The Sales Hunter

APRIL 7, 2012

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments.

Buyer 176

Buyer Discount Up-Sell Motivation 176

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Small Goals Now Mean Big Results in 2012. But still continue to read my strategy for helping you achieve your 2012 goals. For some of you, it looks like 2012 is going to be a tough year. E-mail RSS.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 7 Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. prospecting. prospecting.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

MTD Sales Training

JANUARY 4, 2012

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. The problem with this is that today’s modern buyers know that this is a biased point of view! Recession Or Not, It’s Going To Be Like This For A Long Time.

Social Media 120

Social Media Negotiation Lead Capture Margin 120

Score More Sales

FEBRUARY 18, 2013

In selling there is a lot of big talk about closing deals, as if the act of “closing” is a verb and is something to do TO your prospective client or customer. Gain control of these feeble buyers, right? Don’t let that title fool you – control in a buyer and seller relationship is not a one-way thing.

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Buyer Inside Sales Exercises Outbound 222

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 6 Negotiating Secrets Buyers DON’T Want You to Know. I have the opportunity to talk with many buyers. Confessions from a buyer: 1. Think You are Smarter Than the Buyer? prospecting.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. The Best Way to Get Ready for Your 2012 Price Increase. The best way to get ready for your 2012 price increase? prospecting. Archives Select Month March 2012. February 2012.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

MTD Sales Training

JANUARY 5, 2012

We all know that cold calling has become increasingly difficult and the modern-day buyer has become more evasive, defensive, suspicious and even hostile towards getting a telephone solicitation call. As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues.

Cold Calling 276

Cold Calling Prospecting Gatekeeper Face-to-face 276

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects? I think the great questions are the ones that determine if the prospect is even a valid prospect.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world. Do general search on the web.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 5 Secrets to Get Better Prospecting Leads. Jan 04, 2012. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Pipeline

NOVEMBER 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. December 2011. August 2011.

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Buyer Pipeline Twitter Hiring 219

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” No, this means actively calling on prospects.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. How “Social Media” Can Be Part of Your Prospecting Strategy. Feb 09, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Tags: buyer. E-mail RSS.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. Step one when prospecting is to tap into your referral list. Mark’s Insights on PRICING.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 4 Things to Do Right Now to Get Better Sales Prospects. Feb 01, 2012. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Prospecting. December 2011. August 2011.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Score More Sales

MARCH 14, 2012

Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next. Next actions are the fuel by which a seller can encourage a buyer to move forward. Great comment and question.

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Buyer B2B Call-back Decision Maker 196

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. FREE Resources.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Voicemail as a Prospecting Strategy? Feb 14, 2012. An example might be to share a short sentence about a change in legislation that would impact the prospect. Prospecting requires discipline.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

OCTOBER 15, 2012

Professional buyers are just that — professional. I’m not going to fault the work of professional buyers, because they’re doing what they’re charged to do and they do it well. Here are a few secrets to keep in mind the next time you’re face-to-face with a tough buyer.

Buyer 180

Buyer Face-to-face Vendor Up-Sell 180

Jeffrey Gitomer

JANUARY 10, 2012

Why did the last five prospects say no? Gitomer | January 10, 2012 | 1 Comment. Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth. Ocha Nix says: January 14, 2012 at 1:06 am.

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Hiring Prospecting Social Media Loyalty 219

The Sales Hunter

MARCH 8, 2012

The #1 sales problem most salespeople face is the challenge in finding prospects. I’ll even go one step further and argue that it’s not finding prospects that is the problem, it’s finding good prospects. My definition of a “good prospect” is someone who is motivated and qualified to buy.

Prospecting 182

Prospecting Webinar Metrics Face-to-face Referrals 182

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Your email address will not be shared.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

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. When you find buyers who are interested in your product, it’s as though you “struck gold.”.

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Pipeline Prospecting Twitter Ideal Customer Profile 243

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Why “Social Media” Sucks for Prospecting. Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique.

Social Media 157

Social Media Media Motivation Prospecting 157

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. March 2nd, 2012. Sign up for our Email Newsletter.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

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. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

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

The Sales Hunter

JULY 14, 2012

For many buyers, being offered 60 or 90 days to pay versus a standard 10, 15, or 30 days can be seen as a significant benefit. To the buyer, the extended terms could very well be worth much — much more if they’re working on tight cash flow. Copyright 2012, Mark Hunter “The Sales Hunter.”

Discount 176

Discount Tools Prospecting Benefit 176

SBI Growth

NOVEMBER 23, 2012

Worst of all, [The Buyer] knows more about our competition than about us. So I spend a lot of time on the phone educating [the Buyer].”. Seth concluded his new company wasn’t producing quality content to inform their Buyers. Content Marketing is simply relevant information tailored to your Buyers. MarketingSherpa, 2012).

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Mar 02, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. prospecting. Il Commerciale - The Salesman © says: March 6, 2012 at 2:33 am. [.] FREE Resources.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. This is where we see a big issue.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. Why Reps Aren’t Meeting Quotas: Changing Roles of Buyers & Reps. She encourages sales reps to focus on LinkedIn, create a strong profile there, and use it regularly to connect and keep up to date with customers and prospects.

Buyer 154

Buyer Social Media Hiring Inbound 154

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. prospecting.

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Motivation Training Hiring Ideal Customer Profile 280