The Sales Hunter

DECEMBER 8, 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. . -->. 4 Ways to Close More Sales By Changing Your Sales Process. ” Sales Motivation Blog.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. Continue the sales process with these conditions in place (Emotionally Involved). These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

The Sales Hunter

AUGUST 16, 2014

Are you using social media the right way in your sales process? I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Unfortunately, many salespeople are not!

Social Media 264

Social Media Media Consultative Selling Video 264

Hubspot Sales

JULY 22, 2018

Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Accurately depict the purchasing process. Connect with prospects personally. Top 10 Sales Representative Skills.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

The Sales Hunter

SEPTEMBER 28, 2012

This past week I’ve had three conversations with people regarding sales process. Each time the person was asking me about the sales process they use and whether or not it’s effective. Each time in talking with the other person, they shared with me how they had not been using the sales process very long.

Sales Process 176

Sales Process Maximizer Sales Motivation 176

The Sales Hunter

JUNE 5, 2013

What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1. At what point during the sales process are they doing this? Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 250

Customer Direct Response Selling Skills Motivation 250

Steven Rosen

APRIL 30, 2024

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. Complex Sales Processes : SaaS products often involve complex sales cycles with multiple stakeholders.

Selling Skills 120

Selling Skills Coaching Scale Compensation 120

The Sales Hunter

MAY 23, 2014

Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' Salespeople are quick to blame the customer as being […].

Cold Calling 211

Cold Calling Consultative Selling Selling Skills Customer Service 211

The Sales Hunter

DECEMBER 4, 2012

If I asked you what has changed in the last year with regard to your sales process, what would you say? One of the best ways to do this is by assessing each part of your sales process from the types of questions you ask to the types of closing techniques you use. Too bad because your customers have changed.

Sales Process 172

Sales Process Motivation Objections Sales 172

The Sales Hunter

AUGUST 19, 2014

What jumped out to me was a dealership chairman acknowledging how the sales process is constantly changing. He matter-of-factly went on to say that forcing outdated sales processes on to current customers just won’t work. His salespeople […].

Consultative Selling 210

Consultative Selling Selling Skills Networking Prospecting 210

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? Practice is your sales organization’s future. That feels great.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

The Pipeline

FEBRUARY 6, 2013

Is it from increased sales, or just an increase in orders due to an improving economic environment; and yes Sunshine, there is a difference, much like the difference between sales professionals and order takers. More than ever, having a defined sales process, with supporting metrics is a must. sales vs. 1.

Lead Rank 296

Lead Rank Proposal Top of Funnel Benefit 296

The Sales Hunter

MARCH 14, 2017

With technology and the ability to track information comes the risk of over complicating the sales process. They’re excited to show me how they’ve dissected the sales process. Flash announcement… sales is […]. I see this a lot with companies I’m asked to assist.

Sales Process 152

Sales Process Sales Company Selling Skills 152

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. Long Sales Cycles.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. Prospects and clients aren’t happenstance.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

Understanding the Sales Force

DECEMBER 1, 2020

OMG and Caliper failed to agree on these 8: Desire - Caliper measures Ego Drive and OMG measures Desire for success in sales. Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. The candidate scored 60% on Caliper and 92 on OMG. Coachable or not.

Comparison 313

Comparison Lead Rank Lead Scoring Hiring 313

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. Here they are.

Sales Process 144

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 144

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” Again, what you’re doing is engaging the prospect.

Prospecting 212

Prospecting Customer Insurance Insurance 212

Understanding the Sales Force

SEPTEMBER 11, 2013

HubSpot’s content marketing strategy allows the rep to establish online credibility before even getting on the phone with his or her first prospect." Like all kick-ass sales forces, they could do better. The problem with the 5 that Mark identified is that none of them speak to either sales DNA, Commitment, Desire or selling skills.

