The Sales Hunter

FEBRUARY 23, 2012

Networking. Leaders create both formal and informal communication networks within their organization. Leaders recognize that establishing and nurturing mentoring networks is essential in high-performing organizations. Leaders utilize the informal network of an organization to receive feedback and monitor the health of the team.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

JANUARY 6, 2012

Networking. End result is the salesperson never winds up going after the big fish. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. Sales Prospecting: Follow-Up or Follow-Down. networking. Site by Nebraska Digital.

Drivers/motivators 75

Drivers/motivators Prospecting Negotiate Sales 75

The Sales Hunter

JANUARY 25, 2012

Networking. What this means is the salesperson has to be far more prepared to follow-up with the customer via email, telephone, mail, etc. Following up with a prospect is certainly nothing new, but what has changed is what is contained in the follow-up. networking. Site by Nebraska Digital.

Inside sales 67

Inside sales Drivers/motivators Negotiate Sales 67

Hubspot

MARCH 27, 2015

The group’s self-description goes as follows: “we are not a group where people share interesting articles or blogs - we are a Peer2Peer discussions forum that uses a Q&A format.”. Look up Carl Menger and the Subjective Theory of Value. Curious how start-ups typically work? In other words, “no blogs, articles or promotions.”

Finance 78

Finance Cross-sell Start-ups Follow-up 78

The Sales Hunter

JANUARY 3, 2012

Networking. The thrill of picking up a new customer this way is incredible. SECRET #3: Network with your current customers to make sure you are known by multiple contacts within the company. The best way to pick up a new customer is by having someone who is familiar with what you do take you with them to their new employer.

Drivers/motivators 78

Drivers/motivators Prospecting Negotiate Price 78

The Sales Hunter

DECEMBER 30, 2011

Networking. Don’t sit there and strategize about how you need to wait until the sun, moon and stars line up just right. Sales Prospecting: Follow-Up or Follow-Down. networking. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Sales 71

The Sales Hunter

DECEMBER 13, 2011

Networking. Naturally, you’re going to wish them the best for the holidays and the new year, but your objective should also include one or more of the following: Gain any additional year-end business that might be available. Get orders set up now for the next year, including dates, quantities, etc. networking.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

JANUARY 27, 2012

Networking. Seek out others by building a network of sales peers — those you know and ones you read about. ” This happens when the salesperson who is left alone too much begins to come up with all kinds of reasons as to why something won’t work. networking. Mark Hunter is… Blogs We Follow.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

JANUARY 5, 2012

Networking. More importantly, they blow up several of the myths most people have come to believe regarding sales. Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. networking. Mark Hunter is… Blogs We Follow.

Drivers/motivators 65

Drivers/motivators Negotiate Sales Cold Call 65

The Sales Hunter

FEBRUARY 20, 2012

Networking. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. The focus this time is purely to network and wish them the best for the holidays (depending on when exactly you call them). networking. Mark Hunter is… Blogs We Follow. E-mail RSS.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

DECEMBER 27, 2011

Networking. Spend as much time in the office, especially in the morning catching up on everyone’s personal life and making sure you have the latest updates on rumors. Even if you have connected the customer to someone else in the company, be sure to follow through to make sure the request was handled. networking.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

DECEMBER 16, 2011

Networking. It’s up to you to control your time and calendar. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Contact Mark.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

DECEMBER 17, 2011

Networking. Over the holiday period there is a lot of networking that goes on by way of phone calls, emails, parties, etc. For some this means reaching out to people further up the food-chain and for others it means reaching out to those lower down on the food-chain. .” Social Media and Networking Over the Holidays.

Drivers/motivators 65

Drivers/motivators Negotiate Cross-sell Cold Call 65

The Sales Hunter

NOVEMBER 25, 2011

Networking. I’m not asking for it to go to the same level as Aaron and Tom give — I’m just asking, “What would happen if you stepped up your game?” networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 24, 2012

Networking. How: Sales negotiating requires a process, and to sum it up, it means the following: 1. Have a list of items you’re willing to offer up to the customer in exchange for something of equal or greater value. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital.

Negotiate 77

Negotiate Price Drivers/motivators Cold Call 77

The Sales Hunter

DECEMBER 10, 2011

Networking. Put Your Hands Up and Step Slowly Away From the Computer. Maybe it’s time someone comes to you to tells you to put your hands up and step away from the computer. What you need to be doing is picking up the phone and making the call or getting in your car and visiting the customer. networking.

Negotiate 70

Negotiate Drivers/motivators Cold Call Price 70

The Sales Hunter

DECEMBER 29, 2011

Networking. Sales Motivation: 2011 Goals Check Up. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

JANUARY 3, 2012

Networking. Have a list of things you are would be willing to offer up that are of low cost to you but high value to the customer. Too many people wind up getting suckered one step at a time. When you follow these five steps to develop a negotiation strategy, you will increase your odds of winning. networking.

Negotiate 71

Negotiate Drivers/motivators Price Cold Call 71

The Sales Hunter

DECEMBER 27, 2011

Networking. It’s their ability to have these meetings that will many times open up significant new leads. Use the tail-end of 2011 and the first few days of 2012 to network like mad. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Negotiation.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

FEBRUARY 4, 2012

Networking. First, let’s clear up one thing: We sell first and negotiate second. It’s far too easy for people to say anything; it’s much harder for them to say it and back it up with their body language. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital.

