Sales Hunting
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Sales Hunting
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Author : David A. Monty
language : en
Publisher: Apress
Release Date : 2014-02-25
Sales Hunting written by David A. Monty and has been published by Apress this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-02-25 with Business & Economics categories.
The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: Why most customers don’t want to buy from you . . . yetWhy trust-based relationships enable you to open up territories and bag the biggest customers quicklyHow to qualify and rank customers based on traitsHow to get in step with the customer’s buying cycleHow to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts. What you’ll learnWhy traditional sales models do not work for new account acquisition. Why long-term sales success is built on developing a trusted relationship with the customer.The best methods for achieving first meetings.The best solutions to lead with.How to qualify customer and opportunities. Where to best spend your time.How to measure and track your success.Who this book is for Salespeople and sales managers opening new territories or trying to penetrate new accounts. Table of ContentsHunting MisunderstoodIdentify the Silent Sales KillersThe Buyer ProcessThe Sales ProcessTrustTrust Sales CycleBuild Business RelationshipsUnderstand the Sales EquationPreplanning: Prepare YourselfNiche SellingRich Hunting GroundsWhere to Find CustomersCold CallingOn the Phone for the First TimePower in SalesSelling StrategiesQualify the CustomerBuilding Trust before OpportunityQualifying and Developing OpportunitiesAre You Winning or Losing?Wrapping UpSummary
Whale Hunting
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Author : Tom Searcy
language : en
Publisher: John Wiley & Sons
Release Date : 2008-10-03
Whale Hunting written by Tom Searcy and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-10-03 with Business & Economics categories.
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.
Sales Hunting
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Author : David A. Monty
language : en
Publisher: Apress
Release Date : 2014-03-05
Sales Hunting written by David A. Monty and has been published by Apress this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-05 with Business & Economics categories.
The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: Why most customers don’t want to buy from you . . . yet Why trust-based relationships enable you to open up territories and bag the biggest customers quickly How to qualify and rank customers based on traits How to get in step with the customer’s buying cycle How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.
Sales Hunter
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Author : Billy Taufan Tenardhi
language : id
Publisher: RAIH ASA SUKSES
Release Date :
Sales Hunter written by Billy Taufan Tenardhi and has been published by RAIH ASA SUKSES this book supported file pdf, txt, epub, kindle and other format this book has been release on with categories.
Profesi menjual saat ini menjadi bidang pekerjaan yang menarik. Tenaga penjual telah menjadi ujung tombak perusahaan dalam memasarkan produk dan jasa. Mereka adalah ‘mesin uang’ perusahaan, apalagi jika dapat menghasilkan penjualan yang banyak. Untuk dapat menjual lebih banyak, tenaga penjual haruslah menjadi sales hunter. Bagaimana membentuk sales yang seperti itu? Inilah buku yang terdiri atas 4 bab dan berisi 52 poin pembahasan cara membentuk sales hunter. Buku ini merupakan panduan coaching dan training bagi para tenaga penjual dalam berbagai macam jenis usaha dan tingkatannya. So, what are you waiting for? Let’s hunt for big sales! -RAIH ASA SUKSES-
Whale Hunting With Global Accounts
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Author : Barbara Weaver Smith
language : en
Publisher:
Release Date : 2016-05-11
Whale Hunting With Global Accounts written by Barbara Weaver Smith and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-11 with categories.
Nothing grows your bottom line faster than new business with your global accounts yet, companies like yours are leaving billions on the table. Your customers are going global--are you ready for their expansion? There's a tidal wave of offshore expansion, and if you're not ready to expand globally with your customers, even your domestic business is at risk. In Whale Hunting with Global Accounts, Barbara Weaver Smith takes CEOs and sales leaders on a deep dive into the four critical sales strategies that will make you winners in the competition for growth in your global accounts: *Knowledge--Look Deeper *Structure--Get Organized *Process--Beyond Steps*Vision--Lead the WayThe voices of fourteen global sales experts--current practitioners and sales leaders--contribute seamlessly to the narrative for a powerfully multinational perspective. Weaver Smith will teach you how to become a smarter, more insightful, global account team whose customers look to you for leadership.
Mind Of A Hunter
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Author : Barbara Weaver Smith
language : en
Publisher:
Release Date : 2016-06-07
Mind Of A Hunter written by Barbara Weaver Smith and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-06-07 with categories.
The Whale Hunters Wisdom Series draws from stories of an Inuit whale hunt, which we believe to be ancient wisdom for modern business. Most important, the whale is always reborn after a hunt. In this analogy, the whale is a large account customer. Mind of a Hunter reinforces the need for focus during a whale hunt. Each villager must know what each Inuit whale hunter knew: the whale is worth the trouble. No amount of distraction, fear, boredom, or nostalgia can be allowed to clutter the minds of the whale hunters eager to land an account that will move your company to the next level. Every chapter includes Inflection and Action exercises to complete with your team.
Treasure Hunt
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Author : Michael Hinkle
language : en
Publisher:
Release Date : 2024-01-30
Treasure Hunt written by Michael Hinkle and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-01-30 with categories.
Sales Isn't a Rat Race...It's a Treasure Hunt. The question is...how do you get to the treasure? With over thirty years of sales experience--from owning his own business to commission-only roles--Michael Hinkle shares the mindsets and practices he's used to cultivate a multimillion-dollar sales career. With a refreshingly straightforward and simple perspective on how to build a thriving sales career, he lays out the common-sense strategies for how nurturing relationships and building wealth go hand-in-hand. In Treasure Hunt: A Common-Sense Approach to Building a Successful Sales Career, you'll learn: - The best practices for establishing a long-term sales career - How to become a motivated Sales Hunter - How to handle your first impression with a prospect - How to bypass the "sales wall" put up by prospects - How to build rapport with both gatekeepers and decision makers - How to develop the kind of trust which translates to deals - How to navigate setbacks, mistakes, and disappointments - How to build your personal brand and reputation as a problem-solver Filled with engaging insights and real-life examples, Treasure Hunt guides you in a journey to make the simple mental and tactical shifts to cultivate sales success. Inside these pages are the common-sense tools to transform the average "salesperson" into a trusted expert who solves problems for prospects.
High Profit Prospecting
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Author : Mark Hunter, CSP
language : en
Publisher: AMACOM
Release Date : 2016-09-16
High Profit Prospecting written by Mark Hunter, CSP and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-09-16 with Business & Economics categories.
Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
A Mind For Sales
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Author : Mark Hunter, CSP
language : en
Publisher: HarperCollins Leadership
Release Date : 2020-03-31
A Mind For Sales written by Mark Hunter, CSP and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-03-31 with Business & Economics categories.
For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
Selling New Technology
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Author : James T. Arrow
language : en
Publisher: Xlibris Corporation
Release Date : 2011-08-12
Selling New Technology written by James T. Arrow and has been published by Xlibris Corporation this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-08-12 with Business & Economics categories.
Using simple descriptions and entertaining stories this book walks a new- technology salesperson through field-proven and practical selling processes including sections about: Account analysis Generating leads Tactics for Selling New Technology Getting and Conducting Meetings Proposal Development Closing business Many new-technology salespeople do not know the 4 elements required to close a sale (abbreviated DUCT) and these are described. The Sales Tactics Chapter includes the following sections. How to Prioritize Your Time Average number of sales calls to close a deal for new technology New Technology the Numbers Game DUCT - to make a technical sale Nos are Better than Maybes Objections WIIFM Hunting for the Maverick The Opposite of Love is Not Hate Hunting for Clients Farming for New-Technology Sales Dinner and Lunch Casual Conversations Schmoozing Selling to Vice Presidents