The Sales Hunter

SEPTEMBER 3, 2013

Sure, let’s put the whole reason why sales aren’t made all on a piece of paper or some stupid software. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership Networking Prospecting Sales Motivation discount discounting prospect prospecting sales prospecting' In yourself?

Discount 238

Discount Cold Calling Consultative Selling Follow-up 238

The Sales Hunter

MAY 31, 2013

In the age of technology, there is not one process that can’t be monitored and tracked by way of a computer and a software program. Blog Consultative Selling leadership Professional Selling Skills management sales leader sales manager' Let me share with you 5 reasons why you don’t want to be a sales manager.

Sales Management 237

Sales Management Consultative Selling Policies Selling Skills 237

Sales Gravy

FEBRUARY 18, 2025

Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in modern selling. Below, youll discover practical insights you can leverage to sharpen your competitive edgeregardless of what industry or region you sell intoand take advantage of these emerging trends.

Consultative Selling 79

Consultative Selling Trends Forecasting Competition 79

Gong.io

AUGUST 10, 2022

Adopting a consultative selling approach that takes a genuine interest in your customers will blow your competitors out of the water. . If you’re ready to become a customer-centric salesperson, then read on to discover how consultative selling works. . Consultative selling definition: What is consultative selling?

Consultative Selling 62

Consultative Selling ACT Cold Calling Call-back 62

Mindtickle

SEPTEMBER 13, 2023

The most successful sales organizations are adopting a consultative selling approach to meet buyers’ lofting expectations – and start closing more deals, faster. In this post, we’ll explore what consultative selling is, how it differs from traditional selling, and how it can set your organization apart from the competition.

Consultative Selling 59

Consultative Selling Closing Collateral Buyer 59

PandaDoc

MAY 28, 2024

Consultative selling offers a less pushy, customer-centric approach to the buyer’s journey. Read this guide to learn the ins and outs of consultative sales. Key takeaways Consultative sales is customer-centric and focuses on building relationships. Solution selling is pitching products and solutions to leads.

Consultative Selling 52

Consultative Selling Top of Funnel Sales Qualified Lead Lead Scoring 52

The Sales Hunter

APRIL 26, 2012

An example is somebody selling a software system might be inclined to focus in on the ease of use. The salesperson should instead try to get the customer to see how the ease of use is going to allow for better solutions coming out of using the software. Problem is this is an activity.

Maximizer 235

Maximizer Software Software Energy 235

Highspot

NOVEMBER 1, 2022

For dyed-in-the-wool, traditional sales reps , consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and turns it on its head. WHAT IS CONSULTATIVE SELLING ? First things first.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. What Is Consultative Selling?

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

Understanding the Sales Force

DECEMBER 5, 2017

That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". How are early versions of technology different from crappy salespeople and crappy sales managers?

Sales Management 233

Sales Management Software Software Coaching 233

Allego

JANUARY 7, 2025

Consultative Selling At the heart of Consultative Selling is building trust and rapport. Best Fit: Perfect for industries like real estate or enterprise software, where relationships are key. If they excel at building relationships, Consultative Selling might enhance their strengths.

Sales Methodology 62

Sales Methodology How To Sales Qualified Lead Hiring 62

Allego

FEBRUARY 11, 2025

Training must emphasize consultative selling , financial justification, and competitive differentiation. B2B Sales Training Software That Teams Need to Succeed The right sales training software doesnt just educate repsit transforms performance, streamlines coaching, and drives revenue growth.

B2B 62

B2B Training B2C Scale 62

Sales Hacker Training

JANUARY 7, 2025

And I still think that it is a sort of a loosely defined role in software, at least at like kind of earlier stage companies. They need to be able to, I would say, build services on top of the software. If I look at one thing, we all think about consultative selling, about active listening. They cannot resell.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Partners in Excellence

JUNE 10, 2012

.” It’s a simple notion that is important for every sales person today–whether you sell cars, complex computer systems, complex services. Let me go back to my days of selling computers. We shipped a bunch of boxes (usually blue), software, and cables. We installed those boxes and software.

Banking 108

Banking Software Software Engineering 108

BuzzBoard

MAY 29, 2024

Conquering the SMB Market: How Generative AI Software Can Supercharge Your Digital Agency’s Sales There’s no denying AI is transforming the sales technology landscape, with an influx of sophisticated tools for CRMs, marketing automation, forecasting, and more.

Paid Content 52

Paid Content Small Business Small Business Software 52

Salesmate

NOVEMBER 25, 2020

The consultative selling sales approach. This sales approach emphasizes on, acting as a consultant to a potential prospect. Active listening is important in consultative selling. Besides, you can track your outbound emails and even automate your follow-up emails with this advanced sales software.

B2B 111

B2B Social Media Networking Consultative Selling 111

The Sales Hunter

FEBRUARY 12, 2013

You’re a salesperson and you sell software systems. After a week or 10 days, you contact the customer giving them a complete update and then ask them a question or two regarding another one of the big needs they identified to you during the selling process. Let me give you an example.

Follow-up 185

Follow-up Up-Sell Motivation Software 185

The Sales Hunter

MARCH 28, 2013

Our goal is to become the “new salesperson” — or maybe to steal something from the software industry: Salesperson 2.0. View yourself as not the conveyor of product information, but instead as the developer of opportunities. The role of the salesperson has never been more important. ” Sales Motivation Blog.

