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. This is your list of your 10 biggest customers. Second, review your “Top 10″ prospect list.

Motivation 230

Motivation Video Prospecting Sales Process 230

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. Customer Care. Prospecting. December 2011.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

Score More Sales

AUGUST 29, 2012

I’ve spent time at Inbound 2012, Hubspot’s summit for marketers – an event which is growing dramatically year to year. Users will now have more tools in a convenient location to do everything they need to draw more prospective customers their way. Commitment to customers pays off. and the next year).

Inbound 184

Inbound Hubspot Marketing eBook 184

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. 2012) Put a Little Beatles into Your Selling (2021) Did You Know the Beatles Taught us about Selling?

Motivation 156

Motivation Pipeline Hiring How To 156

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 WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough. Negotiation Skills Become Vital.

Social Media 149

Social Media Negotiation Lead Capture Margin 149

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. customer service.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

Sales and Marketing Management

SEPTEMBER 26, 2012

Issue Date: 2012-09-27. Teaser: Most salespeople have the dual responsibility of managing existing customer relationships and acquiring new business and new accounts. A few simple "who" and "why" questions provide a great way to narrow the field of prospects. Author: Mike Weinberg. read more

Prospecting 214

Prospecting Account Customer 214

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. Client List. Testimonials.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. As customers , we got used to the big-data treatment – fast. Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. What level or type of engagement is most indicative of customer satisfaction, or lack thereof?

Data 196

Data Intent Data Intent Customer 196

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. customer service.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

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. Negotiation Skills Become Vital.

Social Media 120

Social Media Negotiation Lead Capture Margin 120

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Anthony Cole Training

JANUARY 5, 2012

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. What are the key focus areas for sales success in 2012? Increasing customer loyalty. Motivational (8).

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

Score More Sales

SEPTEMBER 26, 2012

In this time of the “Chief Executive Customer” there has been a lot of talk about specific ways and ideas to help boost revenues. By changing Expedia’s data collection strategy, customer behavior was altered – in this case for the better. Liz shares the importance of building trust before making offers to prospective customers.

Marketing 197

Marketing Social Media Banking Consumer 197

Score More Sales

DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. Please create a plan for your professional development in 2012. Hope to meet you all in 2012. Great sales and marketing aggregator sites like Focus Top Sales World Smart Selling Tools The Customer Collective Salesopedia Eyes on Sales.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

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? customer service. prospecting. Archives Select Month March 2012. February 2012. January 2012.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

Score More Sales

DECEMBER 22, 2011

Refine B2B Sales Process in 2012 With Tools and Attitude. Automated reports for territory management, sales rep management, forecasting, and on customer interactions (these are just for starters). Tracking communication between us and our prospective customer as well as communication within the silos of our company.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

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

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

Score More Sales

DECEMBER 16, 2011

Putting the Social Into CRM Predictions for 2012. Let’s look at an old definition, the challenges with CRM, and some predictions for 2012. In 2011-12, the addition of “social” to CRM (SCRM) integrates social tools to help business gain key insights from prospective and current customers in some orderly format. Consulting.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. Client List. Testimonials. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

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 the commitment made on the back of your card — the one that you give the prospect. Customer Loyalty. Online Training. See Jeffrey Live! Hire Jeffrey. Who is Jeffrey? Hot sales contacts.

Networking 314

Networking Hiring Prospecting Social Media 314

HeavyHitter Sales

JANUARY 1, 2012

Top 7 Critical Sales Trends for 2012. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Recent Posts.

Trends 121

Trends Decision Maker Study Analysis 121

The Sales Hunter

SEPTEMBER 1, 2012

Lowering your price to get more business means what you’re getting is more cheap customers. Cheap customers who are always harping on me about price or full-price customers who see the value in what I sell?” I say get a different box, because it’s your customers that put you in the box to begin with.

Customer 234

Customer Referrals Segment Prospecting 234

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” This is the sole reason why I say January is “Prospecting for Sales Month.”

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. Client List. Testimonials. Negotiation.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. STOP Letting Customers Control Sales Negotiations. Jan 11, 2012. If your customers are controlling sales negotiations, you need a better plan. Statements like these from customers are going to happen. Client List. Testimonials.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

JUNE 26, 2012

The first thing people always think is they have to have a good source or area where they can get leads and then magically turn them into great customers. Here’s my list of what I say are the 6 secrets you need to master if you’re going to become a sales prospecting expert: 1. Confidence. Follow-through. Sorry, no way.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

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.

Hiring 219

Hiring Prospecting Social Media Loyalty 219

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

JULY 10, 2012

You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. The prospect hasn’t provided you with any indication such as proprietary information or sense of time to lead you to believe they may buy from you. Ask for the order.

Prospecting 210

Prospecting Google Up-Sell Follow-up 210

The Sales Hunter

DECEMBER 18, 2012

I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. I suggest you break down your list of calls during the last few weeks of the year in this order: Existing customers: Objective is to thank them for their business and look to uncover new opportunities.

Prospecting 233

Prospecting Call-back Vendor Report 233

The Sales Hunter

APRIL 5, 2012

Sales prospecting is where the salesperson makes their money. Anyone can fulfill orders from customers who call. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise. It’s prospects that buy; not suspects.

Motivation 213

Motivation Prospecting Customer Service Networking 213

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. As a salesperson, though, you would be foolish to not recognize what is unique about this time of year when it comes to prospecting.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

MARCH 31, 2012

Where are you getting your prospecting sales leads? I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. They must be relevant to the prospect.

Lead Rank 225

Lead Rank Lead Scoring Leads Marketing Qualified Lead 225

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