The Sales Hunter

FEBRUARY 20, 2012

Sales Managers Have the Hardest Job in Sales. As a sales manager, you owe it to yourself to pay close attention to Jeb’s keen insights on leadership. Sales Managers have the hardest job in sales. In most cases, sales managers earn less than their top salespeople.

Motivation 220

Motivation Sales Management Hiring Negotiation 220

The Sales Hunter

SEPTEMBER 27, 2013

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. These selling situations can be much different than other situations, because professional buyers are incredibly adept at working deals to their advantage.

Sales Management 190

Sales Management Selling Skills Buyer Motivation 190

Understanding the Sales Force

SEPTEMBER 25, 2018

Nearly every coaching call with a salesperson is about a delayed closing. Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. Everyone wants to know what to do about the delayed closing but that's the wrong question. Delays, delays, delays.

Closing 264

Closing Construction Call-back Coaching 264

The Sales Hunter

JULY 8, 2014

This question comes up frequently when I’m meeting with sales managers. Blog pricing Professional Selling Skills discount price sales discounting' What is the right level of authority a salesperson should have when it comes to price?

Discount 221

Discount Closing Selling Skills Up-Sell 221

Partners in Excellence

MAY 13, 2022

We have terrific programs about how we sell. They may be more narrowly focused on specific skills like objection handling, prospecting, closing, negotiation. But the one thing I seldom see in any formal training or development program is specific training on change and change management.

Selling Skills 123

Selling Skills Face-to-face Vendor Sales Enablement 123

The Sales Hunter

DECEMBER 8, 2011

4 Ways to Close More Sales By Changing Your Sales Process. We don’t pay enough attention to our sales process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. That means having as refined a sales process as possible.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales.

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Outsourcing Services Territories 224

Hubspot Sales

JULY 22, 2018

Selling Skills. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences. Collaborate with prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

The Sales Hunter

MAY 17, 2014

Too many salespeople and sales managers spend too much time in the office! Yes, we need more empty chairs. Salespeople need to be out interacting with prospects and customers. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. They will miss opportunities that are vital to the company.

Video 210

Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

AUGUST 19, 2014

” If you’re reading this and you’re a sales manager, I want you […]. Blog Closing a Sale Consultative Selling leadership Professional Selling Skills Prospecting Sales Motivation leader sales leader sales leadership sales motivation success'

Consultative Selling 243

Consultative Selling Selling Skills Motivation Sales Leadership 243

Steven Rosen

OCTOBER 2, 2020

Many salespeople have found the entire shift very frustrating and are still uncomfortable selling virtually. Salespeople who had poor selling skills before COVID are now extremely challenged in hitting their quotas. Coaching can take on many forms such as; coaching deals, coaching KPI’s and coaching sales calls. .

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Jeffrey Gitomer

FEBRUARY 6, 2012

Sign Up For My February 8 Webinar – Closing the Sale [Space Is Limited]. It’s this Wednesday, February 8, and it’s all about closing the sale. Contrary to decades of sales teaching, closing the sale is not a matter of psychological trickery or mental manipulation. Sales Management.

Webinar Metrics 158

Webinar Metrics Hiring Closing Social Media 158

The Sales Hunter

FEBRUARY 25, 2012

The BEST Thing You Can Do When You Can’t Close a Big Sale. You have been working your tail off trying to close this one client, and just when you think that moment is going to come, the client delays or backs off all together. What is the best thing you can do when you can’t close a sale? sales goals.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

The Sales Readiness Blog

MAY 3, 2023

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for effective sales conversations, while a sales methodology provides a structured approach to the sales process.

Sales Methodology 104

Sales Methodology Selling Skills Revenue Sales 104

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

Jeffrey Gitomer

DECEMBER 16, 2011

The 100-year path to a sale is over: Road Closed. How do I close a sale? Sales Management. Sales Videos. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Gitomer | December 16, 2011 | 1 Comment. ALL of them focus around how to do something new with a strategy that is 100 years old.

Hiring 194

Hiring Cold Calling Closing Social Media 194

The Sales Hunter

JUNE 11, 2012

Establish an internal service level agreement – beyond just the number of calls, opportunities, appointments and closes that typical teams manage to, make sure your sales reps also buy into the turnaround time on follow-up activities or the process in CRM that they have to use.

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Commission 209

Mr. Inside Sales

MAY 21, 2022

Why not use them to upgrade your team’s selling skills so they can hit the third and fourth quarter hard? Check out our best inside sales training available on the Internet: On-Demand Training! If you get this objection—while closing or qualifying—then the worst thing you can do is try to answer or overcome it.

