The Sales Hunter

SEPTEMBER 26, 2013

I recently watched a very capable salesperson get completely flustered because the sales materials he had weren’t in the order he wanted them. He opened the sales meeting beautifully and then began walking the customers through the materials. Copyright 2013, Mark Hunter “The Sales Hunter.”

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Consultative Selling Face-to-face Selling Skills Motivation 201

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. And, oh yes, lots of sales.). What do you know about what impacts your best customers and prospects? Dont let your next sales meeting suck!

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Hiring Lead Rank Lead Scoring Leads 265

The Sales Hunter

MARCH 18, 2012

Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to making sales calls, it’s best to follow the Boy Scout motto: Be prepared. Along the way, we talked about sports, our past jobs and life in general.

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Call-back Groups Sports Selling Skills 186

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! That sales strategy is going to get you nowhere; oh it will get you somewhere, another job. Get Sales Blog Updates. Dont let your next sales meeting suck!

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Referrals Hiring Social Media Loyalty 206

MTD Sales Training

MAY 17, 2016

This week we have launched our new ISM accredited ‘Professional Selling Skills’ award. This means that you can work through it on your way to the sales meeting, at your desk in the workplace or from the comfort of your own sofa! Happy prospecting! Sean McPheat. Managing Director.

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Gatekeeper Selling Skills Resources Prospecting 120

Jeffrey Gitomer

SEPTEMBER 7, 2011

If you’re in sales for the money, get out now and become a lawyer, or worse, a politician. A big part of selling is thinking that you can, and a positive anticipation of going into a sales meeting. A big part of selling is expecting a positive outcome. Trying to sell instead of getting people to buy.

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Hiring Training Social Media Follow-up 245

Pipeliner

OCTOBER 25, 2022

Her book “The Modern Seller” is an Amazon bestseller, plus LinkedIn also recognizes her as a top sales voice. In today’s expert insight interview, Amy and John discuss “How to improve your consultative selling skills.” Approach to Consultative Selling. He is CSMO at Pipeliner CRM.

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Consultative Selling Selling Skills Video How To 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. If you want real world sales and you want real world leadership gold, I challenge you, come to my seminar and let me help you get to where you need to be in 2012. Get Sales Blog Updates. Dont let your next sales meeting suck!

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Hiring Social Media Hotels Loyalty 171

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. Dont let your next sales meeting suck! Richard Dixon says: March 17, 2011 at 9:16 am. A good possible eight.

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The Sales Hunter

FEBRUARY 8, 2013

All of this makes sense, yet far too many salespeople go into meetings unprepared. Or, they go into a sales meeting thinking they’re prepared, only to realize after they’re through or part way through the meeting how they forgot something.

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ROI Meeting Motivation Sales Meeting 234

Jeffrey Gitomer

APRIL 26, 2011

Been in sales for over 35 years and have heard them all! Essential stuff for sales professionals helped me to kick my own ass and stay focused on giving value to my prospects FIRST! He makes sales cool again. Dont let your next sales meeting suck! Ron Cameron says: April 28, 2011 at 4:19 pm. Jeffrey Gitomer.

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Hiring Social Media Ideal Customer Profile Hotels 190

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. Dont let your next sales meeting suck! Ash Mashhadi (@inspirationguy) says: February 14, 2011 at 5:27 pm. As usual, you’ve cut straight to the point here, Jeffrey. Hire Jeffrey.

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Hiring Social Media Loyalty Cancellation 155

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

Corporate Visions

SEPTEMBER 20, 2018

What does the typical sales meeting look like today? million sales professionals in the U.S.—47% 47% are inside sales reps, while about 53% are outside. Of course, inside sellers handle all their meetings remotely. Of course, inside sellers handle all their meetings remotely.

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Research Sales Meeting Meeting Journal 40

Allego

JANUARY 16, 2020

Today’s post is by Colleen Stanley, President of SalesLeadership , a sales development firm. She is the creator of the Ei Selling System ®, a powerful sales and management training program that integrates emotional intelligence skills with consultative selling skills.

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Strategy Consultative Selling Selling Skills Face-to-face 116

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales.

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Strategy Face-to-face Buyer Lead Rank 62

Women Sales Pros

OCTOBER 26, 2018

You finally land an appointment with that coveted, ideal-fit prospect. ” You meet someone and within seconds, you make a decision about their trustworthiness, status, intelligence and who knows what else. Don’t pay attention to your prospect’s preferred mode of communication. Be intense with a low-key prospect.

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SalesForce Consultative Selling Up-Sell ACT 90

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. Thus, this is an equally powerful sales training idea. Click here to learn how to do so!

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Meeting Training Face-to-face Objections 97

MTD Sales Training

OCTOBER 12, 2015

So, by deciding what attitude you will take on a call or to a sales meeting, you end up determining the outcome, or at least you confirm your control over your response to the outcome. This entails building rapport with your prospect and involving them in making decisions or choosing from a range of options. Happy Selling!

