The Sales Hunter

JUNE 25, 2013

State how they have plenty of options to buy on the “grey market” at a much better price. Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit. Copyright 2013, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

SEPTEMBER 26, 2013

For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. Copyright 2013, Mark Hunter “The Sales Hunter.” He opened the sales meeting beautifully and then began walking the customers through the materials. At that very point is where things fell apart.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

The Sales Hunter

DECEMBER 13, 2013

This guy isn’t selling. When his market does change, he’s going to be in for a shock. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills leader sales leader sales leadership' I’m sure you can see this for what’s worth.

Guarantee 204

Guarantee Selling Skills Maximizer Sales Leadership 204

The Sales Hunter

NOVEMBER 15, 2013

Remember the people who were doing nothing but slashing their investment in sales and marketing? Copyright 2013, Mark Hunter “The Sales Hunter.” Blog leadership Professional Selling Skills leader sales leadership' Those same people are today scrambling to catch up. You’re much better than that.

Real Estate 204

Real Estate Selling Skills Influencer Energy 204

The Sales Hunter

AUGUST 20, 2013

Problem is they’ve told the market they discount! Copyright 2013, Mark Hunter “The Sales Hunter.” Blog pricing Professional Selling Skills discount discounting price' First, you have to demonstrate to the prospect the system is the solution they’re looking for. ” Sales Motivation Blog.

Discount 197

Discount Selling Skills Negotiation System 197

The Sales Hunter

NOVEMBER 19, 2013

If you sell in the B2B market, this same thing holds true for the customers your customers sell to. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Sales Motivation 2014 sales motivation sales process success' ” Sales Motivation Blog.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

NOVEMBER 5, 2013

Next time you bad mouth them and what they sell, I’m going to make sure I have them on the phone so they can hear you say it directly. Who in your marketing department developed them? Copyright 2013, Mark Hunter “The Sales Hunter.” The sales materials you use are lame. ” Sales Motivation Blog.

Customer 240

Customer Call-back ACT Selling Skills 240

The Sales Hunter

MAY 7, 2013

If you must discount your price to create cash flow, here are a couple of ways to do it: First, only offer it to customers in a section of your market you can control and who do not have the ability to communicate the lower price they’re getting to other segments of your market. ” Sales Motivation Blog.

Discount 194

Discount Strategy Margin Small Business 194

Understanding the Sales Force

JULY 22, 2013

The candidate must possess the minimum required sales DNA (the strengths that support successful selling) for their role at your company. The candidate must have the minimum required selling skills for the role. The candidate must meet all of the client-specific selling criteria for the role. Deal breaker. Deal breaker.

Hiring 218

Hiring Face-to-face Territories Selling Skills 218

The Sales Hunter

FEBRUARY 26, 2013

Are the markets you service growing and, if so, are you growing with them? Copyright 2013, Mark Hunter “The Sales Hunter.” Let me give you a couple of examples of questions a strategic salesperson would ask: How do you see your competition changing in the next year? Your goal as a salesperson is to be seen strategic.

Margin 249

Margin Motivation Objections Competition 249

Understanding the Sales Force

JANUARY 24, 2014

If 50% of sales management is coaching and developing salespeople, then the new sales manager would need to have elite selling skills to support the necessary coaching skills which, in most cases, don''t yet exist. Only 6% of all salespeople have elite skills and only 7% of all sales managers have elite coaching skills.

Sales Management 222

Sales Management Webinar Metrics Coaching Sports 222

Increase Sales

JANUARY 11, 2013

Smaller firms, those (95.4%) do not have marketing departments because they cannot afford that expense. Prospecting is a marketing skill not a selling skill. Marketing must be handled by individual sales personnel. ” Any improvement in sales skills is self initiated by each salesperson.

Small Business 152

Small Business Small Business Inbound Outbound 152

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. Also, don’t miss tomorrow’s post regarding email marketing, as I will provide an example of a bad email and how it was transformed to a powerful email, leveraging key prospecting techniques. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

MARCH 7, 2013

That is the truest statement when it comes to email marketing! Email marketing is highly successful when you find ways to stand out from the pack and think like your prospect! Copyright 2013, Mark Hunter “The Sales Hunter.” Remember that saying, “You only get one chance at a first impression” ?

Prospecting 226

Prospecting Strategy Lead Gen Email Marketing 226

The Sales Hunter

MARCH 5, 2013

The right price is a moving target to marketing when they’re watching competitors all around them picking off their customers with an array of pricing options. Copyright 2013, Mark Hunter “The Sales Hunter.” The reason I’m writing about this is simple — there is no such thing as the “right price.”

Discount 211

Discount Motivation System Closing 211

The Sales Hunter

MARCH 5, 2013

For the past 20+ years, Beth has honed her email marketing skills, not only out of sheer necessity, but also because she is passionate about connecting with people and helping them succeed. Copyright 2013, The Sales Hunter. We work with companies training them how to write successful emails, and we would be happy to help you.

Prospecting 223

Prospecting Email Marketing Training Customer 223

The Sales Hunter

MARCH 27, 2013

Step 2: Create 4 email templates, so you can cut and paste or automate a marketing campaign. The great news about this email marketing strategy is it makes the process a lot simpler and drives a great response rate when done appropriately. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 214

Prospecting How To Call-back Cold Calling 214

The Sales Hunter

FEBRUARY 11, 2013

There are still large numbers of companies that have not ramped up their sales and marketing efforts, so what that means is if you have ramped up your effort, there is some serious business waiting to be had. Copyright 2013, Mark Hunter “The Sales Hunter.” The competition is still sleeping. That is a big waste.

