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

DECEMBER 29, 2011

Purchasing Departments and Buyers. Take the time to contact each one of your existing customers with one objective — get referrals. If you had been shooting to make 20 calls per week, then go ahead and say your new objective is 25 or even 30. December 2010. November 2010. October 2010. September 2010.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

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. Objection Handling.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

OCTOBER 26, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Objection Handling. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

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. Objection Handling. August 2011. April 2011.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

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

JANUARY 10, 2012

Purchasing Departments and Buyers. The questions or comments your customer states might not be one of the examples above, but the objective is the same — they want you to cave. Your objective is to not cave to their request or even allow them to think they’ve thrown you off guard. December 2010. November 2010.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Pipeline

FEBRUARY 29, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Focus on the buyer’s objectives, and “demo” how you can address them positively. Objection Handling. August 2011.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Sales Hunter

NOVEMBER 22, 2011

Purchasing Departments and Buyers. You must find out what their expectations are and what their objections are. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

JANUARY 10, 2012

Purchasing Departments and Buyers. It’s critical you know what your sales negotiation strategies are to ensure you have the ability to achieve your objectives. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

The ROI Guy

FEBRUARY 22, 2013

A few articles have appeared recently touting the death of Buyer Personas, which prompted me to ask Jim Ninivaggi, Sales Enablement service lead from SiriusDecisions about whether this was really true. As buyers have become more risk averse and frugal, Finance is now large and in charge of decision-making.

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

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

Purchasing Departments and Buyers. The beauty is these new leads is that many times, they involve strategic opportunities your buyer or person you work with may not even be aware of. Your objective is to wish them the best and find out from them what they expect in 2012. December 2010. November 2010. October 2010.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

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

FEBRUARY 23, 2012

Purchasing Departments and Buyers. Leaders keep the focus of the organization on the true objectives and do not allow the energy of the organization to be spent elsewhere. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

FEBRUARY 20, 2012

Purchasing Departments and Buyers. Your objective here is to get them to realize the quality you provide them and, in so doing, to get them to talk about it. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. Networking.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

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

NOVEMBER 25, 2011

Purchasing Departments and Buyers. You face objections each day just like they face tough defenses in every game. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

FEBRUARY 14, 2012

Purchasing Departments and Buyers. The objective of the voicemail messages is for the prospect to see you as somebody different. Your objective is that over time, this will help open the door and at some point you will have the privilege to talk live with the person. December 2010. November 2010. October 2010.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Pipeline

FEBRUARY 15, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Objection Handling. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

APRIL 27, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Objection Handling. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

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 24, 2012

Purchasing Departments and Buyers. Your objective is for the customer to see both tactically and strategically why they appreciate working with you. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010.

Motivation 201

Motivation Ideal Customer Profile Hiring Negotiation 201

The Pipeline

JULY 25, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Objection Handling. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Sales Hunter

JANUARY 24, 2012

Purchasing Departments and Buyers. Until the customer has shared with you what they’re looking for and have provided to you what their objections are, then you’re wasting your time. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Pipeline

NOVEMBER 10, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Objection Handling.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

JANUARY 28, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Objection Handling. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Sales Hunter

FEBRUARY 7, 2012

Purchasing Departments and Buyers. Make sure everything on your site is professional and is something you would not object to your mother or children reading.). December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Pipeline

NOVEMBER 11, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. ” But there are also things that we sales people do and say that erode the buyers confidence and perception of us. Objection Handling.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

AUGUST 24, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Objection Handling. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. October 2009. September 2009.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Sales Hunter

JANUARY 31, 2012

Purchasing Departments and Buyers. a buyer’s objections send a signal to salespeople.-Friend December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Pipeline

JANUARY 6, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. The challenge is ensuring that the actions you take have the desired outcome for you and your buyer. Objection Handling. August 2011. April 2011.

Pipeline 215

Pipeline Hiring Top of Funnel Cold Calling 215

The Pipeline

AUGUST 22, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Yes the opening statement needs to be compelling, but compelling to each buyer not you or others in your company. Objection Handling. August 2011.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Sales Hunter

JANUARY 25, 2012

Purchasing Departments and Buyers. The entire objective of the follow-up is of course to help close the sale. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Pipeline

AUGUST 26, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. I’m Bill the Buyer. Objection Handling. August 2011. April 2011. March 2011. February 2011. January 2011. December 2009. November 2009. August 2009.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Sales Hunter

NOVEMBER 15, 2011

Purchasing Departments and Buyers. Your objective is to not just beat these goals, but to nail them big time! December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. © 2010-2012 The Sales Hunter.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Pipeline

MAY 27, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Let’s take a look at 10 fail-proof tasks to help turn prospects into buyers: Before the Call.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243