The Sales Hunter

OCTOBER 12, 2012

Whether you are a salesperson or a sales manager, have you ever been involved in a big sales kickoff or training event — only to have the enthusiasm and results quickly disappear shortly thereafter? You can achieve the outcomes projected in those training events. This is a common problem!

Training 166

Training Webinar Metrics Motivation Sales 166

No More Cold Calling

NOVEMBER 3, 2016

Ensure your sales team makes time to practice these critical prospecting strategies. Building professional skills takes practice— deliberate practice. Want your sales team to build permanent, repeatable, effective referral selling skills? Here’s how B2B sales professionals can keep their referral skills sharp: 1.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

The Sales Hunter

JULY 21, 2012

How tenacious are you when it comes to sales prospecting? Tenacity is one of the 6 secrets of sales prospecting success. So far we’ve looked at confidence , follow-through , telephone skills and benefit statements. Keep in mind that if sales prospecting was easy, your potential to make big bucks would simply not exist.

Prospecting 184

Prospecting Comparison Motivation Follow-up 184

SBI Growth

NOVEMBER 14, 2012

In order to improve your selling skills, you need to improve your competencies piece by piece. It’s to “get better at discovering prospect needs” – which in turn leads to more sales. Below is snapshot from a talent assessment, which shows a partial list around the competency of Sales Skills.

Ideal Customer Profile 300

Ideal Customer Profile Lead Scoring Lead Rank Analysis 300

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Hire Jeffrey to speak at your next corporate event. Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building Building a relationship and trying to make connections. GREAT food. Awesome idea.

Hiring 260

Hiring Social Media Referrals Loyalty 260

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Hire Jeffrey to speak at your next corporate event. Jeffrey Gitomer.

Hiring 265

Hiring Lead Scoring Lead Rank Leads 265

Understanding the Sales Force

FEBRUARY 12, 2024

You can read more about Dinger and his great listening skills here. Those options work more effectively when attempting to get a prospect to the phone than when trying to get them to buy, but you won’t even get an opportunity to help buy them buy if you are unable to speak or meet with them. Women play golf!! Women play golf!!

Sales Cycle 211

Sales Cycle Engineering Selling Skills Prospecting 211

Janek Performance Group

DECEMBER 24, 2024

To be successful, training cannot be a one-off event. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., In this, managers should observe reps interacting with prospects on the phone and over video. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

The Pipeline

APRIL 27, 2011

Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. EDGE Selling. Gap Selling. Interactive Selling. Prospecting. Social Selling. Trigger Events. Zone Based Selling. Zone Selling. Do role-playing. Guest Post.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Jeffrey Gitomer

FEBRUARY 18, 2011

Most sales people stop at the end of the selling process. They go through the same old crapola, of prospect , the point, present, close, follow-up! Hire Jeffrey to speak at your next corporate event. The question is who values you and your knowledge? The answer is nobody. What do you mean nobody? Share this Post. Hire Jeffrey.

Referrals 206

Referrals Hiring Social Media Loyalty 206

SBI Growth

AUGUST 22, 2013

Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. If appropriate, this may include a business impact analysis and cost justification to demonstrate analytical skills. The tryout tests writing, presenting, thinking and selling skills. All at one time.

Hiring 300

Hiring Proposal Exercises Lead Scoring 300

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. prospecting.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Scoring 297

The Sales Hunter

DECEMBER 5, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Harness The Trigger Events That Turn Prospects Into Customers. All this was sparked by an unfortunate set of events. high profit selling. prospecting. selling a price increase.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

The Sales Hunter

APRIL 23, 2015

The upcoming Sales Acceleration Summit is a FREE online event with more than 80 business and sales experts (including me!) I will be speaking on prospecting in my session “High-Profit Selling: […].

Selling Skills 100

Selling Skills Networking Prospecting Sales 100

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

Jeffrey Gitomer

MARCH 3, 2012

You can even bring a friend, co-worker, or even a prospect and I’ll help you close them. Hire Jeffrey to speak at your next corporate event. I want you to call this number (1-800-242-5388), I want you to go to this website ( www.gitomer.com ), and I want you to get yourself a ticket for both of my seminars today. Categories.

Hiring 171

Hiring Hotels Social Media Loyalty 171

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Video skills. Framing skills. Challenger selling. Video will be a major selling trends in 2018. Honing your video skills is a no-brainer. Your prospect will think, ‘Wow, they hated museums, but kept an open mind.’”. Not only do prospects miss 90% of your pitch (i.e.

Analysis 145

Analysis Scale Film Video 145

Jeffrey Gitomer

MARCH 16, 2011

What about choice of wrong target customers (prospects) who cannot afford; has no need for product/service and also the possibility that he never understood all that was said, besides his inability (powerless) to decide. Hire Jeffrey to speak at your next corporate event. Richard Dixon says: March 17, 2011 at 9:16 am. Jeffrey Gitomer.

