The Sales Hunter

JULY 23, 2012

We’ve covered five of the six secrets to sales prospecting success , and now we are at number six: Support. What I’m talking about are people who are supporting them by being a positive influence and helping motivate them. Sales prospecting is as much a mind game as it is a process game. Don’t!

Prospecting 175

Prospecting Motivation Positioning Influencer 175

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. Just as important, CMOs can win influence by sharing these insights with others in the company.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

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

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. Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation. © MASP - Fotolia.com.

Social Media 134

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

Jonathan Farrington

APRIL 30, 2012

Then for our highlight, we announce the much anticipated “Top 50 Sales & Marketing Influencers for 2012” – carefully selected from an original long-list of one hundred and fifty potential candidates – let’s see if you agree with our choices? My prospect has gone silent. What can I do?”. “ Any advice?”.

Influencer 32

Influencer Marketing Objections Sales 32

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Mar 02, 2012. We influence each person we meet. Our goal is to influence them positively. Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. Client List. Testimonials. Mark’s Insights on PRICING.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 17, 2012. The politics can come in many different forms, but the one that trips up salespeople the most is the politics that can from what I call the “remote influencer.” This is what makes these people “remote influencers.”

Motivation 172

Motivation B2B Decision Maker Hiring 172

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

MARCH 20, 2012

I am flattered to have been nominated for this recognition – and would like to learn of more women involved in CRM, prospecting, lead identification, and inside sales in general. originally appeared on Score More Sales on March 20, 2012. See the nominations so far , and help get the word out!

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

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. This is a 1999 sales tactic and it needs to stop. Do better, people.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

Emissary

MARCH 22, 2022

Statista considered any company founded between 2012 and 2019 that has at least 50 employees to be a startup. To determine the list, Statista identified 2,500 American businesses that had been founded between 2012 and 2019 and employ at least 50 people. The final list ranks 500 employers, of which Emissary ranked #244 in 2022.

Social Media 52

Social Media Campaigns Enterprise Enterprise 52

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?” Prospecting and LeadGen Tools (in no particular order). Rainking (to understand a prospect’s tech platform). Subscribe to news services that serve each market your prospects are in.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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

Score More Sales

FEBRUARY 20, 2013

Inconsistent prospecting activity – low impulse control or delayed gratification. Then, when he or she encountered a tough prospect, all their good selling skills went out the window. Emotions started running the call—not effective influence and communication skills. Spending hours on unqualified proposals – reality testing.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Score More Sales

FEBRUARY 18, 2013

In selling there is a lot of big talk about closing deals, as if the act of “closing” is a verb and is something to do TO your prospective client or customer. More importantly, the idea of control – to have the power to influence or direct people’s behavior or the course of events can be a slippery slope.

Buyer 222

Buyer Inside Sales Exercises Outbound 222

Score More Sales

APRIL 3, 2012

“Prospective Customers Don’t Always Know What They Need” For a long time, I used a contour bed pillow and thought it was great. Prospects and clients are like this, aren’t they? Sales Lessons and Pillow Talk originally appeared on Score More Sales on April 3, 2012. I couldn’t fluff it.

Lead Rank 190

Lead Rank Lead Scoring Face-to-face Outbound 190

Score More Sales

JANUARY 4, 2013

Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are). Number of qualified appointments or demos that you set up.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) Share 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012. One great question to ask here is, “What other options do you have if we don’t move forward?”

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012. He hadn’t asked enough questions to know if his “qualified” and “selected” stage deals are really legitimate, well-qualified opportunities.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Score More Sales

APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. How systematized you are, tied in with a process for outbound prospecting as well as inbound leads. One big contributing factor to your sales success is in your follow-up. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

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

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. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

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

Score More Sales

JANUARY 29, 2013

I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. Do any board members run (or are a part of) any of your prospect companies? The referral from this level would be very powerful. Would you agree?” THIS is a no-brainer.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

Score More Sales

JUNE 3, 2013

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. Are you calling deep and wide into prospective customer accounts or are you sticking with your one contact in the company?

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Zoominfo

APRIL 16, 2018

With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales. Administrative tasks and prospect research eat up a ton of time that reps could spend selling. Look, salespeople aren’t paid to simply take orders; they’re paid to influence the customer to buy. Today we tell you why!

Journal 171

Journal Influencer Case Study Sports 171

Score More Sales

MAY 20, 2013

Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I have a very brief story about why you might be interested in hearing more, and why it seems that our companies can benefit from talking.” ” I set a next action in my CRM system (you use one, right?).

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

Score More Sales

FEBRUARY 12, 2013

Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects. Sellers have an opportunity like never before, to accomplish all three—with more prospects than we dared dream of at any prior time in history. Are you ready?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

MTD Sales Training

NOVEMBER 29, 2011

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers. Kubilay Tunc, The Cumberland Hotel. Happy Selling! Louise Denny.

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

Score More Sales

JANUARY 16, 2013

We talk with frustrated sales reps all the time who want more or better tools for prospecting, analysis, and for helping them do their job better. Become an Influencer in your industry, niche, company, region, or sector. They are usually told what their tools are – or are not.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%. Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

MAY 14, 2012

When you are interacting with a prospective buyer, do you have the energy and passion of a two-year old who loves to see garbage trucks and motorcycles go by? In person you can easily show how you exude energy, enthusiasm, and passion for the prospect’s issue and how you may be able to help them. QUESTIONING. Probably not.

Energy 230

Energy Lead Rank Lead Scoring Licensing 230

Score More Sales

JANUARY 18, 2013

Kendra Lee of KLA Group , is considered a Prospect Attraction Specialist and IT Sales Guru. She began by contrasting the difference between the standard prospecting many of us do, and in creating formal lead generation campaigns. Kendra Lee offers some great webinars on effective use of e-mail in prospecting.

Webinar Metrics 198

Webinar Metrics Lead Generation Campaigns Outbound 198

Score More Sales

JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Mindful means that it is thought out, and planned for.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

Score More Sales

MARCH 8, 2012

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Your prospect. To be successful in complex deals, you must understand why the prospect is looking at solutions now as opposed to before or later.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203