Sales Qualified Lead 195

Sales Qualified Lead Motivation Competition Positioning 195

The Sales Hunter

MARCH 19, 2013

For the past 20+ years, Beth has honed her email marketing skills, not only out of sheer necessity, but also because she is passionate about connecting with people and helping them succeed. Copyright 2013, Mark Hunter “The Sales Hunter.” Beth’s experience and knowledge on this topic is truly second to none.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

The Sales Hunter

FEBRUARY 22, 2013

If you must discount your price to do a close-out of some type, do it in a market, industry or area separate from your existing customers. Copyright 2013, Mark Hunter “The Sales Hunter.” In my book what you’re doing is risking your long-term business all for the sake of a quick volume surge, but at a lower margin.

Discount 181

Discount Closing Margin Resources 181

The Sales Hunter

MARCH 8, 2013

Sales versus marketing: Who is right? Copyright 2013, Mark Hunter “The Sales Hunter.” Role of senior management with price increases. Sales for the non-sales oriented executive. Sales leadership in crisis situations. Each Friday will be informative and engaging. Join me as we discuss sales leadership!

Sales Leadership 174

Sales Leadership Hiring Small Business Small Business 174

Delicious Sales

MAY 2, 2012

Marketing (6398). Selling Skills (528). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Training Connection

SEPTEMBER 23, 2013

Even if you have a winning product, the competition is likely to get a product to market that is just as good, at half the price … in half the time it took several years ago. All Trigger Events represent some type of strategic shift so the sales team will indeed need to adjust and adapt their selling skills to the new reality.

Sales Coaching 116

Sales Coaching Coaching Energy Face-to-face 116

Sales Training Connection

OCTOBER 16, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Consultative selling skills. ©2013 Sales Momentum ®.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

Sales Training Connection

MARCH 18, 2013

Bain published a particularly interesting article noting that historically companies in the B2B market – “consistently grew their revenue faster than their sales and marketing expenses.”. If you going to sell as a team, train as a team. Selling is not an individual sport – podcast. ©2013 Sales Horizons, LLC.

Margin 112

Margin Vendor Face-to-face Sports 112

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. Consultative selling skills. ©2013 Sales Momentum ®.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

Sales Training Connection

JULY 1, 2013

Several years ago Neil Rackham, Larry Friedman, and I interviewed marketing leading companies who were exploring these types of relationships. While selling skills aren’t required, TMs do need to understand the sales process, and the AE’s account strategy. ©2013 Sales Momentum ® LLC.

Account 109

Account Training Up-Sell Selling Skills 109

Gong.io

JANUARY 12, 2021

As a Senior Mid-Market CSM, Red uses Gong for note-taking, quick (non-email) escalations, points of interest, and personal growth. Meet Devon, customer success’n since November of 2013 and Gong employee #37. As the Manager of Gong’s Mid-Market CS team, Devon Kirschmann knows a thing or two about how to use Gong.

Follow-up 118

Follow-up Video Account Objections 118

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. Selling Is a Competitive Sport. Combining Data with Predictive Analytics.

Data 86

Data Hiring Analytics Top of Funnel 86

Corporate Visions

SEPTEMBER 20, 2018

A market-sizing survey by InsideSales.com found that there are 5.7 But get this: today, outside reps spend 45% of their time selling remotely, an 89% increase from 2013. Discover the selling skills and techniques you need to outperform your competition in the selling environments that matter most today.

Research 40

Research Sales Meeting Meeting Journal 40

The Science and Art of Selling

FEBRUARY 14, 2014

There will be no fancy words, no marketing gimmicks, no acronyms, no complicated techniques. He vas voted #2 on the list of Top 50 Most Influential People in Sales Lead Management in 2013; he is one of the Top 25 Sales Influencers for 2012, published author of 5 sales titles including “Selling For Introverts”.

Cold Calling 63

Cold Calling Webinar Metrics How To Face-to-face 63

The Science and Art of Selling

MAY 30, 2014

There will be no fancy words, no marketing gimmicks, no acronyms, no complicated techniques. He vas voted #2 on the list of Top 50 Most Influential People in Sales Lead Management in 2013; he is one of the Top 25 Sales Influencers for 2012, published author of 5 sales titles including “Selling For Introverts”.

Cold Calling 56

Cold Calling Webinar Metrics How To Face-to-face 56

The Science and Art of Selling

APRIL 17, 2014

There will be no fancy words, no marketing gimmicks, no acronyms, no complicated techniques. He vas voted #2 on the list of Top 50 Most Influential People in Sales Lead Management in 2013; he is one of the Top 25 Sales Influencers for 2012, published author of 5 sales titles including “Selling For Introverts”.

Cold Calling 44

Cold Calling How To Webinar Metrics Face-to-face 44

The Science and Art of Selling

MARCH 21, 2015

There will be no fancy words, no marketing gimmicks, no acronyms, no complicated techniques. He vas voted #2 on the list of Top 50 Most Influential People in Sales Lead Management in 2013; he is one of the Top 25 Sales Influencers for 2012, published author of 5 sales titles including “Selling For Introverts”.

Cold Calling 40

Cold Calling How To Webinar Metrics Face-to-face 40

LeadFuze

AUGUST 5, 2021

How to Make Sales and Marketing Meetings More Effective and Impactful. Leah Bell is the Content Marketing Specialist for SalesLoft. While you’re there, you can also benefit from the other organized topics from marketing to productivity and more. . Sell) and marketing (Where Marketers Go to Grow) blogs on the site.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98