Understanding the Sales Force

SEPTEMBER 22, 2022

A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. Why Do You Think Harvard Business Review Does This When it Comes to Sales? More Junk Sales Science in HBR Blog Now That You Have a Sales Process, Never Mind I s SELLING an Afterthought in Today's Sales Model?

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The Sales Hunter

SEPTEMBER 24, 2014

Many salespeople struggle with knowing how to negotiate successfully. Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation' Blog Negotiation Professional Selling Skills negotiating negotiation sales negotiation'

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The Sales Hunter

NOVEMBER 30, 2014

Check out the video to see what I mean: Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Professional Selling Skills Sales Motivation sales motivation sales motivation video' Mark Hunter is the author […].

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The Sales Hunter

JANUARY 25, 2014

To see what I mean, check out the video… Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Click on the below book cover for more info on boosting your profits!

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The Sales Hunter

MARCH 12, 2014

Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price. Blog Phone Sales Tips Professional Selling Skills phone sales tips voicemail voicemail tips'

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The Sales Hunter

AUGUST 21, 2014

The sales call was not perfect. You’re about to close the sale and you get hit with the issue your price is too high. Here’s the deal — the cost of what you’re selling is not what you think it is. Blog pricing Professional Selling Skills discount discounting price profit' No need to panic.

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The Sales Hunter

AUGUST 11, 2014

Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales motivation sales motivation video sales prospect' What you do now will determine if you really want to end the year on a successful note! NOW NOW is the time to amp up your prospecting efforts.

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The Sales Hunter

SEPTEMBER 9, 2014

You’re concerned about how to present the price, and the more you think about it, the more nervous you become. Blog Consultative Selling Negotiation pricing Professional Selling Skills Prospecting negotiate negotiating price prospect prospecting sales prospecting'

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The Sales Hunter

DECEMBER 26, 2014

Blog Motivational Sales Speaker Professional Selling Skills Sales Motivation goal setting goals sales motivation' I have a big problem with the setting of goals. Well, I should say it’s not the setting of goals, but the lack of a plan to […].

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The Sales Hunter

MAY 29, 2014

Here is the best way to start dealing with a low performer: As a sales manager, you need to first determine if the performance issues are attitude related or skill related. Blog leadership Professional Selling Skills Sales Development Training Sales Motivation sales motivation sales performance'

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The Sales Hunter

OCTOBER 30, 2014

Blog Professional Selling Skills Sales Motivation goal goal setting goals sales motivation' Below is the quick process you can use: Start each quarter by defining your goals for the quarter. Begin with the end in mind […].

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The Sales Hunter

OCTOBER 28, 2014

We think the quick quote will result in the quick sale. Blog pricing Professional Selling Skills discount discounting price sales discount' We’ve all had calls like this and wow are they tempting. Quit kidding […].

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Jeffrey Gitomer

AUGUST 15, 2011

Tweet Share Once you discover what your attitude is, or isn’t, you’ll have a starting point and an understanding of how to move forward. Make more sales. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! The Little Red Book of Selling.

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No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. But referral selling is easier said than done. One reason is their sales teams don’t know how to ask for referrals. Just know I always tell the truth.

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Referrals Scale How To Lead Rank 297

No More Cold Calling

JUNE 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. Time to make my introductory referral program accessible to as many sales organizations as possible. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. How a referral guarantees a one-call meeting. It was time.

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The Sales Hunter

SEPTEMBER 18, 2014

Blog Consultative Selling Customer Service leadership pricing Professional Selling Skills competitor discount discounting price' When confronted with a competitor’s price that is ridiculously low, the last thing you should do is think about lowering your price. A price that is dirt cheap is many […].

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The Sales Readiness Blog

MAY 3, 2023

Sales success requires salespeople to have both selling skills and a sales methodology. Selling skills are crucial for effective sales conversations, while a sales methodology provides a structured approach to the sales process.

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The Sales Hunter

JULY 17, 2014

Blog pricing Professional Selling Skills discount discounting margin margins price' I sometimes have used my phone calculator, but that’s not always easy to use and before long I’m coming up with a series of errors. The solution is an app that a salesperson I respect gave me. It’s called […].

