The Sales Hunter

FEBRUARY 27, 2012

Purchasing Departments and Buyers. Have a “customer satisfaction” phone blitz. Contact each customer you have sold to and ask them how they like your service. Remember, regardless of whether the customer likes your service, they are telling others. customer service. December 2010. November 2010.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

DECEMBER 6, 2011

Purchasing Departments and Buyers. It’s not what you say; It’s what your customer believes. You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance. Take the time to engage with the customer. customer service.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

DECEMBER 2, 2011

Purchasing Departments and Buyers. Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. Sales Motivation: Leverage Your Best Customers. customer service. December 2010. November 2010. October 2010. September 2010.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

MARCH 2, 2012

Purchasing Departments and Buyers. Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. Customer satisfaction is what our customer’s choose to believe — it’s not what we expect. Our customers determine your level of success.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

NOVEMBER 22, 2011

Purchasing Departments and Buyers. To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. customer service. customer service.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

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. Part of the Customer 2.0

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

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 3, 2011

Purchasing Departments and Buyers. Phone Sales Tips When Contacting Customers. customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

NOVEMBER 22, 2011

Purchasing Departments and Buyers. Customers continue to get smarter, and in today’s economy, they are using more tactics than ever to get what they want. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating. customer service. FREE Resources.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

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. Customer Care.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Sales and Marketing Management

SEPTEMBER 14, 2018

Tina originally targeted female buyers between 18 and 65 years old. That represents 91 million people in the United States, according to the 2010 US Census. This approach is much more effective in converting prospects into customers. This detracts from their ability to connect with customers.

Small Business 260

Small Business Small Business Marketing Social Media 260

The Sales Hunter

JANUARY 24, 2012

Purchasing Departments and Buyers. Too many salespeople begin negotiating with customers too quickly. As soon as the customer gives any sort of resistance, it seems like the going norm is for the salesperson to roll over and play dead and give away the farm. When: You negotiate only after the customer has rejected your offer.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

DECEMBER 27, 2011

Purchasing Departments and Buyers. Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Get them out visiting customers now. customer service. Tags: buyer.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Pipeline

AUGUST 16, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. That is how most people see an initial negative response from a buyer, as rejection, rather than correction. August 2011. April 2011. March 2011.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Sales Hunter

NOVEMBER 29, 2011

Purchasing Departments and Buyers. The beautiful thing about these six sales prospecting questions is they also work with a buyer who you’re trying to determine may or may not be motivated to buy. customer service. ” without insulting the customer? December 2010. November 2010. October 2010.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

DECEMBER 29, 2011

Purchasing Departments and Buyers. Take the time to contact each one of your existing customers with one objective — get referrals. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. customer service. December 2010. November 2010.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

FEBRUARY 20, 2012

Purchasing Departments and Buyers. Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Again, you contact each customer. Mark’s Insights on PRICING.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 8, 2012

Purchasing Departments and Buyers. She makes great points about using social media to find opportunities, learn about your buyers, identify your influencers and understand your competition. customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 27, 2011

Purchasing Departments and Buyers. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. Ignore customers and the numerous requests they make. Get lazy about updating your customer records. Mark’s Insights on PRICING. Negotiation.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

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

DECEMBER 16, 2011

Purchasing Departments and Buyers. Make sure you have at least one positive piece of information you can share with each customer you meet. customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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. Customer Care.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

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. Customer Care. August 2011. April 2011. March 2011.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Sales Hunter

FEBRUARY 4, 2012

Purchasing Departments and Buyers. I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs. It also allows us to gain a benchmark as to where the customer stands and ensures we know what it is we’re negotiating about — should it come to that.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

JANUARY 24, 2012

Purchasing Departments and Buyers. Don’t ask your customers for a price increase. Customers of all types are experiencing price increases. Don’t give your customer an option by asking them. Start softening up your customer now for an increase you intend to take in a month or two. FREE Resources.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

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

NOVEMBER 19, 2011

Purchasing Departments and Buyers. Join groups where your customers are going to be. customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 16, 2012

Purchasing Departments and Buyers. customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter. Tags: buyer. Mark’s Insights on PRICING.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Pipeline

OCTOBER 26, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Customer Care. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009. August 2009.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Sales Hunter

JANUARY 27, 2012

Purchasing Departments and Buyers. Bad Salespeople Make Cheap Customers: Sales Training Tip #408. customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Tags: buyer.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

DECEMBER 10, 2011

Purchasing Departments and Buyers. Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. The best time to call on the customer is right now. Step Away From the Customer.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

DECEMBER 9, 2011

Purchasing Departments and Buyers. Or, what would have happened if you had been able to close your last sale without offering the customer anything extra? customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. Networking.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 3, 2012

Purchasing Departments and Buyers. You would be crazy to not learn from these: SECRET #1: Best leads will always come from your existing customers. Never waste an opportunity to ask your current customer who else might benefit from what it is you’re selling. customer service. Tags: buyer. FREE Resources.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Pipeline

JULY 18, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Sales Hunter

JANUARY 6, 2012

Purchasing Departments and Buyers. Another task to do in January is to make sure you start right away prospecting on those customers who may take the better part of the year to turn into a customer. ” It is because it’s also the best time for sales managers, CEOs, COOs, and others to get out visiting customers.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

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

FEBRUARY 23, 2012

Purchasing Departments and Buyers. customer service. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter. Tags: buyer. Mark’s Insights on PRICING.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203