The Sales Hunter

FEBRUARY 8, 2013

I’m confident by having a list you follow you will increase the ROI you receive from the sales calls you make. Certainly the list above is not complete. If I were making a sales call, I would have more questions on the list, but you get the idea. Copyright 2013, Mark Hunter “The Sales Hunter.”

ROI 234

ROI Meeting Motivation Sales Meeting 234

RAIN Group

AUGUST 28, 2019

Make a strong ROI case. Sell the value. Sales pros tout the benefits of making a strong ROI (return on investment) case all the time. Show them the impact. Yet we see sellers time and again who don't know how to calculate and communicate the impact of their solutions.

ROI 66

ROI Benefit Conversion Buyer 66

RAIN Group

NOVEMBER 4, 2020

Emotions are powerful motivators of buying. Consider that, in 2019, total U.S. spending in the weight loss category was $72.7 billion according to marketresearch.com. That's a lot of money spent on products and services that help people eat well and exercise more.

ROI 105

ROI Exercises Motivation Consultative Selling 105

Janek Performance Group

JULY 11, 2024

Consultative selling is a sales approach that shifts the emphasis from pushing products to being a trusted partner. In many ways, it is the opposite of how selling is depicted in movies. This disconnect is at the heart of consultative selling. Build Trust Trust is the basis of consultative selling.

Consultative Selling 116

Consultative Selling Follow-up Film Buyer 116

Vengreso

MARCH 26, 2025

Rather than focusing on product features, successful sales content emphasizes business outcomes, ROI, and strategic benefits. ROI Demonstrations Another key sales skill related to communication is return-on-investment (ROI) demonstration. Strong sales training programs give reps the skills they need to demonstrate ROI.

Training 67

Training Strategy Ideal Customer Profile Lead Rank 67

Allego

JANUARY 9, 2025

Todays sales reps face a growing web of challenges: economic buyers demanding ROI, hybrid work environments reshaping client engagement, and legislation tightening compliance requirements. Economic buyers demand clear ROI. This isnt business as usual. Navigating these complexities requires more than skillit requires mastery.

Hiring 62

Hiring Marketing Exercises Scale 62

Understanding the Sales Force

APRIL 15, 2024

It is not only a good time to train now, it is absolutely necessary as it always takes at least the length of your sales cycle to realize a sizable ROI from sales training. Not just any sales training, but results-focused sales training with role-plays, and with your sales leaders becoming effective coaches.

Hiring 188

Hiring Discount Decision Maker Call-back 188

Richardson

OCTOBER 7, 2020

CEOs and CFOs need a level of ROI assurance that surpasses the countless competing priorities in need of funding. Here, we examine three ways in which sales professionals can build the stakeholders’ confidence in the ROI of the solution. Despite this return to a long-term perspective, businesses have in fact changed in other ways.

ROI 52

ROI Cancellation Face-to-face Survey 52

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! 4 Reasons Why Salespeople Suck at Consultative Selling. Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

criteria for success

MAY 4, 2022

For example: “We worked with a company similar to yours, where their problem was not getting enough ROI on sales training. You will always sell more when buyers invest more of their personal skin in the game. Driving Consultative Selling with Problem Solving & Storytelling. How your company solved that problem.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96

Allego

FEBRUARY 11, 2025

B2B sales require reps to prove ROI, reduce risk, and align solutions to business goals. Training must emphasize consultative selling , financial justification, and competitive differentiation. Emotional Buying B2C sales often rely on emotional triggers (think impulse buys and brand loyalty).

B2B 62

B2B Training B2C Scale 62

The ROI Guy

AUGUST 19, 2015

The Solution: Provide Field Reps with a Value Selling Tool Prior to joining Adaptive, Turner had implemented value selling programs with leading cloud ERP and HCM providers. With the ERP provider, Turner had looked at some ROI vendors, but their one-off tools were hard to maintain. Now, the requests have stopped.

