The Sales Hunter

AUGUST 2, 2016

It’s time to talk about the elephant in the room with regard to prospecting. For too long every excuse in the world has been used as to why prospecting is so difficult. The elephant in the room is the environment created by the leadership of the organization. It begins with leadership claiming any shortcoming in […].

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Prospecting Sales Leadership Sales Selling Skills 100

The Sales Hunter

SEPTEMBER 16, 2014

Blog Closing a Sale Cold-Calling leadership pricing Professional Selling Skills Prospecting leader price sales leadership sales motivation top performer' What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

The Sales Hunter

MAY 17, 2014

Salespeople need to be out interacting with prospects and customers. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. They will miss opportunities that are vital to the company. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

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'

Consultative Selling 243

Consultative Selling Selling Skills Motivation Sales Leadership 243

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID. The sales manager coach/must observe each of their sales reps sell every month. .

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

The Sales Hunter

AUGUST 13, 2014

I would even argue that in today’s world, with the vast amount of information people have access to, your success in sales depends greatly on how well you can advise your customers. Want more […].

Selling Skills 230

Selling Skills Motivation Sales Leadership Closing 230

The Sales Hunter

OCTOBER 4, 2013

New customers and prospects create their own set of opporutnities. Last thing you want to do is close a sale, only to find out the new customer’s Accounting Department won’t process anything until after the new year starts. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 195

Sales Leadership Advertising Advertising Selling Skills 195

The Sales Hunter

NOVEMBER 26, 2012

When we are seen as showing a high degree of sales leadership with our customers, we have the ability to not only help them succeed, but also to achieve a higher level of profit for ourselves. The beauty of this is the person who demonstrates sales leadership is usually showing a high level of sales motivation.

Sales Leadership 188

Sales Leadership Motivation Customer Service Sales 188

The Sales Hunter

AUGUST 2, 2014

This isn’t just about the impact it has on your customers, prospects and colleagues, […]. Blog Cold-Calling Consultative Selling Customer Service leadership Motivational Sales Speaker Professional Selling Skills Sales Motivation influence sales influence sales leadership sales motivation'

Influencer 241

Influencer Cold Calling Consultative Selling Video 241

The Sales Hunter

JULY 12, 2013

” Sales Motivation Blog. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service leadership Professional Selling Skills Prospecting Sales Motivation ceo prospect sales call sales motivation sales prospecting'

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

MARCH 16, 2018

Earlier this week I was talking to a person who was asking me what I do for a job. He was intrigued by the fact I spend the bulk of my time speaking at major conferences around the U.S. and the world. He was deeply interested in how I felt I could be knowledgeable enough […].

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Sales Leadership Conference Sales Outbound 135

The Sales Hunter

JUNE 25, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog Closing a Sale leadership Negotiation pricing Professional Selling Skills Prospecting Purchasing Department buyer negotiating negotiation price professional buyer prospect prospecting purchasing department'

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Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

FEBRUARY 13, 2015

Do your customers and prospects see you as a top sales guru? When we’re seen as a top sales guru, it’s amazing how much differently people view you. One of the best ways to become a top sales guru is to learn from other top sales gurus. We become like those with whom we […].

Selling Skills 100

Selling Skills Motivation Sales Leadership Sales 100

The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

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Prospecting Follow-up Objections Motivation 197

Women Sales Pros

AUGUST 9, 2019

If you’ve been in sales leadership, you’ve probably hired a salesperson that should have been successful. One reason is that the new selling environment is more difficult than the salesperson’s previous one. Many years ago, a prospect, now a client, told her story of a bad hire.

Revenue 90

Revenue Hiring Selling Skills Sales Leadership 90

criteria for success

SEPTEMBER 1, 2022

One of the most foundational consultative selling skills happens at the very beginning of an opportunity. Many people interpret this skill as becoming friends with the prospect, but that isn’t necessary or even always appropriate. Consultative Selling Step 2: Understanding Your Prospect’s Problems.

Consultative Selling 105

Consultative Selling Selling Skills Up-Sell Buyer 105

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. Every time you meet with your boss, you say something like, “If only we had _, then I would be able to sell a lot more.” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call.

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226

The Sales Hunter

SEPTEMBER 30, 2016

We’re at the start of the 4th quarter of the year and that means we as sales leaders need to be stepping up our game. The month of October and the first week or two of November are the final weeks when we can expect people to be flexible and willing to meet. Today […].

Sales Leadership 100

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The Sales Hunter

JULY 28, 2017

Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals. You will never hit your sales goals if you don’t have enough in your pipeline to close, and […].

Prospecting 136

Prospecting Pipeline Sales Goal Closing 136

The Sales Hunter

OCTOBER 1, 2015

The company the salesperson sells for offers a wide range of services their target prospect […]. I get calls like this all the time, but what struck me about this situation is what I found out after I started digging in.

Prospecting 100

Prospecting Company Customer Cold Calling 100

Women Sales Pros

OCTOBER 11, 2019

How many sales managers have watched a salesperson conduct a role play, one where he or she did a really great job of executing the right selling skills? And how many sales managers have watched this same salesperson conduct a sales conversation with a tough prospect in which none of those selling skills showed up?

