Hubspot Sales

APRIL 25, 2018

Advanced Selling Skills. We often talk about “sales fundamentals” or “sales 101” -- the basic skills and knowledge a professional seller must master to execute an effective sales call. What has this company bought from us in the past? How do they operate/make money? How does/could my solution impact their performance?

Selling Skills 144

Selling Skills Face-to-face Call-back Commission 144

Sales 2.0

MAY 29, 2020

What clues can you find about what the prospect’s company is doing about these changes? Most companies are now taking action to get out of this crisis. The bigger the company, and the bigger the deal, the more people will be involved with your deal. Now is the time to pick up some new digital selling skills.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

Understanding the Sales Force

JANUARY 21, 2021

You brought in sales training but it didn't achieve the expected change because the training didn't address the bigger problems that went beyond selling skills. You may not have realized that companies really need sales transformation and while sales training can be part of that transformation, on its own, it usually underperforms.

Training 376

Training Forecasting Selling Skills CRM 376

Steven Rosen

JULY 22, 2024

Consistently Exceed Sales Quotas You are the head of sales of a medium company experiencing high growth. The Importance of Developing Frontline Sales Leaders Frontline sales leaders play a pivotal role in translating the company’s sales strategy into actionable plans. However, not all external training programs are created equal.

Quota 156

Quota Company Face-to-face Sales Leadership 156

No More Cold Calling

OCTOBER 1, 2020

In fact, new research from the Sandler Center shows that while most companies still focus on cold calling and emailing, referrals are far more effective at generating qualified leads. 3 Referral Selling Skills All B2B Sales Reps Should Practice. Referral selling skills aren’t built overnight.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Partners in Excellence

JANUARY 13, 2022

We’ve helped companies similar to yours, and please accept [our invitation for an exclusive session (attached deck here) ] (link removed) to learn more. Some observations: EXCELLENC is not a spelling error, it’s part of our company’s email address (long story). I was skimming through it, and hope to share more.

Selling Skills 95

Selling Skills Face-to-face Social Media Google 95

The Sales Hunter

AUGUST 8, 2014

The individual I was talking with holds an important position with the company where they work. The title they have is impressive, the company is impressive and Im sure their compensation package is impressive. Blog leadership Professional Selling Skills sales leadership'

Compensation 259

Compensation Selling Skills Sales Leadership Positioning 259

The Sales Hunter

SEPTEMBER 11, 2014

There were a lot of companies that realized they didn’t have a sales team. Blog Consultative Selling leadership Professional Selling Skills Sales Motivation sales motivation selling selling skills'

Consultative Selling 238

Consultative Selling Selling Skills Motivation Company 238

Sales Readiness Group

JULY 19, 2021

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.”

Selling Skills 118

Selling Skills Microsoft Positioning Company 118

The Sales Hunter

SEPTEMBER 16, 2014

Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. Blog Closing a Sale Cold-Calling leadership pricing Professional Selling Skills Prospecting leader price sales leadership sales motivation top performer' What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

Steven Rosen

JUNE 11, 2012

All companies want to win more sales. Often, companies will invest in sales rep training , CRM systems and buy new toys in an effort to improve sales rep performance. New Selling Skills Training: Let’s say you source and deliver the “best” selling skills training program. More sales equals greater profits.

Sales Management 290

Sales Management Hiring Selling Skills Coaching 290

The Sales Hunter

APRIL 11, 2014

Sitting in a meeting with a couple of sales executives for a major company recently, I was struck by what we found ourselves talking about. This is a discussion you may have been part of in your own company. Blog Professional Selling Skills Sales Motivation sales motivation' It’s […].

Selling Skills 244

Selling Skills Motivation Meeting Company 244

The Sales Hunter

NOVEMBER 18, 2014

A few years ago, I was working with a company struggling with coming to grips with the reality that it was going to take money to make money. Blog Consultative Selling Professional Selling Skills sales motivation time time management' What I find interesting is business people struggle […].

Consultative Selling 252

Consultative Selling Selling Skills Motivation Company 252

Understanding the Sales Force

OCTOBER 13, 2016

Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. Unlike most, this particular email was actually formatted and the sender signed his complete name, title and company. Image Copyright 123RF Stock Photo.

Selling Skills 120

Selling Skills Advertising Advertising Sales Enablement 120

The Sales Hunter

MAY 15, 2014

The last couple of weeks, I’ve been doing sales training with several companies that have salespeople who spend a considerable amount of time on the telephone. Articles Blog Phone Sales Tips Professional Selling Skills telephone telephone sales telephone selling telephone tips' If you spend […].

Selling Skills 241

Selling Skills Customer Training Conversion 241

The Sales Hunter

JULY 1, 2014

If discounting is a standard practice in your company, I urge you to ask yourself the below 20 questions: 1. Blog pricing Professional Selling Skills discount discounting price sales discount' When I’m asked to assist sales teams with pricing and moving away from their discounting habits, I start by asking questions.

Discount 238

Discount Selling Skills Company Sales 238

The Sales Hunter

JUNE 24, 2014

Why are you allowing the low-performing salesperson to continue to suck sales and profits from you and your company? A far too common response I hear to that question is something that borders on being a coward. The 4 excuses I hear most often […].

