Understanding the Sales Force

JUNE 26, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I was returning from New Orleans on an airline I had previously decided never to use again. Yes, they sold me, for a second straight time, that flying United is not a good experience, their people don''t care, putting their own needs first, ahead of their customers.

Airlines 210

Airlines Customer Service Customer Cancellation 210

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Nothing wrong with that, but don’t forget about your customer’s goals. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. ” Sales Motivation Blog.

Positioning 232

Positioning Motivation Customer Opportunity 232

The Sales Hunter

JANUARY 28, 2013

It isn’t going to help me sell more — it’s only going to help me rationalize why I’m not making sales. As you look at 2013, challenge yourself to not set targets and goals based on what the economy says you should or should not be able to do. Let’s all go out and make 2013 not just a good year.

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

The Sales Hunter

JUNE 22, 2013

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

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute."

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

FEBRUARY 11, 2013

Over the last 18-24 months Sales Operations leaders have experienced Diminishing Authority. The Chief Sales Officer is not relying on Ops to translate data into insight. Sales Ops has lost some of its credibility. Operations data has not been properly leveraged - Are you tracking the metrics that drive results in 2013?

Collateral 334

Collateral Customer Service Data Buyer 334

The Sales Hunter

APRIL 30, 2013

You can secure repeat sales from existing customers if you follow the 2/2/2 rule. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

JULY 18, 2013

Ignoring the customer. Trying to prove the customer is wrong. Failing to ask for the sale. We in sales are a finicky group. We may not think of ourselves as being self-centered, but in reality, there are too many situations where we become exactly that when we are with a customer. ” Sales Motivation Blog.

Cold Calling 241

Cold Calling Consultative Selling Customer Service Selling Skills 241

The Sales Hunter

AUGUST 31, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting competition desired outcomes video sales tip'

Competition 226

Competition Video Consultative Selling Selling Skills 226

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

The Sales Hunter

AUGUST 24, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation elevator speech prospecting sales motivation selling skills video video sales tip'

Video 221

Video Consultative Selling Selling Skills Motivation 221

The Sales Hunter

APRIL 25, 2013

Here’s a video I did as part of a Sales Mastery Summit. You’ll see how passionate I am about being willing to walk away: One Thing Sales Reps Could Take Action on Today to be More Successful! Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 272

Discount Customer Margin Consultative Selling 272

The Sales Hunter

JULY 17, 2013

Sure, you may know quite a bit more than your customer, but if you don’t learn to pause at the right time, you may lose the sale. The typical salesperson thinks they know everything, and many times they do know quite a bit more than the customer. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep. Pros: Santa is focused on the needs, and when possible, the wants of his clients.

Lead Scoring 275

Lead Scoring Lead Rank B2B Face-to-face 275

The Sales Hunter

OCTOBER 5, 2013

Sure, it’s easy to thank them at order time, but I challenge you to look beyond the sale. You likely will learn ways you both can benefit: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . .” ” Sales Motivation Blog. .

Customer 208

Customer Video Selling Skills Customer Service 208

The Sales Hunter

JULY 30, 2013

Sure, we’ll be able to remember the big stuff, but many times the ability to close a sale rests on our ability to take a small key piece of information and leverage it. This means either at the end of each sales call or at the end of each day. Copyright 2013, Mark Hunter “The Sales Hunter.”

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

The Sales Hunter

SEPTEMBER 21, 2013

The “Out of Office” auto reply feature can be a great tool to capitalize on sales opportunities. Think about it… your customer or prospect emails you. Check out the below video to see how this works: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Video 218

Video Selling Skills Customer Service Motivation 218

The Sales Hunter

AUGUST 27, 2013

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. Short questions are fantastic because not only are they short (and easy to remember), they also get you and the customer engaged in conversation.

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

OCTOBER 21, 2013

.” Yes, we’ve all seen things and have been part of things that are way too complicated, but have you thought about how KISS might work for your customer? I’m not talking about your sales process. What I’m talking about is what it is your customer is buying. ” Sales Motivation Blog.

Strategy 214

Strategy Customer Service Motivation Sales Process 214

The Sales Hunter

SEPTEMBER 28, 2013

If you haven’t looked at your sales process in awhile, it could be in need of some refinement. A lot of salespeople put a sales process in place — and then just let it coast. The truth is, your sales process may suck. Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Process 198

Sales Process Video Consultative Selling Selling Skills 198

The Sales Hunter

MAY 31, 2013

.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. Check out the below video to see what I mean about outcomes rather than benefits: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Benefit 187

Benefit Video Customer Margin 187

The Sales Hunter

JULY 23, 2013

Management is naturally hetsitant to dump a customer due to the perception they’re going to lose business. The reason it is short-sighted is because by caving to the the desire to not lose sales, they give up far more profitable business from other customers with whom they could be spending time.

