The Sales Hunter

MARCH 31, 2012

Where are you getting your prospecting sales leads? And are you concerned about quantity or quality? Too many salespeople seem to believe in simply getting as many leads as possible. This might be true if you sell a low-cost, frequently-purchased good or service. The reality is most salespeople do not sell in this arena. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 225

The Sales Hunter

APRIL 5, 2012

Sales prospecting is where the salesperson makes their money. Anyone can fulfill orders from customers who call. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise. Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything.

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Motivation Prospecting Customer Service Networking 213

The Sales Hunter

APRIL 3, 2012

If I told you that you may be sabotaging your sales numbers by talking too much, would you believe me? I have met so many salespeople who think the only way to control the sales process is to dump an extraordinary amount of so-called wisdom on the customer. I would even have put myself in that category at one point — I thought I had all the answers to the customer’s dilemma, and I was more than willing to share everything I knew.

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Discount Call-back Motivation Benefit 197

The Sales Hunter

APRIL 1, 2012

“What are the sales prospecting tools you use?” I get asked this question a lot. Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. The telephone is the #1 tool. Networking is not prospecting. Schedule time each day/week to prospect. Use multiple tools and targeted message.

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The Sales Hunter

APRIL 6, 2012

How is your sales prospecting plan working for you? The definition of insanity is continuing to do the same thing over and over and expecting different results. Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are a series of questions you can ask yourself regarding your sales prospecting plan to help you gauge how effective it is and what areas you may want to change. 1.

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Prospecting Cold Calling Referrals Intent 190

The Sales Hunter

APRIL 4, 2012

Most salespeople agree that sales prospecting is necessary. Not all, though, know how to do it effectively. However, these are skills that you can master! And the results will show up in your profits. I’m offering a FREE webinar on proven time-tested sales prospecting secrets that work! These are not “theories” or simply ideas, but rather specific techniques you can start using that will help you succeed in your prospecting efforts.

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Prospecting Webinar Metrics Motivation Industry 169

The Sales Hunter

APRIL 3, 2012

There are more sales prospecting methods than I suspect there are salespeople. The reason I know this is it seems that everyone has sent theirs to me. It’s time to step back and assess. I recently shared with you in this blog what I saw as the big 9 sales prospecting tools. Let’s drill down on the list of 9 tools and talk specifically about #5: Focus, focus, focus.

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