The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

Score More Sales

SEPTEMBER 13, 2012

One of the biggest reminders that sales is changing in midmarket companies is that customers have much, much higher expectations now. The bar has been set by service-oriented companies and there is no turning back. Customers, partners, prospective customers and employees from around the world participated in a huge but fantastic event.

Company 192

Company Customer Conference Twitter 192

Score More Sales

APRIL 27, 2012

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. Note what it is that their company does and what their title is.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

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. Note what it is that their company does and what their title is.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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

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JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Is your company one of them?

CRM 238

CRM Outbound Tools Study 238

Pointclear

AUGUST 14, 2012

Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns. In 2010 just over 40% of our dispositions or completed companies were from inbound responses.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Survey after survey of buyers, show that when asked for reasons they buy from the companies they buy from ongoingly, show that price is rarely in the top three, in some cases it is not in the top five. March 2nd, 2012. April 2011.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. Some of you, especially CEOs of growth companies, have yet to recognize the magnitude of this fact. Prospect buy differently today.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

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NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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JUNE 26, 2012

As more and more of your customers are spending time involved in social media, you too need to build your midmarket company brand. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. As in real life, you need to go where your customers are.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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

Understanding the Sales Force

OCTOBER 12, 2012

Some examples of "there" exist right here in the USA! For example, Need for Approval (the need to be liked) has tremendous power to hold back salespeople in North America, where 63% of all salespeople are burdoned with it. c) Copyright 2012 Dave Kurlan Don't believe me? Maine, Alabama, NYC and the Midwest.

Comparison 263

Comparison Exact Sales Examples 263

SBI Growth

FEBRUARY 6, 2013

It is the first night of sales kickoff for a $400 million communications company. All 2012 did was buy me some time. An SPB allows for a company to benchmark their sales force against other sales forces. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here.

Banking 288

Banking Software Software Competition 288

Mindtickle

MARCH 15, 2018

More and more companies are transitioning from traditional training methods like classroom training and webinars. of surveyed companies currently have a sales enablement program. Companies are recognizing they need a change. It hurts companies who haven’t jumped on the enablement/readiness bandwagon yet.

Training 52

Training Company Hiring Webinar Metrics 52

Mindtickle

MARCH 15, 2018

More and more companies are transitioning from traditional training methods like classroom training and webinars. of surveyed companies currently have a sales enablement program. Companies are recognizing they need a change. It hurts companies who haven’t jumped on the enablement/readiness bandwagon yet.

Training 52

Training Company Hiring Webinar Metrics 52

Score More Sales

APRIL 15, 2013

Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?” Think ahead, and work to focus on listening to the buyer to hear what is on their mind. Ask powerful questions.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

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

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. Client List. Testimonials. Mark’s Insights on PRICING.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. EXAMPLES: “I help people gain more free time to do the things they really want to do.” ” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.”

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

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. NBC News wrote a piece back in 2012 that listed nine jobs that humans may lose to robots. Books like High Profit Prospecting , New Sales. No excuses. What are you going to do?

Company 48

Company Hiring Top of Funnel Funnel 48

Score More Sales

JANUARY 8, 2013

Jen also is considered America’s Expert Talker and speaks with corporations about the power of communication internally for a company as well as with customers and prospective customers. When you are calling a prospect, how did you choose the “script” you are using? Let’s be blunt.

Travel 258

Travel Outbound Influencer Buyer 258

Score More Sales

JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are).

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. December 2011. November 2011.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Understanding the Sales Force

JULY 10, 2012

While we are on the subject of hiring hunters, you can view the Webinar, The Magic Behind the OMG Sales Candidate Assessment to understand why companies use our assessments to hire all of their sales staff. For example, I was featured on the cover of the July Issue of Top Sales Associates Magazine and was interviewed by Linda Richardson.

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

Understanding the Sales Force

JULY 26, 2012

Understanding the Sales Force by Dave Kurlan One of my clients owns a Mexican company that provides phone, video conferencing and surveillance equipment to integrators and end-users. Yesterday, when I asked if he had rectified the problem, he said he hadn't so I asked for an example of a follow-up call he needed to make but didn't.

Follow-up 243

Follow-up Face-to-face Sales Cycle Up-Sell 243

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

OCTOBER 9, 2012

We must take on a broad perspective when it comes to sales prospecting. Every salesperson and every company must have a sales prospecting process in place that allows for the on-going exploration of new opportunities. The beauty is it doesn’t dictate a structural change in the company.

Conference 178

Conference Sales Leadership Motivation Prospecting 178

The Sales Hunter

MARCH 27, 2012

Building long-term relationships with customers and prospects requires that you ask strategic questions. Here are some examples: 1. These are just three examples. Copyright 2012, Mark Hunter “The Sales Hunter.” Strategic questions are those where the answers are not always clear cut.

Industry 174

Industry Motivation Examples Positioning 174

Pointclear

APRIL 19, 2017

The entire day was spent talking about prospecting. movement harshly declare that proactive targeting and prospecting for new business is dead. These so-called experts proclaim that cold-calling is ineffective and pursuing prospects that aren’t coming to you is a waste of time. The more you prospect the luckier you get.”.

Conference 124

Conference Outbound Social Media PointClear 124

SBI Growth

FEBRUARY 2, 2013

Here are just a couple of proof-points on inside sales from our clients: $6 billion Information Services company – 60% of their customers would prefer to buy from them via phone. 480 million SaaS company – 52% of their customers stated their preference is to connect on the phone. $3 Notice that I illustrated “service” companies?

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

Score More Sales

MAY 16, 2012

You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing. One company had a sales rep who would only do e-mail follow-up.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

The Sales Hunter

MAY 22, 2012

If you want to be viewed as a value-added partner to your clients and prospects — not just a salesperson — you need to go above and beyond to share information they may find of interest. Use news websites as a source of links you can email to clients and prospects. Let me share with you an example. www.CNBC.com.

Transportation 189

Transportation Customer Motivation Follow-up 189

Sales Hacker

JANUARY 20, 2021

What if I told you there was a little-known strategy to close huge deals with large companies you never thought you’d have a chance with? The term “merger” makes it seem like the two companies are coming together to pool their resources and work in harmony together. Well, good news — there is. What does this mean for salespeople?

Opportunity 111

Opportunity Hiring System Fashion 111