The Sales Hunter

JUNE 18, 2014

In fact, a high price can be an excellent tool in closing more […]. Blog pricing Professional Selling Skills price ultra high price' The fear is the high price will be a turn off to customers and sales will simply dry up. A high price is not something to avoid.

Selling Skills 222

Selling Skills Up-Sell Tools Closing 222

Understanding the Sales Force

JULY 10, 2014

Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

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. Build those skills by utilizing the tools around you. Your manager is one of those tools. In order to improve your selling skills, you need to improve your competencies piece by piece. About Joel McCabe.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

SEPTEMBER 21, 2013

The “Out of Office” auto reply feature can be a great tool to capitalize on sales opportunities. Blog Closing a Sale Customer Service Professional Selling Skills Prospecting email email tips prospect sales prospecting video video sales tip' Think about it… your customer or prospect emails you.

Video 218

Video Selling Skills Customer Service Motivation 218

The Sales Hunter

JULY 17, 2013

Pausing is also a powerful tool when we are communicating something of importance. Yes, it can feel uncomfortable at first, but after you master the technique, you’ll feel a lot more comfortable, thanks to the additional sales you’re closing. In my book, that’s beautiful. ” Sales Motivation Blog.

Cold Calling 244

Cold Calling Customer Service Consultative Selling Negotiation 244

The Sales Hunter

AUGUST 27, 2013

Short-questions are truly an amazing tool most salespeople never seem to grasp. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting questioning questioning skills' Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

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. Make a commitment to use the tools you have, and that includes your CRM system. Recording information in your CRM system must be part of your regular routine.

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

SBI

MARCH 19, 2013

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively.

Sales Tools 126

Sales Tools Tools Decision Maker Cold Calling 126

The Sales Hunter

FEBRUARY 15, 2013

The urge to cut your price to close a sale is something we all face, and for many salespeople, it’s almost a daily occurrence. Suddenly the urge to do something stupid just to close a sale is not nearly as strong. Use the list as motivation just before you get on the phone or walk into see a customer.

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

SBI Growth

MARCH 29, 2013

Online networks such as LinkedIn provide tools that facilitate social gifting. This Social Selling skill works with your customers and prospects. Every Rep has the same need for expertise to help close a deal. They can help you overcome Buyer objections and close the sale. Social Debt Economics.

B2B 293

B2B Commission Incentives Incentive 293

SBI Growth

SEPTEMBER 6, 2013

Provide the right processes, tools, structure and guidance to best deliver revenue. Learn how to more closely align with your buyers and enable them to buy. Do they focus on skills that align with having a deep knowledge of the buyer? Does it require social selling skills? Closely examine your web site.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Understanding the Sales Force

APRIL 4, 2012

SalesAP states that the candidate has the ability to close, but how do they know that? The candidate has Competetiveness and Goal Orientation as findings so they incorrectly assume that translates to closing. SalesAP states that the candidate has a Strong Disposition to Selling , but how do they know that? Sales specific.

Hiring 192

Hiring Cold Calling Selling Skills Consultative Selling 192

A Sales Guy

SEPTEMBER 23, 2019

Too much reliance on selling tools. From prospecting and cold calling, from discovery and engagement to problem-solving and solution development to closing, you had to do it all on your own. There was no help, no tools to cover your ass. they learn invaluable lessons and skills that make them better salespeople.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

SBI

JUNE 4, 2014

It’s important to focus on changing the current approach to reinforcing selling skills and new product knowledge. Duncan: We see too much focus on process tools and a misguided belief they will drive significant incremental revenue. Your CRM has never closed a deal, your reps do. It’s prettyscary to think about.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Mr. Inside Sales

JUNE 20, 2021

Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched. Instead, you’re practicing poor sales skills over and over again. If you’re practicing poor selling skills day in day out, you’ll get really good at being…well…being a poor sales person! How much of a problem it is.

Face-to-face 217

Face-to-face Gatekeeper Licensing Decision Maker 217

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Here is how it covers the gamut of selling -. Basic selling skills can be taught.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Allego

OCTOBER 15, 2024

At its core, consultative selling is rooted in active listening, problem-solving, and delivering tailored solutions. This methodology is not just about closing a deal but about creating long-term value for the customer, which in turn builds trust and loyalty. It’s possible and sales leaders in all industries are doing it.

Consultative Selling 62

Consultative Selling Lead Scoring Lead Rank How To 62

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., Moving from the hypothetical to the practical is a way to ensure that members of your organization are synchronized around messaging and are applying their new skills effectively, in ways that positively impact the bottom line.

Training 118

Training Hiring How To Retention 118

The Sales Hunter

AUGUST 7, 2016

It’s really no secret that the three GREATEST sales tools are your MIND, TIME and NETWORK. My guess is that if you look closely at these three sales tools, you will find areas where you can improve. But how well are you managing these? That is key to your success. Don’t delay! Your success depends […].

Sales Tools 100

Sales Tools Tools Motivation Video 100

MTD Sales Training

OCTOBER 14, 2015

It reminds me of something I learned years ago when I was picking up sales tools and ideas. I thought of it as the ABC of selling, as the three terms that have served me well start with those three letters. Happy Selling! Basically, he was talking too much and not listening enough. Firstly, Accuracy. Sean McPheat.

