The Sales Hunter

NOVEMBER 9, 2012

The number one issue people have in sales is sales prospecting — trying to find new customers. 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. Step 2: Engage the prospect. Don’t use it as your only prospecting tool.

Prospecting 206

Prospecting Negotiation Tools Motivation 206

The Pipeline

AUGUST 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In Conversation – How to Shorten the Sales Cycle. We wanted to avoid the predictable trappings of yet another webinar, while providing our audience with relevant ideas and practices to improve their prospecting and sales.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. ways to win prospects and contacts at a networking event: 1. Write it on the back of their card as soon as you finish the conversation.). Write the commitment made on the back of your card — the one that you give the prospect. Online Training. Hire Jeffrey.

Networking 314

Networking Hiring Prospecting Social Media 314

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.” ” Sales Motivation Blog.

Prospecting 206

Prospecting Automotive Health Care Segment 206

SBI

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. The vendors I spoke to said they had higher quality conversations with higher qualified prospects. You’ve probably read over and over, that there were 90,000 people registered, 750 sessions, and more than 350 exhibitors.

SalesForce 114

SalesForce Hotels Vendor Networking 114

The Sales Hunter

MARCH 22, 2012

Sales prospecting is all about finding potential customers. The problem is too many salespeople spend time doing things they think are going to bring them prospects, when in reality all they’re doing is wasting time. Calling friends or associates with whom you enjoy talking is not prospecting. Take a look at your calendar.

Prospecting 204

Prospecting Referrals Networking Motivation 204

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 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

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. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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

Alice Heiman

MAY 19, 2022

The number of quality interactions with prospects has declined. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects.

Face-to-face 136

Face-to-face Software Software LinkedIn 136

The Sales Hunter

APRIL 19, 2012

Needless to say, I still wasn’t interested and proceeded to end the conversation. Negotiating with the prospect or offering a discount to a prospect to entice a sale is absolutely pathetic. Negotiating is not part of the sales prospecting process, so don’t ever let the two mingle. Let’s get real.

Negotiation 186

Negotiation Prospecting Discount Up-Sell 186

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 Challenger Sale – Taking Charge of the Customer Conversation. © MASP - Fotolia.com.

Social Media 134

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

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

JULY 24, 2012

Once you’ve established this, you can then move the person to the prospect level. Another way to get a conversation going is to send them a link from an industry specific site that has information they may find useful. You’re goal is simply to get conversation going and take the level of engagement to the next level.

Social Media 169

Social Media Media Prospecting Benefit 169

The Sales Hunter

AUGUST 10, 2012

The conversation struck me as ironic, because I had viewed many of these salespeople as being way above average in their skill set and ability to achieve results. The fact so many salespeople are struggling with their sales prospecting should be both comforting and discouraging to every other salesperson. Compare this to sports.

Prospecting 161

Prospecting ACT Sports Competition 161

Your Sales Management Guru

DECEMBER 1, 2014

Do You Totally Dominate the Conversation? Two recent conversations I had—one on the telephone, one face-to-face in a restaurant—influenced me to write today’s blog. Let me suggest you monitor yourself at all times when conversing with people—personally, as well as professionally. Ken Thoreson.

Conversion 90

Conversion Face-to-face Advertising Advertising 90

Pointclear

MAY 29, 2012

Keys to SAP’s new marketing approach (culture eats strategy for breakfast, lunch and dinner): Control the message & orchestrate the conversation. Synchronize the client/prospect/employee experience across all channels. Marry the art and science of marketing. All companies should be doing less selling and more story telling.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

The Sales Hunter

JULY 2, 2012

The last several weeks, I’ve had a number of conversations with salespeople, and each time the conversation centered around how their sales numbers are way down and it’s due to CRM in one way or another. Copyright 2012, Mark Hunter “The Sales Hunter.” It’s time to quit passing the buck!

System 175

System CRM GoldMine Prospecting 175

Pointclear

AUGUST 23, 2012

Tim is also co-author of Conversations that Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solution, and Close More Deals and Customer Message Management: Increasing Marketing's Impact on Selling. 2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Targets Demand Generation 124

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. 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. The prospect doesn’t know you and doesn’t expect to hear from you.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 07, 2012. Using this technique requires you to be engaged and sincere about the topic of conversation. Use that common interest as a springboard for starting additional conversations and as reasons to send an email or leave a voice mail.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

Costello

NOVEMBER 15, 2018

When we became a Hubspot partner in 2012, our focus shifted from being an outsourced sales agency to a digital marketing agency,” Eric said. Sales enablement gives marketers, SDRs, and sales reps context into their prospects, their deals, and their engagements. Look at the personas of prospects that are ready and willing to buy.

Top of Funnel 63

Top of Funnel Inbound Outsourcing Services Conversion 63

The Pipeline

AUGUST 22, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

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?” Of course we’d all take the 20 higher caliber conversations over a “dialing for dollars” mentality. Prospecting and LeadGen Tools (in no particular order). ” (A trick question?).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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. Related: Selling to Savvy Buyers: How to Control the Conversation from Start to Finish.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Research is critical, because you are learning online where your prospects and customers are, and coexisting. As in real life, you need to go where your customers are. What communities?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. Prospecting. December 2011. April 2011.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 16, 2012. Making every conversation about you. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , EDGE Sales Process , Prospecting , Sales Technique , Video , Voice mail , execution. Prospecting. 3 R’s of Prospecting Success. Your email address will not be shared. April 2011.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

Understanding the Sales Force

SEPTEMBER 27, 2012

You and your salespeople have made dozens of horrible, embarrassing calls to prospects and companies. While you and your salespeople remember your act of extreme failing, the prospects don't. With prospects you never thought you would call again: Prize for most conversations. c) Copyright 2012 Dave Kurlan

Call-back 191

Call-back ACT Pipeline Course 191

SBI Growth

NOVEMBER 23, 2012

I had a recent conversation with a Sales Rep named Seth. Technical product fact sheets and manuals your prospects don’t care about. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). MarketingSherpa, 2012). The Challenger Sale, 2012). But how does Content Marketing help the Sales Rep?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 05, 2012. I recently read The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. February 2012.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Score More Sales

APRIL 2, 2012

If you do not know how, take a class or read some of the great e-books and blog posts on how to make LinkedIn a prospecting tool WITHOUT a desperate attack on just anyone you may be connected to through a LinkedIn Group. Hope is not a strategy in 2012. Stop having one-sided conversations. Do better, people.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

No More Cold Calling

JUNE 14, 2012

Now in 2012, he told graduates at Boston University to “Take one hour a day and turn that thing off… Take your eyes off that screen and look into the eyes of the person you love. Have a conversation, a real conversation.”. phone and talk to your sales prospects and clients. Nothing beats a personal conversation.

Commence 209

Commence Google Conversion Sales Technology 209

Understanding the Sales Force

SEPTEMBER 27, 2012

You and your salespeople have made dozens of horrible, embarrassing calls to prospects and companies. While you and your salespeople remember your act of extreme failing, the prospects don't. c) Copyright 2012 Dave Kurlan They wouldn't remember you, your salespeople or your horrible attempts if their lives depended on it.

Call-back 186

Call-back ACT Pipeline Course 186