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. You’ve definitely interrupted the person, and you probably have a script with your 30-second pitch and a goal to schedule a follow up meeting. You deserve the spotlight. Forget about it. 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 WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough. Negotiation Skills Become Vital.

Social Media 149

Social Media Negotiation Lead Capture Margin 149

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. prospecting. Client List.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

Anthony Cole Training

JANUARY 5, 2012

Does Your Team Need a Wake Up Call? 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? Motivational (8).

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Understanding the Sales Force

DECEMBER 1, 2020

Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Trust - Caliper looks at general skepticism (an outlook on life) while OMG looks specifically at whether the candidate trusts prospects.

Comparison 310

Comparison Lead Rank Lead Scoring Hiring 310

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. prospecting.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

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

The Sales Hunter

JULY 25, 2012

If you’re like me, your day is broken up into too many different pieces. Most salespeople – and I’ll put myself in this group – set aside time during the week to make prospecting calls, including following up on leads, etc. Try this technique with your prospects.

Prospecting 197

Prospecting Sales Qualified Lead Follow-up Lead Rank 197

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

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. Some will say that it is not important to have a following – but I disagree. As you connect with others online you will begin to grow a readership and a following.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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

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. Are you ready for them?

Prospecting 190

Prospecting Follow-up Webinar Metrics Study 190

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. Follow up less than twenty-four hours after the event to confirm the commitment. Online Training.

Networking 314

Networking Hiring Prospecting Social Media 314

The Sales Hunter

JUNE 26, 2012

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. The most important trait I believe you have to have to be a success in sales prospecting is confidence in yourself and your process. Follow-through. The experts don’t give up.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

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? 7 Easy Ways to Screw Up a Price Increase. prospecting. prospecting. Client List. Testimonials. FREE Resources.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

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. If they buy, fine.

Prospecting 210

Prospecting Google Up-Sell Follow-up 210

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

The Sales Hunter

APRIL 20, 2012

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. Doesn’t it make sense that cheap prospects would naturally become cheap customers? Obviously, I don’t recommend being blunt and asking the prospect right away if they’re cheap.

Prospecting 217

Prospecting Customer Hiring Discount 217

The Sales Hunter

JUNE 19, 2012

The most popular sales prospecting strategy used by salespeople is what I refer to as spraying and praying. Simply put, it’s where the salesperson merely makes a bunch of calls that all wind up in voicemail — or sends out a ton of emails. This means if you expect to have any success in prospecting, you must have a process.

Prospecting 185

Prospecting Strategy Call-back Benefit 185

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Too many salespeople make prospecting too complicated.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Understanding the Sales Force

NOVEMBER 15, 2012

How many of your salespeople have been told any of the following lies? Prospects must think that salespeople are morons. Give up (Difficulty Recovering from Rejection). Will you continue allowing prospects to think your salespeople are morons or can you do something to counteract their tactics? You have to go through me.

Airlines 269

Airlines Prospecting Decision Maker Vendor 269

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. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection.

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. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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. Additionally, I have always had a problem with the concept of dialing for expiration dates and following up behind brochure drops. c) Copyright 2012 Dave Kurlan That is not selling!

Trends 183

Trends Real Estate Prospecting Cold Calling 183

The Pipeline

NOVEMBER 10, 2011

Sign up for our Email Newsletter. 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.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

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. Just as important the need to be focused in following it.

Prospecting 195

Prospecting Microsoft System Follow-up 195

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

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

MTD Sales Training

JANUARY 5, 2012

As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues. Suddenly a stranger bursts in the door and begins to walk right up to you. When the prospect picks up the telephone, you are instantly in their living room, their office or perhaps their bedroom!

Cold Calling 276

Cold Calling Prospecting Gatekeeper Face-to-face 276

The Sales Hunter

OCTOBER 23, 2012

Don’t kid yourself — the prospect with whom you’ve set up a meeting knows more about you than you realize. The same thing applies to you and the prospect meeting you’re either about to have or are looking to have. See what they are doing in completing their profile and follow similar strategies.

Prospecting 188

Prospecting Social Media Airlines Ideal Customer Profile 188

The Sales Hunter

MARCH 27, 2012

To be successful at sales prospecting, you have to have a plan. Far too many salespeople have the belief that if they just throw enough stuff out there, spend enough time doing what they think is prospecting, then they will be successful. ” This means 6 messages per month to your targeted prospects.

Prospecting 171

Prospecting Face-to-face Social Media Follow-up 171

The Pipeline

JUNE 3, 2011

Sign up for our Email Newsletter. 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.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

MAY 27, 2011

Sign up for our Email Newsletter. 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. Do Your Research -Organize yourself before you pick up the phone.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Sales Hunter

JUNE 29, 2012

Consequently, expectations will be low, and with expectations being low, the level and quality of work will wind up matching it. Here are a few things you can do to make your sales and prospecting efforts count: 1. Copyright 2012, Mark Hunter “The Sales Hunter.” But your job does depend on you making sales.

Prospecting 179

Prospecting Call-back Motivation Follow-up 179

The Sales Hunter

JULY 21, 2012

How tenacious are you when it comes to sales prospecting? Tenacity is one of the 6 secrets of sales prospecting success. So far we’ve looked at confidence , follow-through , telephone skills and benefit statements. Keep in mind that if sales prospecting was easy, your potential to make big bucks would simply not exist.

Prospecting 184

Prospecting Comparison Follow-up Motivation 184

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 16, 2012. Sure, it’s great to catch up with people you know but may not have seen for awhile, but let’s get real — that’s not networking. Split up, go your own way. Failing to follow-up after the event.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Mar 02, 2012. Over the years, I’ve come up with a number of sales motivation quotes. It’s up to us to show it. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Client List. Testimonials.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247