The Sales Hunter

JUNE 13, 2012

Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. If you want greater success in prospecting — and more sales! Copyright 2012, Mark Hunter “The Sales Hunter.” Focus by key industry.

Prospecting 206

Prospecting Automotive Health Care Segment 206

The Sales Hunter

MARCH 31, 2012

Where are you getting your prospecting sales leads? I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. They must be relevant to the prospect.

Lead Rank 225

Lead Rank Lead Scoring Leads Marketing Qualified Lead 225

Pipeliner

MARCH 13, 2020

And to be honest, in many cases, it is not the nature of work or the availability of the required technology that is holding companies back, rather it is company culture biases. The talent pool of prospective employees is, therefore, leaving the traditional centers of employment and spreading out in a way never seen before.

Benefit 98

Benefit Real Estate Survey Decision Maker 98

CloserIQ

OCTOBER 10, 2018

With so many companies in the neighborhood, looking for a new job can be pretty overwhelming as well as exciting. Here are the companies you should consider to jump-start your job search. These companies are all backed by venture capital and are currently hiring in sales roles. Founded 2012. stars on Glassdoor.

Hiring 76

Hiring Company Policies Analytics 76

The Sales Hunter

APRIL 1, 2012

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect. Quality of the benefit statements. The telephone is the #1 tool.

Tools 195

Tools Prospecting Cold Calling Software 195

The Sales Hunter

AUGUST 10, 2012

A few weeks back I was with a number of salespeople from a cross-section of companies and industries. The fact so many salespeople are struggling with their sales prospecting should be both comforting and discouraging to every other salesperson. This means there are people not benefiting from what it is we as salespeople have to offer.

Prospecting 161

Prospecting ACT Sports Competition 161

The Sales Hunter

JULY 3, 2012

If your customer or prospect can’t understand your phone number, why would you expect them to return the phone call? Even if it’s a prospecting call, I still do not encourage stating the other person’s last name. Make sure your voicemail message contains a benefit statement for the customer.

Account 181

Account Prospecting Motivation Course 181

The Sales Hunter

JULY 14, 2012

I hate it, as it only cheapens your value and worse yet, damages both short and long-term profitability for you and your company. Now this only works if your company has good cash flow and can entertain a receivable that goes beyond the norm. Copyright 2012, Mark Hunter “The Sales Hunter.” You just have to ask.

Discount 176

Discount Tools Prospecting Benefit 176

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. December 2011. November 2011.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 07, 2012. We all want a tighter relationship with our clients, because developing strong business relationships is what allows everyone to benefit. You will benefit. Your client will benefit. prospecting. Client List.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. For instance: A while back, the PandaDoc team was in contact with Autodesk , a software provider company.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

Score More Sales

APRIL 30, 2013

The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records. It turns out that most companies have several different processes for different types of business they do. They think it is simply for management’s benefit.

CRM 291

CRM Revenue SugarCRM System 291

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 20, 2012. It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Client List. Testimonials.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 17, 2012. Companies are rarely able to look at everything they need to look at. Today’s business environment is moving too quickly for anyone to understand fully everything they could either benefit from or be at risk of being harmed by.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

APRIL 13, 2012

Recently I was on the phone with a director of sales and marketing for a service company. The conversation had to do with cold-calling and sales prospecting. There’s simply too much information available you can share with prospects. The key thing is what you share must be of benefit to them and not you.

Cold Calling 197

Cold Calling Benefit Exact Prospecting 197

SBI Growth

NOVEMBER 23, 2012

Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. Seth concluded his new company wasn’t producing quality content to inform their Buyers. It is NOT any of the following: A collection of your company facts talking about how great you are. MarketingSherpa, 2012). This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 21, 2012. Immediately after you thank them for their comments, ask them for the names of others who would benefit from the same service. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Client List.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. Open minds gain insight and insight can grow your company in ways that will blow your mind. You know why I’m excited?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

MAY 20, 2013

Here is how simple this idea is: You leave a voice mail message with a well-crafted, very brief message that shows some connection to the buyer or his/her company (we work with your industry counterparts X and Y), leave them your number, and let them know you’ll be calling back later this week. How to you build trust in your company?

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. But there are a couple major caveats: Too much time online means not enough face time with clients, prospects, and referral sources. He advises: “Make friends first, do business last.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. ” Then go on to expound on a specific benefit of what you sell. ” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” prospecting.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. We’ve noticed a few factors that prevent companies from realizing the benefits of Intent Data: A lot of organizations struggle to make Intent Data operational. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle.

Data 196

Data Intent Data Intent Customer 196

The Pipeline

MARCH 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Having looked at what a sales process may look like , and then answering the question of whether all companies need one or just some , the discussion then turned to who should own the process in the sales organization. Prospecting.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

Fill the Funnel

SEPTEMBER 20, 2016

” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. ” We all enjoy the benefits of technology in making things easier in our daily lives. NBC News wrote a piece back in 2012 that listed nine jobs that humans may lose to robots.

Company 48

Company Hiring Top of Funnel Funnel 48

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 10, 2012. Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Client List. Testimonials. FREE Resources.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Your prospects and customers are doing the same. Your prospects and customers are doing the same. Let’s assume you have a meeting with a big prospect. What will they find?

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The Power of the “Ultra-Price Package” Feb 28, 2012. Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Score More Sales

MARCH 11, 2013

When you work as a sales professional you are representing your company, its products, and services to the many potential buyers that you come across. You also represent the buyer to your company. Sometimes a glitch in our company’s products or services will cause a potential customer to not purchase.

Inside Sales 212

Inside Sales Lead Rank Lead Scoring Outbound 212

Score More Sales

MARCH 14, 2013

They are what Konrath and Albee call, “Power Users” The e-book is a must read for sales leaders, company execs and sales reps everywhere on the detailed analysis of the findings from over 3,000 sellers to see what the top sales people do in gaining business. Prospect research is the most frequent LinkedIn activity.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

NOVEMBER 26, 2012

Make an accountability deal with someone inside or outside of your company – it needs to be someone you trust, and someone who could also benefit from some accountability to accomplish something. This often works best with someone outside of your team or company for a number of reasons.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

The Sales Hunter

NOVEMBER 30, 2012

Over the years, I’ve had the opportunity to visit hundreds of companies and dig deep into their business. Without a doubt, I can say the reason some companies wind up with more bad customers than others is because they have more bad salespeople than others. Copyright 2012, Mark Hunter “The Sales Hunter.”

Customer 234

Customer Motivation Closing Benefit 234

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Prospecting.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Believing in your product, your company and yourself — If you don’t possess these three elements, stop reading. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself).

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Through the mid and late 1990’s I sold an information solution, delivering live content directly into companies LANs, allowing them to create alerts. Prospecting. 3 R’s of Prospecting Success. December 2011.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Fill the Funnel

SEPTEMBER 21, 2012

If you are selling to small business customers, you know how you struggle to obtain current information and data for companies with fewer than 100 employees. Key Data Sources - Social media, news, contacts, public records, company profiles. economy – that is currently underserved.” ” Miles Austin. All Rights Reserved.

Small Business 113

Small Business Small Business Jigsaw Prospecting 113

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235