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The Sales Hunter

MAY 13, 2014

” I don’t have the only solution, but on May 20, I will join 3 others in an open, candid discussion about how to close more sales faster. Forget the cheesy sales pitches and the typical stuff you hear. Blog Closing a Sale Professional Selling Skills close closing sales closing'

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Sales 2.0

NOVEMBER 3, 2018

Someone is one of the top performers in a sales team and they still get sacked. How is this possible? The person that achieves this trick often says “I’m too busy selling to deal with the political nonsense in my company.”. The problem with this is that when you are in sales you likely have a boss and maybe a boss’s boss etc.

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No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Sales Leadership Is Missing It Big (and Here’s the Proof).

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The Sales Hunter

MAY 16, 2014

Recently, while working with a client, I was talking with a very successful sales manager/leader. As you can imagine, we spent quite a bit of time exchanging ideas about how to […]. His track record in developing salespeople was amazing.

Motivation 239

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MTD Sales Training

JANUARY 6, 2020

We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. When it comes to sales, having healthy mindset is paramount to achieving your goals.

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How To Commission Sales ACT 188

The Pipeline

FEBRUARY 6, 2013

As the economy continues to show hints of progress, and business picks up, it is important to understand the nature of the improvements in sales you and your company experience. More than ever, having a defined sales process, with supporting metrics is a must. sales vs. 1. Increased market share is always a good thing.

Lead Rank 296

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The Pipeline

APRIL 29, 2013

I am speaking specially of advice doled out by some sales pundits that serves more to placate and patronize readers than help them improve their selling skills and success, delivering clichés and politically correct feel good myth, instead of proven and practical road tested advice based on experience.

Call-back 292

Call-back Intent Quota Consumer 292

The Sales Hunter

JUNE 14, 2014

Recently I did an online discussion with sales experts and authors Miles Austin, Andy Paul, and Mike Weinberg. We had a lively talk about how to close more sales, and you can watch the Google hangout below. I have no doubt you will pick up some great tips on closing! Invest in yourself and your bottom […].

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Video Closing Selling Skills Google 210

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. Step 2, is Coaching Focus.

Coaching 290

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Jeffrey Gitomer

JULY 29, 2011

For the love of sales, not the love of money. Tweet Share Do you love sales? Many salespeople are reluctant to come to grips with WHY they are in sales and WHY they are in their present job. Get Sales Blog Updates. Sales Management. Sales Videos. Dont let your next sales meeting suck! Online Training.

Hiring 317

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The Sales Hunter

MAY 24, 2014

To find out how to write a great prospecting […]. Blog Professional Selling Skills Prospecting prospect sales prospecting video sales tip' Those emails are more than likely going to be read on a smart phone. They need to be written with that in mind.

Video 204

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No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You can’t shortcut relationships, and there are no shortcuts to how to ask for referrals. But referral selling is easier said than done. One reason is their sales teams don’t know how to ask for referrals. Just know I always tell the truth.

Referrals 228

Referrals Scale How To Lead Rank 228

MTD Sales Training

APRIL 10, 2020

Have you ever wondered just how good your selling skills actually are? Maybe the only way in the past to determine this is to review your commission or sales figures! But seriously, when was the last time you sat down and benchmarked your skills? What Type Of Sales Assessments Are There? Psychological based.

Face-to-face 156

Face-to-face How To Commission Exact 156

The Sales Hunter

JULY 15, 2014

One of the most frequent topics I get questions about is price and, in particular, how to avoid discounting. Salespeople want to avoid discounting (or at least most do), yet they say they can’t close a sale without discounting. The issue comes down to not having a focused sales process and the confidence in themselves […].

Discount 241

Discount Strategy Selling Skills Closing 241

Allego

OCTOBER 15, 2024

Imagine this: Your sales team is chasing down leads, trying to squeeze value into every interaction. This where consultative selling makes all the difference. In today’s sales environment, it’s not about pushing products; it’s about becoming a trusted advisor. What Is Consultative Selling?

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Consultative Selling Lead Scoring Lead Rank How To 62

No More Cold Calling

MAY 26, 2016

Sure, sales reps know they must practice new skills, practice presentations, practice writing, practice speaking—practice, practice, practice. We get paid to sell. Sales reps in the top 10 percent operate differently. Sales reps in the top 10 percent operate differently. Practice time is on our own dime.

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Referrals Cold Calling Face-to-face Intent 287

Connect2Sell

FEBRUARY 20, 2019

In all these recollections of extraordinary sales and preferred sellers, there was an element of change required. So, how to be a memorable salesperson? Most of the buyer examples about preferred sellers suggested the same common ingredient, too. There was an obstacle or a challenge that loomed large.

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How To Buyer Study Research 244

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

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 […].

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