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. WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough. The leads are weak” say the Sales team.

Social Media 149

Social Media Negotiation Lead Capture Margin 149

No More Cold Calling

DECEMBER 20, 2012

What’s your best referral story of 2012? That’s way I created my referral contest, The Best Referral Story of 2012. Shorten your sales process by a minimum of 20%, and spend less time prospecting. Convert your best prospects to clients more than 50% of the time. You deserve the spotlight. Enter the Contest.

Referrals 176

Referrals Cold Calling Sales Qualified Lead Call-back 176

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. WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough. The leads are weak” say the Sales team.

Social Media 120

Social Media Negotiation Lead Capture Margin 120

Anthony Cole Training

JANUARY 5, 2012

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Achieve Greater Sales Success in 2012. Posted by Tony Cole on Thu, Jan 05, 2012. Tonys Top Ten. Sales Core Competencies I.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The Sales Hunter

MARCH 30, 2012

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. The problem is I can’t rely solely on my network to provide me with the prospects I need , no matter how robust my network is. must spend a certain percentage of their time prospecting.

Networking 256

Networking Prospecting Call-back Motivation 256

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) Share 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012. Share 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Ways to Close More Sales By Changing Your Sales Process. It’s only natural for salespeople to be focused on how many sales they close and what their overall numbers are. Client List. Testimonials. Mark’s Insights on PRICING.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012. 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Sure it does. Not a good idea.).

Prospecting 217

Prospecting Customer Hiring Discount 217

HeavyHitter Sales

JANUARY 1, 2012

Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! February 2012. January 2012. « Why Year End Deals Dont Close: THE CESSPOOL! Closing Techniques Using Sales Linguistics » January 01, 2012. Recent Posts.

Trends 121

Trends Decision Maker Study Analysis 121

The Sales Hunter

FEBRUARY 25, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The BEST Thing You Can Do When You Can’t Close a Big Sale. Feb 25, 2012. You have been working your tail off trying to close this one client, and just when you think that moment is going to come, the client delays or backs off all together.

Closing 184

Closing Ideal Customer Profile Negotiation Hiring 184

Understanding the Sales Force

DECEMBER 1, 2020

Qualifying Skills - Caliper looks at a willingness to ask questions in general while OMG looks at the specific information which a salesperson must identify in order to qualify a prospect. Trust - Caliper looks at general skepticism (an outlook on life) while OMG looks specifically at whether the candidate trusts prospects.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

The Sales Hunter

NOVEMBER 9, 2012

The number one issue people have in sales is sales prospecting — trying to find new customers. I think it ranks ahead of closing, negotiating and every other part of the sales process. With that said let me break down into two easy steps everything I’ve ever taught others or done myself with regard to sales prospecting.

Prospecting 206

Prospecting Negotiation Tools Motivation 206

The Sales Hunter

MARCH 10, 2012

We’re just not successful in getting the close we want. Here are 4 Sales Closing Techniques you can use: 1. If you can’t completely close the sale, at least attempt to get the customer to share with you what their timeframe is for making a decision. Attempt to close the sale using a future expectation.

Closing 200

Closing Face-to-face Benefit Motivation 200

The Sales Hunter

APRIL 14, 2012

The number one issue salespeople struggle with the most is sales prospecting. Sales prospecting is not easy — I’ll admit it. Prospecting and ultimately closing customers takes dedication. What is dedicated time do you block out each day or each week for prospecting? It takes dedication and a process.

Prospecting 200

Prospecting Call-back Follow-up Motivation 200

The Sales Hunter

APRIL 6, 2012

How is your sales prospecting plan working for you? Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are a series of questions you can ask yourself regarding your sales prospecting plan to help you gauge how effective it is and what areas you may want to change.

Prospecting 190

Prospecting Cold Calling Referrals Intent 190

The Sales Hunter

MAY 7, 2012

Yes, sales prospecting can be made simple in 2 easy steps. First step is to schedule time on a regular basis to prospect. First step is to schedule time on a regular basis to prospect. Second step is to follow-up on those people you initially prospect. Here’s why: Very few deals are closed on the first call.

