Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

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Membrain

APRIL 3, 2022

Recently, I went mining for insights on consultative selling. When one loves to explore data and has access to a huge database of salespeople over 685,000 strong, what happens? Well, for me, I can’t help myself. I frequently analyze elements from that database.

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Sales Hacker Training

FEBRUARY 10, 2020

A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? The #1 Trait of Effective Consultative Selling.

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Understanding the Sales Force

APRIL 9, 2020

Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today! I also included three videos that I extracted from a sales training session earlier this week.

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Allego

JULY 9, 2021

In episode 26, Erica shares advice on providing world-class consultative sales services, creating compelling client experiences, and developing a personal brand. “The idea of sales has pivoted to a very meaningful and important service.” Erica was an executive sales representative at Steinway for 13 years.

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criteria for success

SEPTEMBER 1, 2022

In my world of sales and sales training , I hear the term “consultative selling” thrown around quite a bit. First of all, being a consultative partner means two things. Consultative Selling Step 1: Establishing Comfort and Trust. Consultative Selling Step 2: Understanding Your Prospect’s Problems.

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The Sales Hunter

AUGUST 23, 2014

Do you think your personal social media accounts have no impact on your sales career? Blog Cold-Calling Consultative Selling Customer Service leadership sales leader sales leadership social media video sales tip' Blog Cold-Calling Consultative Selling Customer Service leadership sales leader sales leadership social media video sales tip'

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The Sales Hunter

AUGUST 16, 2014

Are you using social media the right way in your sales process? Unfortunately, many salespeople are not! I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Be […].

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Social Media Media Consultative Selling Video 264

The Sales Hunter

JULY 17, 2014

What is the sales profession going to be like in the year 2050? Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales motivation selling' Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales motivation selling'

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Consultative Selling Selling Skills Customer Service Motivation 241

Understanding the Sales Force

JULY 6, 2020

During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together. Consultative Selling and why that approach will net better results than any other approach.

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The Sales Hunter

JULY 14, 2014

In my experience, sales success is found where you focus. Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation sales motivation' How well acquainted are you with their problem and the solutions they desire? Check out the video to see what I mean: Copyright 2014, […].

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The Sales Hunter

OCTOBER 27, 2014

Blog Consultative Selling Customer Service Professional Selling Skills Sales Motivation best customer sales motivation' Because your best customer will pump you up, possibly give you some more business and definitely help you build momentum for your day and week.

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The Sales Hunter

AUGUST 2, 2014

Blog Cold-Calling Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation influence sales influence sales leadership sales motivation'

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The Sales Hunter

DECEMBER 27, 2014

Have you listened to your sales presentation lately? Blog Consultative Selling Customer Service Sales Motivation sales presentation selling skills video video sales tip' Does it sound like a lecture? It’s better to have a conversation with your customer.

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Understanding the Sales Force

MARCH 21, 2022

On Sales Process and Methodology - the difference between popular sales processes and methodologies. On Attracting Salespeople When Recruiting - a rant on the Two Keys to Attracting More of the Right Sales Candidates. Transactional versus Consultative Selling - a rant. Why People Should Consider a Career in Sales.

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Marc Wayshak

APRIL 12, 2023

Consultative selling —you’ve probably heard this term a lot lately. And, no doubt, you’ve heard many sales gurus stating some form of the following: “You’ve got to start using consultative selling, now!” And how do we leverage a consultative approach in every sales conversation that we have?

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MTD Sales Training

MARCH 13, 2014

Consultative Selling customer needs solution selling tips for sales people' I’ve got a simple problem that needs solving, not something that requires a Rocket Scientist!“ “ -. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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criteria for success

OCTOBER 20, 2022

As a sales manager, how do you improve your team’s performance? These tactics may improve salesperson productivity if they’re already doing the right things, but selling requires deliberate practice. If you want to make a real difference in sales performance, the key for many salespeople is coaching. Let's Talk Sales!

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The Sales Hunter

DECEMBER 16, 2014

One of the reasons salespeople don’t get the price they want or are pushed to offer a discount to close a sale is due to their value proposition. Blog Consultative Selling pricing Professional Selling Skills discount discounting price sales pricing value proposition' In my mind, the […].