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Negotiation Sales Talent Influencer Positioning 120

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? BANT is a sales qualification framework that was originally developed by IBM. It helps sales teams qualify prospects and determine if they have a high chance of converting.

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Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

The Sales Hunter

MARCH 5, 2012

If you want to know more about how negotiating can kill your profit, check out my book “ High Profit Selling: Win the Sale Without Compromising on Price.” Identify the Most Profitable Prospects — and Turn Them into Customers. Sell More by Talking Less. Kill the Sales Presentation.

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Negotiation Discount Policies Up-Sell 150

Gong.io

JULY 6, 2018

Sales Call Tip #1: Schedule Your Sales Call for the Right Time. Congrats on landing the sales meeting. There are good and bad times of day for the first sales meeting. If you think a morning-fresh, bright-eyed prospect is your best bet, guess again. Sales Call Tip #2: Structure Your Sales Call.

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Call-back Cold Calling Face-to-face Objections 103

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Actually, no —that’s old-school selling, and it simply doesn’t work anymore. Feature and benefit selling has been around for a really long time. And that’s the last thing any prospect wants to hear.

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Case Study Study Face-to-face Exact 118

Sales Hacker

FEBRUARY 17, 2021

For me, the majority of my first sale roles did indeed involve our CEO in the early stage. As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. Solution review.

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Energy Up-Sell Call-back Case Study 131

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process.

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Meeting Video Face-to-face Sales Qualified Lead 63

Pipeliner

JANUARY 16, 2018

Here’s the issue: Most CEOs and sales managers focus on the wrong end of the problem. If a salesperson is missing quota, the boss tends to focus on coaching and teaching more hard selling skills. Certainly such skills are important. Emotions, rather than effective selling and communication skills, ran the sales meeting.

Proposal 60

Proposal Selling Skills Discount Negotiation 60

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. According to recent research by Allego , 76% of sales leaders say that not being physically present with their team has made it harder to observe and coach.

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Face-to-face Coaching Scale Sales Coaching 96

Gong.io

NOVEMBER 12, 2021

These are the top sales skills… with data to support them. #1 1 Sales Skills for Prospecting: The ideal talk-to-listen ratio. But the top sales reps are great at prospecting. For most sales calls, it’s about listening (we’ll get to that skill a bit later). It’s tough. It’s tricky.

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Cold Calling Negotiation Face-to-face Objections 118

Vengreso

NOVEMBER 18, 2020

What is Remote Selling? The first thing you need to know is how remote selling is different from traditional selling or otherwise known as field sales. In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office.

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Hiring Face-to-face Lead Rank Lead Scoring 104

The Sales Hunter

SEPTEMBER 23, 2016

This week I was with a client working with their leaders on strategies to increase the level of productivity out of the sales force. The feeling was the sales team wasn’t engaged and committed. The strategy I shared (which I’ve used with numerous other clients) is to have a quick sales meeting at […].

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Motivation Sales Meeting Strategy Meeting 100

Pipeliner

FEBRUARY 8, 2019

CEOs and sales managers have long struggled with ensuring their sales team sells on value, not price. They hold rah-rah sales meetings that tout the benefits of the product and services. They teach negotiation skills, with the goal of salespeople standing firm on the price when meeting with a professional buyer.

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Negotiation Margin Discount Intent 58

SalesLoft

FEBRUARY 5, 2019

Let’s first clear up some myths about the concept of social selling. Myths About Social Selling. They don’t sell for you and never could. The “secret” to improving your prospecting results (i.e. Using social media as an avenue to engage a buyer and get them to agree to a sales meeting is step one.

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Social Selling Social Media Decision Maker Face-to-face 63

The Digital Sales Institute

OCTOBER 24, 2018

Sales techniques training courses are about improving a salespersons selling skills across a broad range of activities from sales prospecting to closing to social selling. Apart from the latest in sales methodologies, we also provide plenty of sales tips and guidance to improving your sales success.

Course 49

Course Training Cost per Lead Social Media 49

Vengreso

JUNE 10, 2022

LinkedIn has become the defacto standard for the professional world, prospective employers to find job seekers and for an account executive to find potential customers. You always want to focus on them (the prospect, the HR director, the client) and how you can help them be more successful. Am I speaking to sales reps?

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LinkedIn Ideal Customer Profile Hiring How To 101

Platinum Rules for Success

NOVEMBER 9, 2016

In this week’s story on Platinum Rules for Success, Rick addresses this issue, by sharing recommendations for sales managers who want to recapture the lost art of selling and improve their team’s performance. The Lost Art of Selling. Why we need selling skills more than ever. Hold weekly sales meetings.

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Face-to-face Chemicals Real Estate Harvest 49

The Brooks Group

OCTOBER 11, 2017

With a little creativity, your sales force can come up with many potential combinations of offers. By using a consultative selling process , your salespeople can partner with a prospect or client, discover what they need to overcome their challenges, and provide the best solution possible—at a price that matches the value.

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Discount Margin Negotiation Face-to-face 56

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Then something else happens and then there’s a surprise client meeting.

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Benefit Training Retention Selling Skills 55