Prospecting 190

Prospecting Follow-up Webinar Metrics Study 190

The Sales Hunter

APRIL 5, 2012

Sales prospecting is where the salesperson makes their money. Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything. It’s prospects that buy; not suspects. Selling to your mother is not prospecting.

Motivation 213

Motivation Prospecting Customer Service Networking 213

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. Will you continue allowing prospects to think your salespeople are morons or can you do something to counteract their tactics?

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

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. Sign up for our Email Newsletter.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Sales Hunter

JULY 6, 2012

It’s as if there is a game of hide and seek sometimes with prospects. When you want prospects, they can’t be found, and then at other times, when business is good, new prospects are falling out of the sky. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Prospecting 171

Prospecting Motivation ACT Objections 171

The Sales Hunter

NOVEMBER 24, 2012

If you want to move your sales call toward a close and toward more profit, then you need to be using follow-up questions correctly. Check out the below video to see what I mean… Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Follow-up 188

Follow-up Video Closing Motivation 188

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 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

MARCH 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Prospecting. Your email address will not be shared.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Sales Hunter

MAY 14, 2012

Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. I talk a lot about the need to have a very clear sales prospecting process. Far more prospecting systems fail due to user than due to the system.

Prospecting 195

Prospecting Microsoft System Follow-up 195

Score More Sales

FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value. 2. Become an Influencer in Your Industry Niche.

Twitter 232

Twitter Strategy Prospecting Promotion 232

The Pipeline

DECEMBER 19, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 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. That is an active prospect, if they are not actively engaged; they are not and should be removed. December 2011.

Pipeline 222

Pipeline Closing Top of Funnel Hiring 222

The Sales Hunter

JULY 19, 2012

I’ve been looking closely at 6 secrets for prospecting success , and we’ve already covered confidence and follow-through. If you feel you don’t have the telephone skills you should have to be successful in sales prospecting, don’t feel bad. Same thing in prospecting. You’re not alone.

Prospecting 198

Prospecting Follow-up Motivation Tools 198

Understanding the Sales Force

AUGUST 2, 2012

If the salesperson says that their solution is only $5,000 per person, the prospect immediately views this as an expense - and a costly one at that. The obstacle is that your salespeople may not be learning what the compelling reason is for their prospects to spend the money. c) Copyright 2012 Dave Kurlan

Comparison 251

Comparison Closing Retention Examples 251

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Sign up for our Email Newsletter.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Sales Hunter

JUNE 12, 2012

The reader wondered if it would be wise to make a charitable contribution to a charity that a prospective client was heavily involved with. My two-fold answer really is quite simple: Ask yourself if the cause or organization is one you would have supported regardless of whether you ever knew about the prospective client.

Prospecting 172

Prospecting Motivation Course Up-Sell 172

Anthony Cole Training

AUGUST 2, 2010

Four ‘Have To’ Strategies for Closing Sales. close more sales (21). Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). 8 Steps for More Effective Closing - Sales Solution #10. Close more business. Tonys Top Ten. 7 More Sales Core Competencies.

Closing 174

Closing Hiring Ideal Customer Profile Sales Qualified Lead 174

The Sales Hunter

JUNE 29, 2012

Next week the United States celebrates its independence on July 4, and Canada celebrates Canada Day on July 1, meaning many businesses in Canada will be closed on July 2. Here are a few things you can do to make your sales and prospecting efforts count: 1. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 179

Prospecting Call-back Motivation Follow-up 179

The Sales Hunter

JULY 14, 2012

Far too many salespeople are willing to give in and give a new customer a discount thinking it’s what is needed to close a sale. If you find yourself in a situation where you feel you have to offer a lower price to close a sale, try instead offering the customer extended payment terms. ” Sales Motivation Blog.

Discount 176

Discount Tools Prospecting Benefit 176