Closing 156

Closing Training Gatekeeper Face-to-face 156

SBI Growth

NOVEMBER 14, 2012

But it’s your ICP numbers that will help to increase your close rate and put money in your pocket. 66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. After all, sales management is responsible for Sales Performance Management.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

APRIL 6, 2013

Too many salespeople and sales managers are “asking” a customer for a price increase. If telling a customer you’re taking a price increase seems difficult, then trust me on this… you can learn these skills. ” Sales Motivation Blog. . This is the wrong approach!

Video 197

Video Discount Consultative Selling Customer 197

The Sales Hunter

SEPTEMBER 13, 2013

Too many times, sales teams wait until it’s too late into the year to realize things have to change to make the number. If this is you, then you’re not being a strong sales leader. You’re being a weak sales manager. Next time you’re watching a close game, notice what the coach is doing.

Consultative Selling 217

Consultative Selling Face-to-face Selling Skills Motivation 217

Vengreso

JANUARY 17, 2025

This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills. This accessibility ensures that sales teams are always one step ahead, equipped with the latest digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Hunter

APRIL 11, 2013

Worst thing you can do is to put a senior manager in a position where they feel uncomfortable, especially if they aren’t overly confident in making the customer call in the first place. Ensure the senior manager knows it is your job to both open and close the call since it is your account. ” Sales Motivation Blog.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

Jeffrey Gitomer

JUNE 16, 2012

Tweet Are you trying to figure out some manipulative way of closing the sale or asking for the sale? Or worse, are you wondering when the best time to close is? Hers’s another question for you – Is it more powerful for you to ask for the sale or for the customer to ask, “When can we get started?”

Closing 223

Closing Video Sales Customer 223

The Sales Hunter

NOVEMBER 5, 2013

Nothing will frustrate a sales manager or senior management more than a salesperson who sees themselves as the only person they need to satisfy. For each person who may be hitting their number, there could easily be somebody who is missing their number. Copyright 2013, Mark Hunter “The Sales Hunter.”

Banking 228

Banking Motivation Selling Skills Closing 228

The Sales Hunter

FEBRUARY 26, 2014

We’ve reached the last secret on my list of 5 Secrets to Selling at Full Price. This is the reason I tell many sales managers they should take all pricing authority away from their salespeople. When all pricing power is taken away from salespeople, it should be moved to the sales manager.

Discount 211

Discount Policies Selling Skills Benefit 211

The Sales Hunter

JULY 12, 2013

You want your sales staff to see you as an asset in these situations. No, you can’t control what they think, but you can greatly increase the positive odds by paying close attention to the details I’m describing in this post. The sales manager is anxious to hear how the sales call went.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Understanding the Sales Force

NOVEMBER 15, 2012

These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. The skills might be there but if the weakness gets in the way, they won't use or execute what they know.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

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.” ” Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more.

Sales Leadership 199

Sales Leadership Consultative Selling Motivation Lead Rank 199

The Sales Hunter

MARCH 7, 2014

You think your sales manager is stupid. Unfortunately, “Sales Prevention Syndrome” exists in the minds of too many salespeople. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. You think all customers are stupid. You think your company is stupid.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

DECEMBER 6, 2011

Never go into a sales call not knowing how you’re going to close the sale. The most common part left out of any presentation is the close. This does not mean you’re only going to use one type of closing technique. high profit selling. phone sales tips. sales goals. sales manager.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Understanding the Sales Force

APRIL 19, 2012

By only modifying how they responded to the price question, they were able to take the first steps toward transitioning from a transactional sale to a consultative process. They began having deeper and wider conversations which led to more closed business. The consultative sales process is more than just a sales approach.

Hiring 189

Hiring Consultative Selling Incentives Incentive 189

SBI

JUNE 4, 2014

Duncan: Our most recent data found that over one-third of sales reps aren’t prepared for sales calls. As their manager, do you know what they know? It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Your CRM has never closed a deal, your reps do.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

The Pipeline

APRIL 27, 2011

The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Stored in Attitude , Business Acumen , Coaching , Emotional Intelligence(EQ) , Guest Post , Sales Leadership , Sales Management , Sales Meetings. Do you dread the weekly sales team meeting? Sales Bloggers Union.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Sales Hunter

NOVEMBER 18, 2011

If you’re in a competitive industry where price and service mean the difference between making a sale and not making a sale, then it’s absolutely essential you don’t allow the holidays to work against you. If you’re closed, you won’t be able to help them. ” Sales Motivation Blog.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Sales Hunter

AUGUST 21, 2012

We ask salespeople to be accurate with how they close a sale to ensure the customer knows what they will and will not be receiving. The same thing goes for how we run a sales meeting. Use the time together as an opportunity to help people improve their selling skills.

Sales Meeting 214

Sales Meeting Meeting Motivation Selling Skills 214