Score More Sales

MAY 10, 2013

LinkedIn sent out a great email to its members which included the video you see here. We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. I opened my LinkedIn account on October 3, 2003. It is professional. What was the business model?

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

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

MARCH 28, 2013

A lot of sellers have confusion around whether to recommend someone or endorse them on LinkedIn, as well as whether to ask for a recommendation or an endorsement. Since you can do both on LinkedIn, let’s clarify what each is, and then how to best utilize them: Recommendations have been on LinkedIn since the beginning.

LinkedIn 237

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 237

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The Secret to LinkedIn that You May Be Missing. Want to know a secret about LinkedIn? And obviously if you think senior level people aren’t even on Linkedin, you need to think again!). Selling through Social Media and LinkedIn.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

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. prospecting.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

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

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. LinkedIn, Twitter, Facebook, YouTube – these are all sites, terms and services that Sales Pros have had on their “to do” list for some time. Happy Selling!

Social Media 120

Social Media Negotiation Lead Capture Margin 120

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

The Pipeline

MAY 23, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. Or more to the point, can a publicly traded LinkedIn serve two masters at one time? Or more to the point, can a publicly traded LinkedIn serve two masters at one time?

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

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

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? prospecting. Archives Select Month March 2012. February 2012. January 2012. Client List. Testimonials.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

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. One is to go visit the Linkedin profiles of people with whom you are already connected.

Prospecting 188

Prospecting Social Media Airlines Ideal Customer Profile 188

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. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects.

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. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world. Simple, quick, web-based research is extremely important when you are calling prospects.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Increase Sales

JULY 8, 2013

of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012. of the recruiters will use LinkedIn even more in 2013. Recruiters are salespeople whose sales prospects are skilled qualified employee. And isn’t that a great first step?

Social Media 128

Social Media Media Prospecting LinkedIn 128

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

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 Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

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

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 Pipeline

NOVEMBER 10, 2011

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. Sign up for our Email Newsletter.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

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. This means that regularly we get new sales opportunities through a combination of Twitter and LinkedIn. Our results have exceeded even my optimistic expectations.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. How “Social Media” Can Be Part of Your Prospecting Strategy. Feb 09, 2012. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible.

Social Media 189

Social Media Media Strategy Prospecting 189

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

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why “Social Media” Sucks for Prospecting. Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Selling through Social Media and LinkedIn.

Social Media 157

Social Media Media Motivation Prospecting 157

Understanding the Sales Force

JULY 18, 2012

The lesson here is not that salespeople should use LinkedIn inmails to replace phone calls, but they shouldn't be ignoring the power of that social media tool either. The lesson here is that sending well-written inmails to carefully targeted prospects might help salespeople stand out and have a better chance of getting a response.

Trends 180

Trends Real Estate Prospecting Cold Calling 180

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. LinkedIn can also give you a weekly update from any saved searches you do for specific job titles in specific regions.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Your email address will not be shared.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Things to Do Right Now to Get Better Sales Prospects. Feb 01, 2012. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? Feb 14, 2012. What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

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

When you’ve connected with someone on social media, such as Linkedin for instance, use the social media connection to gain knowledge about each other and to have some initial contact. Once you’ve established this, you can then move the person to the prospect level. Copyright 2012, Mark Hunter “The Sales Hunter.”

Social Media 169

Social Media Media Prospecting Benefit 169

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Instead, invest your time and energy into improving your LinkedIn game. My last two blogs covered Step #1: LinkedIn Profiles and Step #2: LinkedIn Reach.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

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 growth of LinkedIn, Twitter, and Facebook have revolutionized how business is done.

Social Media 134

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

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. You should consider attending our upcoming seminar with Brian Frank, the CSO of LinkedIn. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Your prospects and customers are doing the same. With that change came concern.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321