SBI Growth

NOVEMBER 29, 2012

Dive in head first to enhance your 2013 Marketing Plan. Sales leaders if you want more leads in 2013, forward this blog post to your peer in marketing.). This may include your company website, sales staff, marketing Lead Development Representatives from your Lead Generation program, customer service, technical support, etc.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? Travel - Redesigned sales territories to reduce travel time.

Hiring 310

Hiring Travel Territories Face-to-face 310

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

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

Sales Leadership 82

Sales Leadership Incentive Incentives Motivation 82

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

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

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

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

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 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

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

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

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

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

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 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

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

APRIL 13, 2013

If you find yourself having to discount, you MUST pair it with a reduction in service. How to discount correctly: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Closing a Sale Customer Service pricing Professional Selling Skills discount discounting price'

Discount 174

Discount Video Strategy Selling Skills 174

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

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

Partners in Excellence

DECEMBER 2, 2013

There was also an “executive” track where I could hear a number of researchers, analysts, and other talk about new buying trends, behaviors, shifts in sales and marketing, new skills and capabilities we need to develop to more effectively engage our customers.

Lead Rank 84

Lead Rank Meeting Conference Vendor 84

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

MAY 11, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Video 178

Video Selling Skills Consultative Selling Customer Service 178

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

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

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

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

The Sales Hunter

AUGUST 22, 2013

Email is neither the primary way to make sales nor the best way. Treat email as one of the tools you have to communicate with a prospect/customer. Too many salespeople think they can use email exclusively to generate sales. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

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

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. If you are in an open environment, jot down (or record with their permission) what the most successful peers you work with say on the phones that opens up dialogue and even creates sales opportunities. Work in an office on your own or away from other sales reps?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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

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 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

MAY 10, 2013

I can’t tell you the number of times I’ve heard salespeople and sales managers use what I refer to as the two deadly words in sales: “if” and “then.” It’s too easy for salespeople and even sales managers to believe if only something , then they could something.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

The Sales Hunter

AUGUST 26, 2013

Sales is a great profession! Each year I’m in sales, I come to appreciate and respect it that much more. Every day, those of us in sales get to connect with numerous people. I hope it’s around the latter, because this is really the heart of sales — helping people. Will this result in closing more sales?

Motivation 220

Motivation Customer Service Positioning Closing 220

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