Customer Service 177

Customer Service Software Software Motivation 177

Nutshell

JANUARY 14, 2020

Selling something that your customers will never hold in their hands requires a very specific approach and a whole lot of practice. Essential Software Tools for SaaS Sales. SaaS sales is the process of selling software that customers access through an online portal or website and use to solve a business problem.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Sales Hacker

MARCH 31, 2020

Just like in any crisis, some industries will be devastated by the impact of the pandemic, but the companies that are less affected — such as the B2B software industry — have a responsibility to keep the economy flowing. Even the B2B software industry has been seeing a massive hit regarding trade shows and industry events.

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Trade Show Tourism Face-to-face Top of Funnel 128

Hubspot Sales

NOVEMBER 10, 2020

Additionally, be sure to equip your team with the necessary software to collaborate with each other from home, including a CRM and other sales enablement tools. Take this free HubSpot Academy course to learn how to move your sales process online, how to thrive at remote selling, and how to manage a remote sales team effectively.

B2C 136

B2C Incentives Incentive How To 136

Mindtickle

MARCH 1, 2024

The right technology is key to enterprise sales, so we’ll also look closely at some of the best software that winning organizations use to power their success. Each stage is essential to a successful enterprise software sales strategy. Of course, completing enterprise software sales training doesn’t guarantee success in the field.

Enterprise 52

Enterprise Enterprise Software Software 52

SBI

DECEMBER 2, 2019

For example, you may aim to shift your sales organization from transactional to consultative selling where every sales rep can lead value-based discussions, quantify and communicate your value in real-time. You don’t want to spend money, time or resources implementing and deploying software that doesn’t work.

Tools 99

Tools Scale Sales Enablement Analysis 99

HeavyHitter Sales

JANUARY 29, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. Closing Techniques Using Sales Linguistics.

Hiring 107

Hiring How To Loyalty Penetration 107

Sales Hacker

JANUARY 22, 2020

In sales today, it’s out with the transactional, and in with the consultative. This is especially true in the Software as a Service (SaaS) industry, in which the subscription-based sales model means prospects are typically committing to a product for months or years at a time. In the worst cases, this can even end in attrition.

Hiring 104

Hiring Top of Funnel Quota Lead Rank 104

Vengreso

JUNE 6, 2023

million software deal. The most effective sales strategy varies depending on industry, target audience, and product or service offering, but a consultative approach that combines solution-based and relationship-focused tactics often leads to higher conversion rates and increased customer satisfaction. What are the 5 selling strategies?

Hiring 87

Hiring Strategy Referrals Sales Qualified Lead 87

Zendesk Sell

JANUARY 15, 2019

Consultative selling helps to avoid this problem. Consultative sales is a method of sales where your salespeople act more like advisers than salespeople and recommend solutions to potential customers based on their needs and problems. In other words, customers don’t like a sale pushed on them.

Webinar Metrics 86

Webinar Metrics Education ACT Consultative Selling 86

Allego

MAY 2, 2019

or Mrs. Customer, I can understand your frustration because the last thing you want to do is take your very limited time to deal with installation issues caused by our software. They specialize in teaching sales leaders and salespeople emotional intelligence skills and consultative selling skills to accelerate sustainable sales results.

Customer 75

Customer SalesForce Customer Service Selling Skills 75

Sales Hacker

JUNE 19, 2019

Transactional selling. Solution selling. Consultative selling. Provocative selling. Today’s chatbots can integrate with your CRM software, so you can essentially configure it to be a “leadbot.” Before we dive in, you may be wondering whether live chat is right for your sales methodology.

Campaigns 105

Campaigns Top of Funnel Lead Gen Scale 105

Mindtickle

NOVEMBER 2, 2023

Conversation intelligence software can be used to record sales conversations and deliver insights. Solution selling is also a great fit when a customer needs a high level of support. From the seller’s perspective, solution-based selling works best when you have many different products, services, or packages available.

Solutions Selling 59

Solutions Selling Ideal Customer Profile Sales Methodology Consultative Selling 59

Nutshell

AUGUST 15, 2018

Consultative selling is often regarded as one of the most effective sales strategies. A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

SBI

MARCH 1, 2021

Many are in complex industries like manufacturing, machinery, chemicals, and healthcare where reps are accustomed to in-person meetings where they can engage in the dialog necessary for effective consultative selling. And StorySlab is an end-to-end solution for outside selling. That has all been upended now.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

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

Zendesk Sell

MARCH 28, 2019

Your efforts directly give to Zendesk Sell’s top-line growth — providing you with a professional development path into a consultative selling, Account Executive position. Why Zendesk Sell? The Sell team is a small and dynamic group (150 people) operating inside of the amazing Zendesk team of 2,500 employees.

Hiring 77

Hiring How To Sales Qualified Lead Lead Scoring 77

Sales Hacker Training

APRIL 1, 2025

And, um, you know, the best sellers do a lot of active listening, um, do a lot of consultative selling. part of my career that you didn’t cover up front was I started six years at Ernst and Young as a consultant. Hayden Stafford: we over focused on sell, sell, sell. The story starts to change.

Scale 71

Scale Microsoft Enterprise Enterprise 71

Sales Hacker

MARCH 18, 2025

It does feel like we’re almost back at consultative selling in a real way. Much as I like those tools, they are not actually that good at helping you make software decisions. They had to go get information from eight different sources. Um, they had to call on somebody else on the team to write the content for that.

Marketing 66

Marketing Scale Case Study Lead Rank 66