Hiring 226

Hiring Remedy Social Media Loyalty 226

Jeffrey Gitomer

SEPTEMBER 7, 2011

Trying to sell instead of getting people to buy. Failing to realize that the prospective customer has heard the same pitch 20 times. Not having a deep enough belief in what it is you are selling. Hire Jeffrey to speak at your next corporate event. ” WOW! John Lind says: September 7, 2011 at 4:47 pm. Jeffrey Gitomer.

Hiring 245

Hiring Training Social Media Follow-up 245

Jeffrey Gitomer

APRIL 26, 2011

Essential stuff for sales professionals helped me to kick my own ass and stay focused on giving value to my prospects FIRST! Hire Jeffrey to speak at your next corporate event. Ron Cameron says: April 28, 2011 at 4:19 pm. Been in sales for over 35 years and have heard them all! Tom Smith says: May 3, 2011 at 2:39 pm. Jeffrey Gitomer.

Hiring 190

Hiring Social Media Ideal Customer Profile Hotels 190

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” At Vengreso, we offer virtual sales training programs in modern selling skills, such as Video Sales Mastery , LinkedIn Sales Mastery , and more.

Conversion 100

Conversion Prospecting Sales Methodology Referrals 100

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” At Vengreso, we offer virtual sales training programs in modern selling skills, such as Video Sales Mastery , LinkedIn Sales Mastery , and more.

Conversion 100

Conversion Prospecting Sales Methodology Referrals 100

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Use it at networking events, in newsletter articles, in public speaking, when dealing with the press and in your social media postings. Related posts: Sales Prospecting: Office Phone or Cell Phone? prospecting.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

OCTOBER 9, 2012

We must take on a broad perspective when it comes to sales prospecting. Every salesperson and every company must have a sales prospecting process in place that allows for the on-going exploration of new opportunities. I believe in that sales principle 100%, but we have to at the same time keep our eyes open for bigger opportunities.

Conference 178

Conference Sales Leadership Motivation Sales 178

Closer's Coffee

MAY 6, 2019

For Part 1 of the Essential Selling Skills Bootcamp, click here. The brutal fact is the number one reason for failure in sales is an empty pipeline and the root cause of an empty pipeline is the failure to prospect.” ? Top Sales Prospecting Challenge. Creative and Efficient Prospecting Techniques. Jeb Blount .

Selling Skills 45

Selling Skills Prospecting Referrals Buyer Persona 45

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 228

Referrals Scale How To Lead Scoring 228

Jeffrey Gitomer

FEBRUARY 14, 2011

Suddenly a person comes in and belts out values that shrink the price of ownership and “compels” this prospect to become a customer. Hire Jeffrey to speak at your next corporate event. Ash Mashhadi (@inspirationguy) says: February 14, 2011 at 5:27 pm. As usual, you’ve cut straight to the point here, Jeffrey.

Hiring 155

Hiring Social Media Loyalty Cancellation 155

The Sales Hunter

NOVEMBER 14, 2015

Explore not only the local business schools at colleges, but also cultural events. I can’t emphasize enough how beneficial it is to get involved in your community.

Video 100

Video Prospecting Sales Selling Skills 100

Sell Integrity

JANUARY 18, 2021

This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. Selling Skills and Techniques To Maintain Your Sales Pipeline. Prospecting To Keep The Pipeline Full. By Will Milano.

Pipeline 116

Pipeline Lead Rank Lead Scoring Ideal Customer Profile 116

The Sales Hunter

SEPTEMBER 19, 2012

Too many times we find ourselves engaged in a conversation with a prospect that we think is going to lead to a profitable outcome, only to have the person be focused 110% on price. Tactical buyers view each transaction as a single event and, therefore, are very short-term oriented in their thinking.

Customer 163

Customer Maximizer Proposal Lead Scoring 163

Mr. Inside Sales

AUGUST 28, 2017

This is one of my favorite sayings, and I love to use it during training or during a speaking event. Think about it: If your prospect tells you at the end of your demo that they need to talk to their partner or spouse before they can make a decision, the right response isn’t, “Okay, when do you think I can call you back?”

Call-back 124

Call-back Face-to-face Selling Skills Objections 124

The Sales Hunter

OCTOBER 8, 2012

” I like that phrase because it’s about creating a relationship that allows for the sales process to become an ongoing event. In those situations, ask yourself what it was you were able to sell. There’s an expression I like to use that goes like this: ”A good sale is one that leads to the next sale.”

Motivation 203

Motivation Closing Lead Scoring Lead Rank 203

Allego

JANUARY 12, 2022

That means you must get serious about virtual selling and help your team develop and sharpen their virtual selling skills. Here are four things you can do to improve your reps’ virtual selling: Make sure sellers have up-to-date selling skills. The solution should also allow coaching and feedback.

How To 116

How To Selling Skills Collateral Microsoft 116

Janek Performance Group

JANUARY 24, 2022

For sellers, it’s their core selling skills. Attend Events. With Covid, sellers lost trade shows and events. These were vital for networking and engaging prospects. This means the most important players may miss the event. You never know what might appeal to the prospect. Target New Customers.

Lead Gen 116

Lead Gen Social Media Face-to-face Networking 116

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? Sales prospecting is focused on the acquire new customers activity in a business.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49