Lead Rank 72

Lead Rank Lead Scoring Tools Cost Per Thousand 72

Highspot

JANUARY 23, 2025

Soft skills training can boost productivity by 12% and deliver a 256% ROI within 12 months Hard Skills vs Soft Skills Although soft skills build trust and connection, hard skills are still necessary. All of these consultative selling factors contribute to stronger client relationships. Did you know?

Training 52

Training Negotiation Exercises Proposal 52

SBI

DECEMBER 2, 2019

To truly transform your sales approach from an ineffective product pitch to a value-based sales interaction, you need to implement next-generation tools like ROI and TCO calculators. And finally, interactive sales tools. Give your buyers the financial justification they need to move forward with a purchase or your competition will.

Tools 99

Tools Scale Sales Enablement Analysis 99

Janek Performance Group

MAY 8, 2024

Today, win-win negotiations derive from consultative selling , which is less about products and more about people. Emphasize the benefits and ROI. As counterintuitive as this seems, it’s the cornerstone of consultative selling. It’s not a zero-sum game where one side’s gain comes at the other’s loss.

Negotiation 83

Negotiation Decision Maker Objections Consultative Selling 83

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Email is personal, low-pressure, and has a great return on investment (ROI). Before we dive in, you may be wondering whether live chat is right for your sales methodology. Chat + Email Campaigns.

Campaigns 105

Campaigns Top of Funnel Lead Gen Scale 105

The ROI Guy

FEBRUARY 19, 2010

This makes the focus on Cx-level engagements, and investment in assessment / benchmarking consultative selling tools one of the highest ROI investments sales enablement can make. However, consultative selling to executives is easier said than done for even the best sales professionals.

Consultative Selling 40

Consultative Selling Buying Cycle ROI Survey 40

Hubspot Sales

MARCH 18, 2019

Key accounts require consultative selling techniques -- and it will be hard to teach your salespeople to adopt completely new processes for just a few clients. Does your product have upsell and cross-sell potential? Are your current key accounts generating as much ROI as you anticipated?

Hiring 143

Hiring Account Analytics Sales Qualified Lead 143

Partners in Excellence

FEBRUARY 27, 2019

The traditional solutions and consultative selling skills become table stakes. If we were purchasing a million dollar capital asset or making a million dollar investment in software tools, we would study, analyze, and evaluate the investment, the risk, the ROI, and the alternatives critically. This process is complex.

Sales Talent 76

Sales Talent Hiring Face-to-face Churn 76

Sales Hacker

MAY 26, 2020

With so much uncertainty in the market, the race is on to meet quotas , convert leads, and prove ROI like never before. RELATED: Consultative Selling: 6 Ways to Earn Trust and Sell More. Work with them on a uniquely structured contract that makes sense for both parties. Activate new deals.

Prospecting 82

Prospecting Face-to-face Exercises Direct Mail 82

Highspot

JANUARY 19, 2022

or a 353% ROI. The material often deals with topics like relationship building, consultative selling , technology, remote communication with management, and more. Consultative Selling : How to dialog with prospects naturally and tailor a pitch to the buyers’ needs. Track Training Impact.

Training 92

Training Lead Rank Hiring Course 92

Nutshell

AUGUST 13, 2018

What’s the ROI? How will it drive ROI? I was able to use my consultative selling approach, helping customers solve problems, grow their business, and being up front when we weren’t the right fit. How much time/money does your product save them? What’s exciting/new about this? Who benefits? Research is key.

Chemicals 85

Chemicals Hiring Face-to-face Follow-up 85

Allego

AUGUST 20, 2024

Solution Selling: Focuses on understanding the customer’s needs and pain points, then providing tailored solutions that address those specific issues. Consultative Selling: Positions the salesperson as a trusted advisor who offers expert advice and guidance.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Strategy Sales Qualified Lead 62

Highspot

SEPTEMBER 6, 2023

Showcase cost savings or potential ROI. Here are some of the most popular selling methodologies used in the sales world: Value-based selling: A value selling framework highlights the value a product or service can deliver to the customer. It showcases broader benefits and ROI rather than just discussing features.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Janek Performance Group

MARCH 26, 2024

Here are some key areas where buyer personas play a pivotal role: Lead generation Customer experience Content creation Sales enablement Marketing ROI Design targeted lead generation campaigns that speak directly to the concerns and objectives of your buyer personas.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Sales Training Advice

APRIL 2, 2010

Why/When To Deploy: When you have earned the right to “go it alone” as a result of your consultative selling (problem avoidance). Put tactics in place to convince your client that your offering has a higher ROI (return on investment) and lower TCO (total cost of ownership) than alternative solutions.