Negotiate 82

Negotiate Drivers/motivators Up-sell Sales 82

The Sales Hunter

DECEMBER 8, 2011

Networking. After 2 weeks, add up the time spent on various activities. Segments might include “x” amount of time each week dealing with existing customers, “x” amount with prospects, “x” amount of time networking, etc. networking. Mark Hunter is… Blogs We Follow.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

JANUARY 20, 2012

Networking. As if offering a discount right up front wasn’t a big enough mistake, the salesperson went on to give the customer an even bigger discount when they were slow to respond with their decision. Did the customer wind up buying? The problem is they gave up nearly 50% of the profit they should have made.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

FEBRUARY 13, 2012

Networking. Manipulative questions are designed to “set up” the prospect. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Communication Skills.

Negotiate 65

Negotiate Sales Drivers/motivators Cold Call 65

The Sales Hunter

JANUARY 7, 2012

Networking. Too many salespeople spend way too much of their time listening to people who only wind up doing one thing — hurting their sales performance. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Communication Skills. Retail Sales Trends. Contact Mark. E-mail RSS.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

FEBRUARY 25, 2012

Networking. Your sales motivation will go up a notch or two. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Communication Skills.

Closing 73

Closing Negotiate Drivers/motivators Cold Call 73

The Sales Hunter

MARCH 1, 2012

Networking. If you have to negotiate, be sure your negotiation skills are up to par. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. Communication Skills.

Negotiate 68

Negotiate Drivers/motivators Price Cold Call 68

The Sales Hunter

JANUARY 24, 2012

Networking. Start softening up your customer now for an increase you intend to take in a month or two. 7 Easy Ways to Screw Up a Price Increase. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. E-mail RSS.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

FEBRUARY 3, 2012

Networking. Despite this fact, there still is no valid reason to give up on it all together. Far too many salespeople are quick to come up with other things they need to do in place of making cold calls. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase.

Cold Call 74

Cold Call Drivers/motivators B2B Negotiate 74

The Sales Hunter

NOVEMBER 15, 2011

Networking. But still come up with 2-3 smaller goals you know you can accomplish. Once you’ve come up with those smaller goals, keep them in the forefront of your brain between now and the end of the year. Sales Training Tip #398: Do Your Goals Line Up With Your Boss’s Goals? networking. Negotiation.

Drivers/motivators 71

Drivers/motivators Negotiate Objectives and Key Results Price 71

The Sales Hunter

FEBRUARY 10, 2012

Networking. Be aggressive in doing this and, most of all, follow-through with both the person you referred and who they were referred to so you can hear the outcome. Speak using the same terms and words they use and follow all of the rules they have regarding safety and the workplace. networking. Site by Nebraska Digital.

Clients 68

Clients Negotiate Drivers/motivators Price 68

The Sales Hunter

DECEMBER 23, 2011

Networking. It’s a disaster for the salesperson, because they’ve either made the sales process longer than necessary or they’ve given up profit. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation.

Drivers/motivators 72

Drivers/motivators Non-Profits Customers Negotiate 72

The Sales Hunter

JANUARY 14, 2012

Networking. But quantity will never make up for the profits you did lose by selling at a discount. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. Phone Sales Tips. Sales Development. E-mail RSS.

Drivers/motivators 70

Drivers/motivators Negotiate Price Sales 70

The Sales Hunter

FEBRUARY 7, 2012

Networking. The problem with this is you’ll never make up for the lost profits and there is no guarantee your competition won’t lower their prices too. networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation.

Negotiate 63

Negotiate Price Drivers/motivators Cold Call 63

The Sales Hunter

NOVEMBER 26, 2011

Networking. This includes in particular the weeks surrounding Thanksgiving, the days leading up to Christmas and the very slow time of year between Christmas and New Year’s. All of this means you could be the person they do wind up talking to. networking. Mark Hunter is… Blogs We Follow. Negotiation.

Drivers/motivators 87

Drivers/motivators Prospecting Negotiate Referrals 87

The Sales Hunter

JANUARY 9, 2012

Networking. We have all seen it happen to other people, and you need to learn what to do if it happens to you: Pause, look at your notes or outline and try to pick up again where you left off, or move on to your next thought. There are 4 basic techniques to follow, which will make controlling your fears easier. networking.

Presentation 66

Presentation Drivers/motivators Negotiate Technique 66

The Sales Hunter

FEBRUARY 7, 2012

Networking. Don’t pass up the opportunity to connect with them via the telephone after a sporting event involving their favorite team or to find out how one of their children did in a particular event. It’s always amazing how a few cookies or food of any type can open up a relationship. networking. E-mail RSS.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

FEBRUARY 17, 2012

Networking. The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.” networking. Mark Hunter is… Blogs We Follow. Site by Nebraska Digital. Selling a Price Increase. Negotiation. Contact Mark.

Drivers/motivators 68

Drivers/motivators B2B Negotiate Sales 68