Score More Sales

MAY 24, 2012

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Prospecting and LeadGen Tools (in no particular order). Rainking (to understand a prospect’s tech platform).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. B2B Phone Sales Cold-Calling: It Still Works! Feb 03, 2012. Recently I wrote about why I think phone sales cold calling still works , and the feedback has been amazing. They call it cold-calling for a reason…it’s cold!

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

No More Cold Calling

MAY 24, 2011

No More Cold Calling OnDemand™. No More Cold Calling. The No More Cold Calling Private Client Program. You’ll receive all No More Cold Calling training materials, CDs, videos, and books. Bi-weekly 30-60 minute phone calls or webinars to review goals and stay on track for the two week period.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

No More Cold Calling

OCTOBER 27, 2011

There’s nothing like a good, old-fashioned public humiliation to illustrate the difference between cold calls and hot referrals. You don’t believe in cold calling. You’re participating in a conference breakout session listening “live” to a sale rep cold calling into a company. Guess who’s uncomfortable?

Cold Calling 204

Cold Calling Referrals Webinar Metrics How To 204

The Pipeline

JULY 20, 2013

FREE WEBINAR: Getting Prospects to Return Your Calls. Date: Wednesday, July 24, 2012. It’s harder than ever to reach prospects. Today’s super busy, stressed-out prospects don’t answer their phones and hide behind voice mail. How can you sell when you can’t speak directly with your prospect? REGISTER NOW .

Webinar Metrics 257

Webinar Metrics Cold Calling Prospecting Lead Generation 257

No More Cold Calling

SEPTEMBER 27, 2011

No More Cold Calling OnDemand™. No More Cold Calling. Home » The No More Cold Calling® Webinar Series-->. The No More Cold Calling® Webinar Series. If your biggest sales challenges are: Getting double-digit returns on your sales prospecting approaches. Speaking Video. Consulting.

Cold Calling 202

Cold Calling Webinar Metrics Referrals Gatekeeper 202

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. What You MUST Know About Cold-Calling and Your Website. Jan 31, 2012. This one is regarding cold-calling and websites. I’ve always been an advocate of cold-calling as part of an overall sales strategy.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

The Pipeline

JULY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 Ways To Reduce Friction In A Cold Call – Sales eXchange – 104. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. Cold calling is alive and kicking!

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

No More Cold Calling

DECEMBER 20, 2012

What’s your best referral story of 2012? If you’ve been taking my referral advice and you’ve stopped cold calling, you have more than one great referral story to share. That’s way I created my referral contest, The Best Referral Story of 2012. It’s cold, arctic, freezing—like an ice cube down your back.

Referrals 176

Referrals Cold Calling Sales Qualified Lead Call-back 176

No More Cold Calling

MAY 11, 2011

No More Cold Calling OnDemand™. No More Cold Calling. Home » The No More Cold Calling Workshop-->. The No More Cold Calling Workshop. Spend less time prospecting. Convert prospects to clients more than 50% of the time. The No More Cold Calling Workshop.

Cold Calling 205

Cold Calling Referrals Gatekeeper Top of Funnel 205

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Today I listened to voice mails from 3 salespeople who cold called me. The good news is that 3 people actually made cold calls! Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard.

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

The Sales Hunter

DECEMBER 5, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Cold Calling: Brother, Can You Spare a Sale? Harness The Trigger Events That Turn Prospects Into Customers. I know, you’re reading this wondering what this has to do with cold calling, but stay with me. cold calling.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Today I listened to voicemails from three salespeople who cold called me. The good news is that three people actually made cold calls! Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I've ever heard.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

The Pipeline

JANUARY 17, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Cold calling. Prospecting. Cold Calling Now.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Ways to Improve Sales in 2012. How will you improve sales in 2012? Problem is if the techniques you used in 2011 to no avail, then what makes you think using the same techniques in 2012 will yield different results? cold calling.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 6 Tips to Jump Start 2012 Sales Now. Want to know the best way to get your 2012 sales off to a great start? Use the tail-end of 2011 and the first few days of 2012 to network like mad. Client List. Testimonials. FREE Resources. Negotiation.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Things Salespeople Should NOT do in 2012. We’ve all seen list after list of things we need to do to increase our sales in 2012. Spend all day figuring out who you should prospect. 2012 is right around the corner. prospecting.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 27, 2012