Strategy 42

Strategy Comparison Cold Calling Policies 42

The Brooks Group

NOVEMBER 6, 2019

It also signals to the buyer that the salesperson is committed to understanding their issue and consulting with them, rather than simply trying to push a product or service. This proof can come in the form of client references, case studies, ROI calculators, or guarantees. Step #2: Build Immediate Rapport.

Customer 45

Customer Decision Maker Buyer Case Study 45

Highspot

JULY 29, 2024

The Importance of Solution Selling Michael Bosworth developed solution-based selling, which became popular in the 1980s and remains highly relevant today. Rather than bombarding prospects with product specs, it shows the real value and ROI they can gain from your offer.

Solutions Selling 52

Solutions Selling Face-to-face Decision Maker Buyer Persona 52

Highspot

JANUARY 9, 2024

For example, if the budget is a concern, the sales rep will highlight the long-term value and ROI of the solution. It plays a pivotal role in nurturing top selling talent who contribute to company growth. The value of an effective training program is clear, with businesses seeing over 350% ROI , as reported by Accenture.

B2B 52

B2B Training Top of Funnel B2C 52

Highspot

APRIL 14, 2023

Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn. in return, which is the equivalent to a 353% ROI. Building a seller’s sales skills helps them sell more effectively.

Training 52

Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Incorporate a variety of training focus areas that range from consultative selling, prospecting and negotiating to sales management and selling on social media like LinkedIn. in return, which is the equivalent to a 353% ROI. Building a rep’s sales skills helps them sell more effectively.

Training 52

Training Scale How To Hiring 52

LeadFuze

DECEMBER 2, 2021

Consultative Selling Script. This is an example of how consultative selling can help you better understand the factors that surround objections. Gut decisions are biased, while making the best decision based on data is dangerous. Objection handling is problem solving. Step 1: Qualify their objection. Final Takeaways.

Objections 52

Objections Hiring Scale Lead Rank 52

Highspot

SEPTEMBER 28, 2023

Each consultative selling stage is captured in the seven compartments of the Sandler Submarine. It shares Sandler’s consultative nature but differs in focus. Source: sandler.com Stage1: Establish Bonding and Rapport Sales reps must build a relationship with their prospects during sales calls.

Sales Methodology 52

Sales Methodology Lead Rank Top of Funnel Sales Qualified Lead 52

The Brooks Group

NOVEMBER 6, 2019

It also signals to the buyer that the salesperson is committed to understanding their issue and consulting with them, rather than simply trying to push a product or service. This proof can come in the form of client references, case studies, ROI calculators, or guarantees. Step #2: Build Immediate Rapport.

Customer 40

Customer Decision Maker Buyer Case Study 40

BuzzBoard

FEBRUARY 26, 2024

Our sales teams will become more consultative as a result and tailor what they say about our products to ensure relevance and impact.” Darrin Rush (customer) These days sales teams no longer have the time to afford manual research, which is not just consuming but also drains ROI. We are all about consultative selling.

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Top of Funnel Customer 52

Nutshell

AUGUST 13, 2018

What’s the ROI? How will it drive ROI? I was able to use my consultative selling approach, helping customers solve problems, grow their business, and being up front when we weren’t the right fit. How much time/money does your product save them? What’s exciting/new about this? Who benefits? Research is key.

Chemicals 48

Chemicals Hiring Face-to-face Follow-up 48

BrainShark

JUNE 28, 2023

Revenue At the end of the day sales coaching delivers ROI. As a consultative selling, it’s part of your job to help bring those to the surface to find the best solutions. The knowledge retention, continuous skill development, and internal communication that coaching provides directly impacts your bottom line.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62