Customer 252

Customer Customer Service Motivation Company 252

The Sales Hunter

AUGUST 17, 2013

Whatever it is you are good at in the sales profession, use those skills to motivate you. Check out the below video to better understand what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Video 202

Video Selling Skills Motivation Customer Service 202

The Sales Hunter

OCTOBER 12, 2013

Every sales call is an opportunity to learn insights from one customer — that you can then apply with other customers. I’m talking about broader business insights that equip you to better serve other customers. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 196

Video Customer Consultative Selling Selling Skills 196

The Sales Hunter

APRIL 16, 2013

We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. This is due to the amount of time many customers will spend doing research on the internet before even talking with a salesperson. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 247

Customer Consultative Selling Customer Service Benefit 247

The Sales Hunter

SEPTEMBER 10, 2013

Steer clear of customers who are concerned about specific little issues that don’t play a key role in the overall sale. Stupid customers can get off track and wind up wasting a lot of time dealing with trivial items. The more time they spend with them, the less time they’ll have to spend with good customers.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

MAY 8, 2013

And by “positive results,” I mean significant increase in prospecting success and more closed sales. And that’s what sales is all about. Help your customers achieve what seems unreachable. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Customer 224

Customer B2C Customer Service Selling Skills 224

No More Cold Calling

JANUARY 10, 2013

This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. Sales: Powered By People Since the Beginning of Time. As our world and culture change, so will sales—and that’s OK. How will you make 2013 your high-touch year? High-Touch Is the Next Big Thing.

Travel 247

Travel Hotels Fashion Buyer 247

The Sales Hunter

APRIL 22, 2013

Sure makes life easier for you, and as we all know about sales, momentum creates momentum. We’ve all seen situations where it seems like the business just won’t stop, and it all starts with the first sale. For that reason, let’s make every customer a buyer. When I say sales , I’m now talking volume!

Motivation 206

Motivation Buyer Customer Customer Service 206

The Sales Hunter

JUNE 18, 2013

While some salespeople do cut back during the summer, it also can be the customers who start canceling appointments. Here are a four ways to prevent sales call cancellations in the summer: 1. Always have a back-up plan for Friday sales calls. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cancellation 230

Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

NOVEMBER 25, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Consultative Selling Customer Service Phone Sales Tips Professional Selling Skills phone phone sales tips voicemail'

Call-back 263

Call-back Consultative Selling Selling Skills Customer Service 263

The Sales Hunter

AUGUST 12, 2013

Is your sales process slow or fast? The POE is something you can get the customer to agree on quickly in the sales process — not necessarily on the first or second sales call, but much shorter than what your historical time has been for closing a deal. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Process 229

Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

OCTOBER 22, 2013

Are you passionate about sales? If you want to be successful, your customer needs to see, feel and hear your passion when it comes to assisting them. Not only do they close more sales, but they close better sales. Passionate salespeople have a level of empathy and interest customers can feel and see.

Customer Service 267

Customer Service Motivation Up-Sell Study 267

The Sales Hunter

SEPTEMBER 24, 2013

Sales managers without even trying are very good at taking profit right out of their company. They do this because of how they handle things with their salespeople who in turn offer customers discounts. When a sales manager places pressure, they need to do it with guidance as to how the salesperson should handle things.

Sales Management 217

Sales Management Discount Consultative Selling Face-to-face 217

The Sales Hunter

JUNE 25, 2013

If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. Customers will pay for trust and confidence.

Customer 253

Customer Customer Service Motivation Selling Skills 253

The Sales Hunter

DECEMBER 8, 2013

To them, sales is truly a team activity. To a customer, having a salesperson tell them it’s somebody else’s problem doesn’t solve it. The customer wants to know what you, the salesperson, are going to do about it. Great customers will quickly cut ties with salespeople who they don’t see behaving properly.

Customer Service 233

Customer Service Selling Skills Sales Leadership Account 233

The Sales Hunter

AUGUST 1, 2013

I hate to say it, but we in sales have done some pretty stupid things that have ultimately prevented a lot of sales from being made. Use the 2-second pause immediately after the customer says something. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Consultative Selling 230

Consultative Selling Customer Service Selling Skills Closing 230