The Sales Hunter

MARCH 30, 2012

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. Sure sounds good, doesn’t it? In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. We all network to one degree or another. I meet a lot of people who I think the world of and with whom I enjoy spending time.

Networking 256

Networking Prospecting Call-back Motivation 256

The Sales Hunter

MARCH 25, 2012

It’s Guest Post Monday, and speaker and author Joanne S. Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” That’s what more than one marketing executive told me at a recent sales and marketing event. (Seriously?). But it gets worse. Then these marketing people said that salespeople are terrible at lead gen.

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

The Sales Hunter

MARCH 29, 2012

Yes, you can prospect using voicemail. Don’t think for a moment, though, that you’re going to be successful if your voicemail message is nothing more than a lame commercial about how wonderful you are. First thing to keep in mind is the message you leave is most likely not going to be returned. But don’t let that be a reason why you should not leave a voicemail message.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

The Sales Hunter

MARCH 27, 2012

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut. You want to get the other person thinking and talking.

Industry 174

Industry Motivation Examples Positioning 174

The Sales Hunter

MARCH 27, 2012

To be successful at sales prospecting, you have to have a plan. Spraying and praying is not a plan! Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful. Sure, they could, as the saying goes — even a blind squirrel will find an acorn from time to time.

Prospecting 171

Prospecting Face-to-face Social Media Media 171

The Sales Hunter

MARCH 24, 2012

I think many of you would agree that in the sales industry, Linkedin is the social media tool that is most helpful. I know there is something to be said for Facebook pages and Twitter and so on, but when it comes to networking and picking up skills we can actually use, Linkedin is packed with opportunity. This is why I created the High-Profit Selling Group on Linkedin.

Groups 171

Groups LinkedIn Social Media Networking 171