Closing 133

Closing Face-to-face Up-Sell Prospecting 133

SBI Growth

AUGUST 16, 2023

The objective should be to make the change manageable, iterative and practical in a way that generates immediate benefits while minimizing the downsides and risks as the platform and tools evolve.

Selling Skills 156

Selling Skills Benefit Objections Competition 156

Julie Hanson

DECEMBER 30, 2021

2022 has raised the bar on virtual selling skills. If you want to remain competitive in 2022, it’s time to level up with these must-have virtual selling skills! Must-Have” vs. “Most” Virtual Selling Skills Most virtual selling skills are simply traditional selling skills rebranded under the virtual selling umbrella.

Selling Skills 62

Selling Skills Face-to-face Up-Sell Buyer 62

The Digital Sales Institute

SEPTEMBER 20, 2023

Essential selling skills to master whether you are starting out on your sales career, maybe you have just completed your onboarding sales training or you are already an experienced salesperson in reaching out to customers. free sales training video with a list of essential selling skills Selling Skills to Consider.

Selling Skills 52

Selling Skills Ideal Customer Profile Negotiation Up-Sell 52

The ROI Guy

NOVEMBER 16, 2016

If you ask the average sales rep why the deal didn’t close, they’ll likely tell you “Price”. The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77

Braveheart Sales

OCTOBER 19, 2018

It said the mere act of following a repeatable sales process helps salespeople close 15% more business. By following a logical progression, salespeople can perfect the skill of asking the right questions and getting the necessary answers needed to move towards closing business. Here’s a statistic you may have seen.

Selling Skills 56

Selling Skills Analysis Sales Process CRM 56

The Digital Sales Institute

MAY 11, 2023

Selling skills for new salespeople usually have some differentiators from the sales skills that a more experienced salesperson has due to learning about the sales process and understanding all the steps in the sale alongside product knowledge. Selling today can range from the uncomplicated to the deeply complex.

Selling Skills 52

Selling Skills Face-to-face Lead Rank Buyer 52

No More Cold Calling

JULY 5, 2018

Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Forget closing. My new LinkedIn sales training courses take out the guesswork! Just getting prospects to return calls is hard enough. Terrific, right?

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

Sales and Marketing Management

MAY 9, 2019

These organizations are often neglecting something as fundamental as basic selling skills. Ask, “What would you do next to move the sale forward toward a close?” The Millau Group studies show the average closing rate across all industries is approximately 25%. What is your closing rate? You know the answer.

Sales Process 209

Sales Process Engineering Case Study Call-back 209

The Sales Hunter

FEBRUARY 23, 2016

Could you imagine a car mechanic repairing your car with only two or three tools? Years ago, I could fix most anything on my car with just a couple of tools. The average salesperson has two or three ways with which they feel comfortable to ask for the order. Today, cars are complicated, and […].

Closing 100

Closing Tools Sales Selling Skills 100

Allego

NOVEMBER 12, 2024

This shift has made sales skills training more essential than ever before. Reps need more than just product knowledge to succeed—they need a combination of hard and soft skills to build trust, engage effectively, and close deals. Sales skills training, when done well, transforms reps from “order-takers” into trusted advisors.

Hiring 62

Hiring Handbook Negotiation Buyer 62

The Pipeline

APRIL 27, 2011

Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. This can either be a recently-closed deal and how it happened, or it can be a deal that’s stalled (and how/why it got there). Sales Tool. Sell Better. Selling to Executives.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Vengreso

JANUARY 10, 2025

With an effective framework, organizations can empower their sales teams to close more deals, increase productivity , and enhance customer engagement. While the sales manager coordinates the framework, it is the responsibility of the entire sales enablement team to ensure seamless integration of strategies and tools into daily operations.

Sales Enablement 66

Sales Enablement How To Webinar Metrics Objections 66

Mr. Inside Sales

DECEMBER 9, 2018

If you’re in sales, then the way to make more money is to close more sales. And if you’d like to make more sales, then you need to upgrade your selling skills. Present your product or service better and close more effectively. Close more sales and make more money, period. More money, right? Why Power PhoneScripts

Face-to-face 138

Face-to-face Cold Calling Inside Sales Selling Skills 138

The Digital Sales Institute

SEPTEMBER 6, 2023

Core selling skills for inbound salespeople can differ from outbound or enterprise type selling. So, we have prepared a guide to help with the skills that stand out and excel at this sales role. Let’s take a look at the core skills an inbound salesperson should ideally have or be trained on. Empathy with customers.

Selling Skills 52

Selling Skills Inbound Ideal Customer Profile Face-to-face 52

Allego

OCTOBER 29, 2024

Developing digital selling skills, processes, and incentives. Moving from in-person to virtual sales in medical device sales requires more than just learning to use new tools. Sales reps need to be equipped with the right digital skills to effectively engage buyers in virtual environments.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Sales tools are different; they’re basically the phone book and your business card. Your current skill-set is probably little help, if it’s not completely useless. The selling world changes. 1) Video Skills.

Scale 145

Scale Analysis Film Video 145

The Sales Hunter

MAY 29, 2012

He was getting sales, but there’s no way he is ever going to come close to getting all of the sales he could be getting or making the level of profit he could be making. Relationship selling works. Don’t allow yourself to believe it is the only selling tool you have. The reason is simple.

Channels 201

Channels Up-Sell Motivation Prospecting 201