The Sales Hunter

JANUARY 12, 2012

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

JANUARY 14, 2012

They were certain that it would become “impossible” to reach their numbers if they didn’t have discounting in their tool bag. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. April 2011.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JANUARY 5, 2012

For other people in sales, the book is good and will serve as an excellent resource tool to help reinforce in your mind what it takes to be a top performer. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 15, 2011

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

DECEMBER 19, 2011

A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

NOVEMBER 21, 2011

In his new book The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers , Warren Greshes presents the notion that people cannot be motivated, that motivation only comes from within and savvy managers give their workers the tools, ideas and techniques to motivate themselves. December 2010. November 2010.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

SBI Growth

JANUARY 4, 2014

Here’s how to use the tool: 1. This.ics file is from Outlook 2010. It should import to 2007 or 2010 version. If you have specific buying seasons different than here, also adjust. Download the Sales Leader 2014 Planner Zip file and unzip it. For the iCalendar format you can import the.ics file to your Outlook.

Hiring 280

Hiring Face-to-face Energy Call-back 280

The Sales Hunter

DECEMBER 17, 2011

I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

The Sales Hunter

NOVEMBER 12, 2011

My view of phone sales scripts is they’re an essential tool if you expect to be successful in selling over the telephone. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Sales Hunter

DECEMBER 13, 2011

Take a look at the articles and use them as a tool to help you prepare your strategy. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. November 2007. October 2007.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Pipeline

JANUARY 18, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

DECEMBER 7, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Sales Hunter

NOVEMBER 28, 2011

Assessment tools can assist here to identify successful sales characteristics. Assessment tools can also be beneficial here to offer a comprehensive “second opinion” that can help managers make informed decisions. December 2010. November 2010. October 2010. September 2010. August 2010.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Pipeline

NOVEMBER 16, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Sales Hunter

FEBRUARY 6, 2012

Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. October 2007.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Pipeline

NOVEMBER 25, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

The Pipeline

AUGUST 5, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Sales Tool.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

FEBRUARY 8, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

MARCH 7, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

AUGUST 24, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

FEBRUARY 15, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

NOVEMBER 23, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 17, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Pipeline

MARCH 6, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 28, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Pipeline

AUGUST 10, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

FEBRUARY 21, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

The Pipeline

FEBRUARY 24, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

JULY 25, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

FEBRUARY 22, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

The Pipeline

JUNE 15, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

MARCH 9, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

JANUARY 24, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 203

Pipeline Top of Funnel Hiring Cold Calling 203

The Pipeline

MARCH 16, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 235

Pipeline Cold Calling Hiring Compensation 235

The Pipeline

JUNE 8, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. December 2007. Sales Tool. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. April 2008.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224