Sales and Marketing Management

MAY 9, 2019

These organizations are often neglecting something as fundamental as basic selling skills. My engineering genes kicked in and determined all these companies needed is a systematic method to continually improve their sales process. It would increase sales, decrease costs and improve productivity. What is Six Sigma?

Sales Process 209

Sales Process Engineering Case Study Call-back 209

The Sales Hunter

JUNE 14, 2013

Should senior management play a role in the sales process? Regardless of how big or small the company, top management must understand what is happening in sales for one simple reason — Sales is the group that interfaces with the customer. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Process 221

Sales Process Sales Leadership Travel Motivation 221

The Sales Hunter

NOVEMBER 22, 2013

But it is one that has significant impact on your sales process whether you are a salesperson or someone leading a sales team. Ask yourself in your sales process how many times are you making left-hand turns. Rather, become a user of the process with the goal being to get you to an outcome.

Sales Process 205

Sales Process Consultative Selling Selling Skills Sales Leadership 205

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

Hubspot Sales

JULY 22, 2018

Selling Skills. Accurately depict the purchasing process. In order to answer these questions and find out what separates sales winners from second-place finishers, RAIN Group, a sales training company , studied over 700 B2B purchases from the buyer’s perspective to find out what really happened in their buying experiences.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

The Sales Hunter

MAY 10, 2014

Have you become too comfortable with your sales processes? Are those processes outdated? Don’t get stuck in processes that no longer work. Sure, it’s not always easy to change, but I challenge you to look closely at your sales processes. Make sure you are evolving them where they need to evolve.

Video 238

Video Consultative Selling Selling Skills Motivation 238

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.

Sales Methodology 104

Sales Methodology Selling Skills Revenue Sales 104

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 Sales Hunter

AUGUST 16, 2014

Are you using social media the right way in your sales process? Unfortunately, many salespeople are not! 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. Be […].

Social Media 264

Social Media Media Consultative Selling Video 264

The Sales Hunter

AUGUST 6, 2014

It comes down to the sales process you use and how the customer […]. Blog pricing Professional Selling Skills price' But like a lot of ideas, it likely doesn’t have merit. Your price is based on the value the customer perceives they are going to receive.

Selling Skills 259

Selling Skills Sales Process Customer Sales 259

No More Cold Calling

NOVEMBER 3, 2016

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. The post 3 Referral Selling Skills All B2B Sales Reps Should Practice appeared first on No More Cold Calling.

Referrals 120

Referrals Selling Skills B2B Cold Calling 120

The Sales Hunter

OCTOBER 21, 2014

Blog Closing a Sale Consultative Selling Professional Selling Skills questions sales process' I think it’s appropriate to share what I believe are 5 great questions: What are the outcomes you’re expecting? I like asking this question […].

Consultative Selling 226

Consultative Selling Selling Skills Closing Sales Process 226

The Sales Hunter

JULY 15, 2014

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

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 Motivation Selling Skills 250

The Sales Hunter

NOVEMBER 14, 2014

Many sales processes will tell you to start with the basic questions. Blog Professional Selling Skills Prospecting prospect prospecting questions sales prospecting' Blog Professional Selling Skills Prospecting prospect prospecting questions sales prospecting' The Who, What, Where and How.

Prospecting 238

Prospecting Selling Skills Exact Conversion 238

The Sales Hunter

JUNE 25, 2013

Structure your sales process to allow them to see it. In fact, they don’t have anything resembling a sales process. The number one part left out of a sales process is the close, and the reason is simple — the salesperson doesn’t have a plan. Determine if sales is the right field for you.

Customer 253

Customer Customer Service Motivation Selling Skills 253

The Sales Hunter

SEPTEMBER 4, 2014

How can you know the customer’s needs if you don’t spend time “selling” to them first? Negotiating should be an option only when the sales process has not been successful. This builds on the strategy of selling first and negotiating second and now puts some specific criteria on it.

Negotiation 234

Negotiation Selling Skills Sales Process Strategy 234

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. The typical sales process in the simplest terms goes something like this: Do target audience research. The key is making sure your selling efforts are in sync with their buying signals and stages.

Sales Process 144

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

The Sales Hunter

JUNE 20, 2013

The more comfortable you are in asking short questions, the more flexibility you will have in your selling skills. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Selling Skills 234

Selling Skills Consultative Selling Up-Sell Follow-up 234

Understanding the Sales Force

JANUARY 21, 2021

As a result, you don't have realtime data to populate your dashboard and still don't know what's really going on with your sales organization, their pipeline and the forecast. You brought in sales training but it didn't achieve the expected change because the training didn't address the bigger problems that went beyond selling skills.

Training 376

Training Forecasting Selling Skills Pipeline 376

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

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

SBI Growth

MARCH 22, 2013

You can see the importance of the Sales Manager (SM) from a story. A client engaged us to assess their Sales Force. We recommended: 1) enable their SMs and 2) implement a Sales Process. Taking the “easy” route, they decided to do Sales Process and Rep training first. Selling Skills.

How To 312

How To Sales Leadership Exercises Proposal 312

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

The Sales Hunter

JULY 22, 2014

Blog pricing Professional Selling Skills Sales Motivation business disruption business model sales motivation sales process' In fact, even if you’re in a business environment that you believe is “post-disrupted,” you’re going to go through it again. Business disruption is the norm.

Selling Skills 200

Selling Skills Motivation Sales Process Sales 200

The Sales Hunter

DECEMBER 19, 2013

Ask yourself what can you do to speed up the sales process, not to merely close easy sales, but to get the sale that otherwise would not have occurred using a drawn out slow process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

Vengreso

JANUARY 17, 2025

This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills. This accessibility ensures that sales teams are always one step ahead, equipped with the latest digital selling skills. Competitive Edge in the Digital Age Efficiency is another crucial benefit.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

Understanding the Sales Force

SEPTEMBER 11, 2013

The problem with the 5 that Mark identified is that none of them speak to either sales DNA, Commitment, Desire or selling skills. Hold Them to a Accountable to a Predictable Sales Process. There are two things you can do to determine if your sales process is any good. You need them both.

Lead Rank 286

Lead Rank Lead Scoring Hiring Hubspot 286

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 Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

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 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

DECEMBER 5, 2013

Great salespeople know they have to be continually evolving their sales process. They understand what worked for them last year may not work this year, and as a result, they are continually looking to refine their process. How much of your sales process is unchanged from 5 years ago? ” Sales Motivation Blog.

Consultative Selling 205

Consultative Selling Motivation Selling Skills Sales Process 205

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

NOVEMBER 19, 2013

You must find ways to streamline your sales process. If you sell in the B2B market, this same thing holds true for the customers your customers sell to. The entire sales process is going to continue to shrink in regard to the level of time it takes to complete the sale. ” Sales Motivation Blog.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

OCTOBER 14, 2013

Far too many salespeople are merely participating in the sales process. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Blog leadership Professional Selling Skills Sales Motivation sales leadership sales motivation'

Motivation 237

Motivation Selling Skills Energy Sales Leadership 237

The Sales Hunter

JULY 18, 2013

We need to be continually assessing our sales process and challenging ourselves on these six items and ask ourselves how close we are coming to doing them. ” Sales Motivation Blog. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills customer customer service'

Cold Calling 241

Cold Calling Consultative Selling Customer Service Selling Skills 241

The Sales Hunter

FEBRUARY 18, 2014

With the level of confidence so high, it means 100% of the sales process should be centered around building confidence in the customer’s mind. To achieve this, we also need to ask what is the level of confidence we have in ourselves in the sales process?

Cold Calling 229

Cold Calling Motivation Discount Selling Skills 229