Film 86

Film Selling Skills SalesForce Influencer 86

criteria for success

MARCH 17, 2021

This way, new hires need to indicate a certain level of knowledge before they are able to engage with prospects and clients. By this point, your new hire should be actively prospecting and selling, and it’s important to make sure they haven't fallen into any old habits, but are instead sticking to your process. Listen Now.

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Hiring Training Selling Skills Lead Qualification 97

The Digital Sales Institute

MARCH 29, 2021

Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The onus is on sales leadership, sales enablement and coaching to meet this challenge. Create more real and viable sales opportunities. Sales Training Ideas to Try.

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Training Hiring Ideal Customer Profile Selling Skills 98

Understanding the Sales Force

APRIL 19, 2012

Sometimes, a single word, question or statement will change how every prospect responds. As you might expect, the first question from each prospect had to do with pricing and availability. The key among the ten factors listed above is #5 - whether sales management can drive the process. What is involved in driving process?

Hiring 187

Hiring Consultative Selling Incentive Incentives 187

Vengreso

JULY 30, 2024

Top-Rated Sales Management Training Courses to Enhance Leadership Skills Choosing the right sales management courses can significantly enhance a sales manager’s career by refining their existing talents, adding new ones, and providing an edge in competitiveness.

Course 52

Course Sales Management Training Top of Funnel 52

The Sales Hunter

OCTOBER 9, 2012

I believe in that sales principle 100%, but we have to at the same time keep our eyes open for bigger opportunities. We must take on a broad perspective when it comes to sales prospecting. Sales Leadership Strategies, Innovation and Growth. Sales Leadership Conference in Kuala Lumpur, Malaysia.

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Conference Sales Leadership Motivation Sales 178

criteria for success

MAY 24, 2022

Having a consistent 30-second commercial allows you to ensure that prospects are hearing the same message, one that is aligned with your company’s ethos. This exercise can be covered in one sales meeting or split into two. First, work with your team to develop a series of 30-second commercials targeted towards your key prospects.

Meeting 97

Meeting Training Face-to-face Objections 97

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. What is Sales Leadership?

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

Mereo

MAY 12, 2022

When your leadership is choosing or modifying its virtual sales training program, discuss how you will incorporate the following elements that are vital to ensuring greater retention and success: Practice: Your salespeople will not succeed with or retain a new selling skill by consuming it on a screen alone.

Training 36

Training Travel Exercises Sales Enablement 36

Crunchbase

NOVEMBER 18, 2021

While hiring 1099 independent reps isn’t itself a new concept, a distributed, virtual sales force has never been more feasible and accessible. Internet-based watering holes such as social media groups for salespeople and sales contractor platforms are enabling forward-thinking sales leadership to find and tap into freelance sales help.

Trends 105

Trends Hiring Scale Compensation 105

The Sales Hunter

NOVEMBER 14, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Guest post Monday brings us Steven Rosen , The Sales Leadership Coach and founder of STAR Results. leadership.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

No More Cold Calling

NOVEMBER 29, 2016

Then ramp up your prospecting activity by asking for referrals from those happy customers, and you’ll be well on your way to building a strong pipeline for Q1. Learn more about referral selling in this month’s blog posts from No More Cold Calling: 3 Referral Selling Skills All B2B Sales Reps Should Practice.

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Referrals Cold Calling Lead Generation Call-back 120

The Sales Hunter

MARCH 5, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Are you a sales leader or a merely a salesperson? Sales Motivation and Leadership. What is Sales Leadership?

Motivation 152

Motivation Hiring Ideal Customer Profile Negotiation 152

Highspot

JULY 6, 2023

Look at this article to see if your sales team’s performance is on par with peers. The Changing Landscape of Sales Skills Sellers are experiencing a pivotal shift in when, how, and why prospects need them. Customers now approach salespeople with substantial product knowledge, altering the sales cycle’s dynamics.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Allego

JULY 28, 2022

Magnacca was one of four Allego executives featured on the IT Visionaries Podcast, The Sales Development Podcast, Sales Enablement with Andy Paul, Salesman.org Podcast, Sales Leadership Conversations Podcast, and The Sales Hacker Podcast. Selling Today Is Hybrid—and We Won’t Be Going Back.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

Sales Hacker Training

JUNE 17, 2020

This task isn’t easy, but if you truly believe the candidate’s selling skills are a fit for your organization , you’re already doing better than most hiring organizations. 6 Key Fit Factors When Hiring for Sales. How does the candidate’s sales methodology align with the vision of sales leadership?

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Quota Hiring Cold Calling Sales Methodology 123

The Sales Hunter

OCTOBER 21, 2016

When was the last time you had your team wipe out everything in their sales pipeline? When it comes to sales pipelines, it means we as salespeople […]. You’re thinking I’m crazy, but give my strategy a read before passing judgement.

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Pipeline Prospecting Strategy Sales 100