Webinar Metrics 241

Webinar Metrics Selling Skills Motivation Training 241

The Sales Hunter

JULY 12, 2014

Too many salespeople and companies look at profit the wrong way! Blog pricing Professional Selling Skills discount discounting price profit' I meet so many people who think if they can just get the sale — even at a discount — then they will eventually make up profit in the long run.

Discount 232

Discount Video Selling Skills Up-Sell 232

The Sales Hunter

APRIL 26, 2014

Many salespeople and companies are missing out on a lot of business simply by not having a presence on the internet. Blog Professional Selling Skills Prospecting Sales Motivation internet prospect sales video testimonials video video sales tip' Do you have world wide recognition of your business?

Video 233

Video Selling Skills Motivation Prospecting 233

The Sales Hunter

DECEMBER 12, 2014

This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Blog Closing a Sale Consultative Selling pricing Professional Selling Skills price' Too many times […].

Consultative Selling 226

Consultative Selling Customer Discount Selling Skills 226

The Sales Hunter

OCTOBER 24, 2014

It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. […].

Consultative Selling 225

Consultative Selling Selling Skills Prospecting Conversion 225

The Sales Hunter

DECEMBER 4, 2014

What I’m getting at is how every company wants to benchmark themselves against their peers. Blog Consultative Selling Professional Selling Skills competition competitor sales motivation' Quit sucking each other’s exhaust. Worse yet, the only ideas they’re open to are things they see their peers doing.

Consultative Selling 223

Consultative Selling Selling Skills Competition Motivation 223

The Sales Hunter

JUNE 18, 2014

Far too many companies are afraid of what might happen if they raise their prices. 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

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Hunter

OCTOBER 1, 2014

It’s clearly a “must attend” for anyone in sales, marketing or technology positions, regardless of the company where you work. Blog Professional Selling Skills Sales Development Training Sales Motivation Sales Training Sales Training Program dreamforce sales motivation sales training salesforce'

SalesForce 222

SalesForce Selling Skills Motivation Networking 222

The Sales Hunter

MARCH 19, 2014

Putting a graphic of your company logo in your signature line. Your company logo isn’t that impressive! Second reason you shouldn’t do it is that it can easily gum up smartphones. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

Understanding the Sales Force

OCTOBER 14, 2014

That''s how some companies recruit salespeople. It doesn''t matter who they are, where they come from, if they have selling skills, and whether or not they have any experience. These companies treat sales recruiting like the instructions on their shampoo bottle - they rinse and repeat.

Hiring 249

Hiring Selling Skills Competition Sales 249

Sales and Marketing Management

MARCH 1, 2021

Some companies are augmenting current training practices and, as by-products, improving hiring, onboarding, best-practice dissemination and performance management as well as selling skills.

Hiring 228

Hiring Selling Skills Training Sales 228

The Sales Hunter

DECEMBER 8, 2014

Keep moving at full speed in your prospecting and selling efforts now through Dec. There are many companies with money to spend before year end, so if you are in B2B sales especially, you need to be contacting all of your customers. Blog Professional Selling Skills Sales Motivation sales motivation'

Motivation 204

Motivation Video Selling Skills B2B 204

The Sales Hunter

JULY 30, 2013

You must use your CRM system to its full potential or you are robbing yourself and your company of more success. Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Development Training Sales Motivation CRM customer customer service sales information'

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

The Sales Hunter

MARCH 11, 2014

After changing the password, I went into the company’s website to see what it said about having to change the password every 90 days. The software company that goes by the name of “Microsoft” (oops, I just said who it was) seems to know better than me what I want and need. Sorry, but I don’t! In fact, I hate it!

Microsoft 247

Microsoft Benefit Consultative Selling Software 247

The Pipeline

FEBRUARY 1, 2013

Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process. We’ll use enterprise software as an example to make our points.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

The Sales Hunter

AUGUST 2, 2013

A sharp sales manager who is a strategic thinker and has clout in the company. A solid company. This doesn’t always mean a big company. Top gun salespeople aren’t going to avoid going to work for a small company, as long as it has a solid business plan with solid backing. No micro-managing. Why should they?

Hiring 238

Hiring Motivation Compensation Selling Skills 238

The Sales Hunter

JULY 2, 2013

Many companies I’ve had the privilege to work with have been able to make their annual plan by merely addressing this matter of the low-price customers and increasing their price. Blog Consultative Selling Customer Service pricing Professional Selling Skills discount discounting price pricing integrity'

Customer 255

Customer Discount Consultative Selling Selling Skills 255

Zoominfo

DECEMBER 11, 2024

In fact, only 16% of B2B companies reach sales and marketing alignment. It highlights accounts that are actively interacting with your brand, through actions like marketing campaign engagement or ad clicks, so sales teams know which companies to focus on. ZoomInfos Account Reached Signal helps you get there.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

The Sales Hunter

APRIL 30, 2013

Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. Two weeks after the purchase, call the customer again and ask for their feedback as to how things are going. You also want to begin building more on needs the customer might have. ” Sales Motivation Blog.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies that are already kicking ass.

Lead Scoring 286

Lead Scoring Lead Rank Hiring Hubspot 286