Below are what you all thought were the best posts of 2012! 7 Sales Prospecting Ideas that Work. Copyright 2012, Mark Hunter “The Sales Hunter.” Check them out again for great insights that may fuel your sales motivation heading into 2013. 14 More Sales Motivation Quotes to Keep You Going.

Motivation 203

Motivation Video Sales Prospecting 203

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. You heard me — give away prospects. cold calling.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? Feb 14, 2012. Cold-calling has never been more difficult. This has lead a lot of people to say cold-calling is dead — to which many salespeople say, “Good! Client List.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Outlook 2012: What Is Your Opinion? I will take the 2012 Sales Survey. I am committed to helping you make 2012 a great year! I will take the 2012 Sales Survey. Small Goals Now Mean Big Results in 2012. cold calling.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Science and Art of Selling

MAY 21, 2013

If you’re just getting started in the sales process, or if you’re updating your sales procedures in the hopes of getting better results, chances are your cold calling scripts will be getting at least some of the attention. It either is or isn’t. Don’t. If you’re not sure, then why should they be?

Cold Calling 83

Cold Calling Call-back Lead Generation Education 83

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. It remains an enigma to me that more salespeople don’t use it to replace the cold call (which ain’t no fun). ways to win prospects and contacts at a networking event: 1. Return to top of page Copyright © 2012 All Rights Reserved.

Networking 314

Networking Hiring Prospecting Social Media 314

Sales 2.0

OCTOBER 14, 2012

This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. Persona marketing ends up with marketing people having sheets of paper with fictional prospect characters on them. tools in general).

Prospecting 323

Prospecting Face-to-face Google Segment 323

The Sales Hunter

JANUARY 1, 2013

It might be a prospect who has zero probability of buying, yet you are still pouring time into this person. Personally, I think 2013 can look better than 2012. Second, review your “Top 10″ prospect list. This is your list of the 10 prospects you want to turn into customers.

Motivation 230

Motivation Video Prospecting Sales Process 230

The Science and Art of Selling

MARCH 11, 2013

An introvert never actually looks forward to cold calling, yet it’s a necessity for successful career in selling. Happily, there are some simple cold calling techniques you as an introvert can use to become much more comfortable, move past your fear and enjoy the positive results you want. Assume prospects are interested.

Cold Calling 62

Cold Calling Face-to-face Webinar Metrics Maximizer 62

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Small Goals Now Mean Big Results in 2012. But still continue to read my strategy for helping you achieve your 2012 goals. Many of you are starting now to get a sense for what your 2012 goals are going to be. cold calling.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

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. Cold calling. December 2011.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

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 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. Cold calling. December 2011. April 2011.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

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

JULY 18, 2012

They were all cold calls, they were all bad, and they were all following up on brochures they dropped off last week. The lesson here is not that salespeople should use LinkedIn inmails to replace phone calls, but they shouldn't be ignoring the power of that social media tool either. c) Copyright 2012 Dave Kurlan

Trends 180

Trends Real Estate Prospecting Cold Calling 180

The Science and Art of Selling

FEBRUARY 14, 2014

Cold Calling Works! Register for this 3-hour webinar and learn how to create your winning cold calling script that will get you in front of your prospects tomorrow. You need proven cold calling techniques that will show you how to book sales appointments with new prospects. Why this training?

Cold Calling 63

Cold Calling How To Webinar Metrics Face-to-face 63

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

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. How “Social Media” Can Be Part of Your Prospecting Strategy. Feb 09, 2012. I’ve often said that the problem with a “social media strategy” is that it really should be called a “business marketing strategy.”

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

DECEMBER 13, 2011

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

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212