Lead Scoring 286

Lead Scoring Lead Rank Hiring Hubspot 286

The Sales Hunter

NOVEMBER 19, 2013

You must find ways to streamline your sales process. The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. The internet continues to open up new areas and this means prospects can come from more places.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

DECEMBER 19, 2013

I’m also not saying to become merely an order taker, slopping up the easy sales that come your way. What I’m saying is your process must be engineered in a way that allows you to qualify prospects quickly and move them to the point where they are sharing with you their needs and desired benefits.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Hunter

AUGUST 6, 2012

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls.

Prospecting 182

Prospecting Strategy ACT Exact 182

The Sales Hunter

JULY 9, 2013

” I say that because the sales process is never perfect, despite how much people may want to benchmark results. This is why it’s so important to uncover their big needs early in the sales process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 244

Discount Customer Consultative Selling Selling Skills 244

The Sales Hunter

APRIL 4, 2018

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? ” Sales Motivation Blog.

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

The Sales Hunter

AUGUST 29, 2013

Many people think testimonials are just used in the selling process to show prospects why they too should become customers. But testimonials also can be a vivid reminder to you as the salesperson that what you sell does indeed positively impact lives. Strengthen your communication skills. Why is that?

Consultative Selling 259

Consultative Selling Motivation Selling Skills Discount 259

Understanding the Sales Force

JUNE 11, 2014

where opportunities stall in your sales process, why they stall. length of sales cycle by salesperson and opportunity type. % Poor consultative selling skills. Lack of listening and questioning skills. Inability to Sell Value. Rushing through the Sales Process. Ineffective Sales Process.

Data 243

Data Decision Maker Proposal Trends 243

Anthony Cole Training

NOVEMBER 20, 2012

Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations - David Kurlan. The answer to that question is: YES!

Airlines 138

Airlines Prospecting Decision Maker Vendor 138

Understanding the Sales Force

OCTOBER 30, 2012

OMG and Caliper failed to agree on these 8: Desire (Caliper measures Ego Drive and OMG measures Desire for success in sales. Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. How the Candidate Thinks about Selling (Beliefs). Overall Selling Capability.

Hiring 244

Hiring Lead Rank Lead Scoring Sales Qualified Lead 244

No More Cold Calling

JUNE 22, 2018

So, now all the powerful methods and systems I’ve been speaking on for years have been condensed into an online sales training course you won’t want to miss! In this LinkedIn Learning course, you’ll discover: Why referrals work where other prospecting methods fail. Step #2: Take the Referral Selling Course on LinkedIn.com or Lynda.com.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

Understanding the Sales Force

FEBRUARY 12, 2024

You can read more about Dinger and his great listening skills here. When resistance appears, it does not matter if the sales process, methodology, tactics and strategies are good or even great, unless salespeople are equally great at first lowering the resistance.” I know, what if your prospect is a woman?

Sales Cycle 211

Sales Cycle Engineering Selling Skills Prospecting 211

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 consultative sales process is more than just a sales approach. whether their sales management team can drive that change.

Hiring 185

Hiring Consultative Selling Incentive Incentives 185

The Sales Hunter

AUGUST 20, 2013

First, you have to demonstrate to the prospect the system is the solution they’re looking for. In my book, that is a pretty lousy sales process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog pricing Professional Selling Skills discount discounting price'

Discount 197

Discount Selling Skills Negotiation System 197

Zoominfo

JULY 13, 2021

Nearly every business function can benefit from the insights surfaced during front line conversations with prospects and customers. How can you really know the answer to that and have real confidence if you’re not on those calls, or if you haven’t seen the prospect’s reactions to proposals or new products?

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Partners in Excellence

MARCH 26, 2018

Yet the CEO and many participants in the discussion were convince, all they needed to do was improve their selling skills. The best sales person in the world will be unsuccessful if she doesn’t know who her ideal customer is.

Selling Skills 82

Selling Skills Customer Enterprise Enterprise 82

The Sales Hunter

JANUARY 25, 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. Not only does the customer have access to more knowledge, but the entire closing process has changed. high profit selling.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Second, review your “Top 10″ prospect list.

Motivation 230

Motivation Video Prospecting Sales Process 230