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The Pipeline

APRIL 7, 2014

Several pundits have presented the argument that we are all sellers and we are always selling, no surprise, selling is part of life and the human experience, right from the guy selling fragments of the big bang, or the serpent selling Eve the apple. This brings with it a host of labels and subsets of sales selling.

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Apptivo

OCTOBER 5, 2022

When a salesperson employs the principles of consultative selling, buyers find that they are empathetic and relevant and are more likely to engage with them. What is consultative selling? Consultative selling – Tips & Techniques. The sale usually involves understanding the needs of customers.

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The Sales Hunter

SEPTEMBER 10, 2014

Blog Consultative Selling leadership Professional Selling Skills Sales Motivation Sales Training Tip prospect sales motivation sales tips selling success success' Be consistent. Nothing will create more success than consistently taking one step forward each day. […].

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Crunchbase

SEPTEMBER 8, 2022

According to research by Salesforce, 84% of business buyers are more likely to make a purchase from sales reps who truly understand their goals. Consultative selling brings us back to a core principle of sales: You’re a human speaking to another human. What is consultative selling, and how does it work?

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The Sales Hunter

APRIL 15, 2014

Blog Closing a Sale Consultative Selling Professional Selling Skills Sales Motivation sales motivation selling skills' You don’t need special skills, but rather the discipline to make it happen. Here’s the list: Secret #1: Never end today until tomorrow is planned.

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Consultative Selling Selling Skills Motivation Closing 261

The Pipeline

FEBRUARY 11, 2013

Back in the 80′s or maybe even earlier, the purveyors of Consultative Selling, put a lot of emphasis on Open Ended Questions, for all the right reasons. It took some effort and focus to get sales people to adopt this style of interaction, especially after years of pitching and doing things the traditional (old) way.

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Understanding the Sales Force

OCTOBER 27, 2014

Based on what I often write most about, you might think it would be to consultative selling, but that''s not it. You might also guess that it''s the sales equivalent of eating right - not doing demos and presentations so early in the sales process. That''s not it either. Can you guess what it is now?

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Understanding the Sales Force

JUNE 18, 2019

That's quite the change in direction from Consultative Selling, Sales Process, Assessments, and Performance. What do Bohemian Rhapsody, Rocket Man, Miracle and Argo have in common and what do they have to do with selling? Last week I wrote about First Impressions and today's topic is presentations.

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Understanding the Sales Force

DECEMBER 22, 2014

But what can you do to kick-off the New Year so that 2015 is your best sales year ever? How many new sales or accounts are required? Multiply that by the number of new sales or accounts required. Divide that by the number of selling days in the year. Improve Your Sales Capability. Become a Value Seller.

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The Sales Hunter

NOVEMBER 18, 2014

Blog Consultative Selling Professional Selling Skills sales motivation time time management' 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. What I find interesting is business people struggle […].

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Allego

OCTOBER 15, 2024

Imagine this: Your sales team is chasing down leads, trying to squeeze value into every interaction. They want to know exactly how your solution will help them, and they want expert-level consultation about the return on investment your product offers. This where consultative selling makes all the difference.

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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'

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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'

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KLA Group

JANUARY 13, 2025

As a business owner, you likely have big goals for your company. Maybe youre working to grow from a few million dollars in annual revenue to something much larger. Whether youre just

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Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. Top 10 Ways Salespeople are Selling in the Dark.

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The Sales Hunter

OCTOBER 28, 2014

Blog Consultative Selling Phone Sales Tips Prospecting prospect prospecting technology text messaging' Times are changing, and as much as I would have said never a few years ago, today I’m saying that using text messaging is appropriate — but with restrictions. Here are 6 tips: 1. Text messaging an […].

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Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

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Sales Hacker

OCTOBER 25, 2023

Zach Lawryk is currently the Head of Global Solutions Consulting at Rippling , previously the VP of Solutions Consulting at Slack , Director of Sales Engineering at Box , and really began his career in tech at Salesforce as a Sales Engineer in 2005.

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