer a comprehensive “second opinion” that can help managers make informed decisions. high profit selling. selling a price increase. selling skills. February 2012.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Sales Hunter

DECEMBER 15, 2011

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

DECEMBER 17, 2011

I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

NOVEMBER 12, 2011

My view of phone sales scripts is they’re an essential tool if you expect to be successful in selling over the telephone. high profit selling. selling a price increase. selling skills. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Sales Hunter

JUNE 26, 2012

Sure, email does have a place and it can be an effective tool, but to think it’s the only tool is a recipe for failure. And if you want more information on my sales prospecting program, check it out: Copyright 2012, Mark Hunter “The Sales Hunter.” Sorry, no way. Benefit statements. This is not about you.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

The Sales Hunter

MAY 29, 2012

Relationship selling works. Don’t allow yourself to believe it is the only selling tool you have. Use it as one tool that helps you open up the level of communication and understanding between you and the prospect. There are industries where relationship selling can be more effective. The reason is simple.

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Sales Hunter

FEBRUARY 6, 2012

Feb 06, 2012. John is author of The Wall Street Journal bestseller Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. high profit selling. January 2012.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

OCTOBER 27, 2012

You must be able to deliver your entire sales presentation without any sales tools. Copyright 2012, Mark Hunter “The Sales Hunter.” It’s not the marketing materials or the PowerPoint presentation or the product samples. The most important part of the sales presentation is YOU! ” Sales Motivation Blog.

Video 203

Video Call-back Motivation Sales 203

The Sales Hunter

OCTOBER 24, 2012

When you don’t link your price to a time period, you’re allowing the customer to use the price as a negotiating tool with you whenever they feel like buying. Another great way to use the expiration date technique is by using it as a negotiation tool after the date has lapsed. Never offer a customer an open-ended price.

Customer 192

Customer Negotiation Motivation Objections 192

The Sales Hunter

MARCH 12, 2012

Don’t ever allow whatever sales tool you use to become the central focus of the sales call. Copyright 2012, Mark Hunter “The Sales Hunter.” You’re the expert. Engage the customer. Ask the questions and follow-up questions. ” Sales Motivation Blog.

Google 192

Google Energy Follow-up Motivation 192

The Sales Hunter

MARCH 27, 2012

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Copyright 2012, Mark Hunter “The Sales Hunter.” Building long-term relationships with customers and prospects requires that you ask strategic questions. ” Sales Motivation Blog.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

DECEMBER 4, 2012

The objective is to use each sales call as a learning tool to help you get in the groove of a continual evolution of how you sell. Copyright 2012, Mark Hunter “The Sales Hunter.” Too many salespeople are quick to brush off the last call and merely focus 100% on the next call. Objective is to learn from each call.

Sales Process 172

Sales Process Motivation Objections Sales 172

The Sales Hunter

SEPTEMBER 5, 2012

If the customer is comfortable using a meeting tool such as “Go To Meeting” or something similar, then use it. Copyright 2012, Mark Hunter “The Sales Hunter.” I’ve found if you’re upfront with them and explain how it’s going to take time, they’ll be fine with it.

Proposal 168

Proposal Video Cancellation Conference 168

The Sales Hunter

AUGUST 30, 2012

Use it as the business tool it truly is. Copyright 2012, Mark Hunter “The Sales Hunter.” Let’s see time for what it is – valuable. Asking a person for a quick update is one thing, but going around the room asking everyone to give their updates on things can quickly turn into a real drag for everyone involved.

Sales Meeting 164

Sales Meeting Meeting Follow-up Motivation 164

The Sales Hunter

AUGUST 2, 2012

In the world of sales, your voice is a vital tool! Here’s to great selling and to doing all we can to help our customers and prospects have a positive experience when they interact with us! Copyright 2012, Mark Hunter “The Sales Hunter.” Of course, an easy way to do this is to record yourself.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

Score More Sales

SEPTEMBER 28, 2010

The common factor for all is that they embody the “new way to sell” which is very different from the old boys I learned selling skills from in the 1980s. Jill Konrath Author, SNAP Selling and Selling to Big Companies. Sales Ideas & Skills. Sales Tools. Social Selling.

Lead Rank 120

Lead Rank Lead Scoring Revenue Top of Funnel 120

Platinum Rules for Success

DECEMBER 26, 2018

You can be well prepared with information and sales tools, but if you are not in the appropriate frame of mind, or if you do not appear professional to the buyer, you might not get the sale. Poor targeting with great selling skills would result in limited success because you would be selling to the wrong people.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Delicious Sales

MAY 2, 2012

Tools (2872). Selling Skills (528). MORE >> Tools. 2012 (9049). As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. .

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Gong.io

FEBRUARY 12, 2019

Sales professionals have probably used Salesforce more than any other tool in history. LinkedIn is another tool that’s become impossible for a sales rep to ignore. With a strong focus on social selling, LinkedIn Sales Solutions helps reps stay up to date on the latest trends and techniques in the ever-evolving arena of social selling.

Hiring 133

Hiring Hubspot Inbound InsideSales 133

Jonathan Farrington

NOVEMBER 21, 2011

We have assembled a team comprising of the very best sales management coaches in the world, who contribute daily to a number of essential resource areas from sales team development session formats to online profiling, sales articles and process tools to fundamental sales management skills …. Copyright © 2012 All Rights Reserved.

Networking 36

Networking eBook Coaching Conference 36

LeveragePoint

APRIL 12, 2019

Skilled sales teams are increasingly unnecessary to configure a buyer’s solution or quote on it , except when online configuration and pricing tools are incomplete or too complicated to use. Richardson’s top 5 skills: Delivering a Compelling Value Proposition. The Role of B2B Sales Teams.

Buyer 22

Buyer Case Study Marketing B2B 22

LeadFuze

AUGUST 5, 2021

A former economist, Heather traded the world of academia and research for tech startups in 2012 after moving back to the Bay Area after completing economic development projects in Egypt. Sales Technology Blog (Smart Selling Tools). Web tools to improve your business performance. The Sales Blog-Anthony Iannarino.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98