The Pipeline

MAY 4, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Prospecting With E-Mail. Last week we looked at means of leveraging voice mail in prospecting. August 2011. April 2011. March 2011. February 2011.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Pipeline

DECEMBER 19, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Slow to Close or Slow to Die? If you are stuck in a stage or a sale too long, it is less likely to close. August 2011. April 2011. March 2011.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Never go into a sales call not knowing how you’re going to close the sale. The most common part left out of any presentation is the close. Sales Motivation: When is One of the BEST Times to Prospect?

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Pipeline

AUGUST 16, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. August 2011. April 2011.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

AUGUST 8, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. But in ways that sabotage the sale but scaring and/or alienating the buyer. And by-the-way, the buyer is hip to the whole thing. August 2011.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Let me go out on a limb and propose the top five media for your lead generation toolkit.

Media 233

Media Direct Mail netFactor Trade Show 233

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Closing a Sale: Getting Past The Soft Sell. prospecting. prospecting. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Pipeline

MARCH 2, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. August 2011. April 2011.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. One way to look at this is by asking yourself this question: What would have happened if you had been able to close one additional sale in the previous quarter? prospecting. December 2010.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Commit on your calendar a dedicated amount of time each week to prospect.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Pipeline

MAY 13, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. August 2011. April 2011. March 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Complain about marketing, insisting they are the reason you have not been able to close more sales. Spend all day figuring out who you should prospect. prospecting. prospecting. Negotiation.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. These include the ability to listen, ask questions, create a unique selling proposition and ultimately close. Prospecting. Does your prospecting process truly identify those who are active buyers?

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. When the salesperson isn’t confident, they miss opportunities to close sales. More importantly, they miss the opportunity to close sales without offering a discount. prospecting. October 2010.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Too many companies go into shutdown mode during the holidays, either by closing completely or reducing the operating hours. If you’re closed, you won’t be able to help them. FREE Resources.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

The Pipeline

FEBRUARY 6, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Questions create interesting experiences for people, and don’t forget, buyers are people. August 2011. April 2011. March 2011. February 2011.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

FEBRUARY 8, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. Prospecting.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. prospecting.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Pipeline

OCTOBER 26, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Prospecting. 3 R’s of Prospecting Success. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Will you close every sale? But the sales you do close you’ll know you secured honestly and without any manipulation. prospecting. prospecting. December 2010. November 2010.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Pipeline

JANUARY 27, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Absent that you are condemned to sell by adjusting your price, usually downwards, until it is low enough for the buyer to rationalize the relevant value.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. I’ve been watching this trend closely, as I tend to be fairly heavy user of LinkedIn. Sales Prospecting and LinkedIn. prospecting. prospecting. December 2010. November 2010.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Pipeline

FEBRUARY 20, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. This why, the next step is the objective of any interaction with a buyer. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. The earlier you can find out this type of information, the more likely you’ll be able to close a sale. prospecting. December 2010. November 2010. October 2010. September 2010.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Pipeline

DECEMBER 12, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. They write a lot of proposals, but have low closing ratios. Phase 2: Closed-Ended Questions (Sales Amateur). Manipulative questions are designed to “set up” the prospect. prospecting.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Not only does the customer have access to more knowledge, but the entire closing process has changed. When following up with a prospect, it is imperative for two things to occur. prospecting.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Too many times when we aren’t able to close a sale and even when we do close a sale, we fail to look at what we did right and where we could improve. prospecting. December 2010.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Cancellation 200

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. You can’t do your job without knowing something about your prospect or a scouting report. Sadly, another difference worth looking closely at is commitment. prospecting. December 2010.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Pipeline

AUGUST 22, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

JUNE 15, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. The natural reaction by the non-confident salesperson is to either forgo attempting to close the sale or attempting to close by offering a discount. prospecting. December 2010. November 2010.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. If you are in B2B sales, you better pay close attention to the politics going on behind the scenes. Sales Training Tip #365: How Well Do You Know Your Buyers? prospecting. prospecting.

Motivation 172

Motivation B2B Decision Maker Hiring 172

The Pipeline

JANUARY 16, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. As long as the buyer thinks that they are different and unique, they will be stuck in that mode and rarely move to buying. August 2011. April 2011.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Pay close attention to how you spend your time, and avoid being with people who are only going to bring you down. prospecting. December 2010. November 2010. October 2010. August 2010.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193

The Pipeline

JULY 25, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Prospecting. 3 R’s of Prospecting Success. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265