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Top Sales Books To Read in 2012

Fill the Funnel

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. Professionals of every type-including your prospective buyers-are migrating in droves to social media to find solutions. © MASP - Fotolia.com.

Dreamforce 2012: A Spectacular Spectacle #DF12

Smart Selling Tools

Dreamforce 2012: A Spectacular Spectacle. 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. While those numbers top those of previous years, the show seemed less crowded.

In 2012 the New Normal in Sales Is.

Sales and Management Blog

In sales we’re told that the old normal was cold calling, face-to-face meetings with prospects and clients, and using salespeople to find, connect with, and sell prospects, and the “new normal” is that salespeople are an outdated and costly luxury and are, at best, nothing more than an archaic relic of the past that companies just haven’t come to the realization are no longer needed. My argument is simply that in 2012—and probably for the foreseeable future—there will not be a “new normal.”. Have you heard these proclamations of the”new normal” before? 

A Sales Prospecting Technique That Will Blow Away the Competition

The Sales Hunter

Do you want a sure-fire way to set yourself apart from the competition while prospecting? Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link.  I wrote about this a couple of weeks ago and I got several notes back from people asking me to explain more about how I use it. link].

6 Secrets for Sales Prospecting Success

The Sales Hunter

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. 2. Many salespeople have the belief they can somehow do all of their prospecting with email. Confidence.

2013 will NOT be better than 2012! Unless you do this…

Smart Selling Tools

There are tools for you to: Find prospects from within your social circles. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution sellingDo you want to accomplish more in 2013? Do you want to do more? Learn more? Sell more? YOU are not insane.

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10 Sales Prospecting Quotes to Boost Your Sales Motivation

The Sales Hunter

Sales prospecting is where the salesperson makes their money. Here are 10 quotes of mine I use when I’m working with salespeople and companies on sales prospecting: Until you contact the customer, you haven’t done anything. It’s prospects that buy; not suspects. Thinking about a prospect does not qualify as prospecting. That’s my list.

5 New Rules for Selling to Prospects Late in the Buying Cycle

Smart Selling Tools

Prospects want to investigate their options when they have time (like in the evenings after dinner). With much too much frequency, buyers have witnessed salespeople grab onto a bona-fide prospect faster than a dog to a bone. Naturally, prospects shy away from this. You can win even when prospects engage with you late in the buying process if you play by these rules.

Yes, You Can Make Prospecting Calls Between Now and Dec. 31

The Sales Hunter

I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. Developing prospects:  These are prospects you’ve been trying to get to buy but who have yet to make a decision.  Whatever you do, don’t think the last couple of weeks of the year isn’t any good for sales prospecting

7 Sales Prospecting Ideas That Work | Sales Motivation and Sales.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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.   Nothing will defeat you faster than yourself.  If you aren’t positive about both yourself and what you sell, then how do you expect anyone you meet to even think about being a prospect? 7. Copyright 2012, Mark Hunter “The Sales Hunter.” About.

The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

MTD Sales Training

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales Mindset prospecting for new business Prospecting mistakes top 5 B2B prospecting mistakesSales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Speed Dating with Your Prospects

The Sales Hunter

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. To use these small windows of time to your advantage, do what I refer to as “speed dating with your prospects.” Try this technique with your prospects. ” Sales Motivation Blog.

Cheap Prospects Equal Cheap Customers

The Sales Hunter

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? How they respond to your trial close will tell you a lot.  If the prospect responds negatively exclusively to the price, then you have a strong indicator.

9 Sales Prospecting Tools and Tips that Make a Difference

The Sales Hunter

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect. Sales prospecting is without a doubt the number one issue salespeople deal with. The telephone is the #1 tool.

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Sales Prospecting: Are You Even Focused?

The Sales Hunter

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. talk a lot about the need to have a very clear sales prospecting process. Far more prospecting systems fail due to user than due to the system. Copyright 2012, Mark Hunter “The Sales Hunter.”

3 Crucial Steps to Help Stop Chasing Bad Prospects

Sales Benchmark Index

The day was extremely productive…until we landed on a prospect he had been calling for 6 months. The prospect was courteous, polite, and even sounded happy. Do you have prospects that are dragging you down? Before attacking any prospects, you need to understand what type of prospect they are. If not – cut bait and move on to more fertile prospects.

Sales Prospecting: Less is More!

The Sales Hunter

Recently I was talking to a salesperson about their sales prospecting process. One of the questions the person asked me was how many people should he be trying to prospect at one time.  I asked him what his current plan was.  He said he had a list of 300 names and was struggling to get through even once. They think if 30 prospects are good, then 300 would be really good. 

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome

Smart Selling Tools

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. It is quite easy to get tripped up and even mesmerized by the chimeric allure of Shiny Object Syndrome when it comes to prospecting.

Prospecting Sales Leads: Quantity vs. Quality?

The Sales Hunter

Where are you getting your prospecting sales leads? will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. The challenge is in knowing what is a quality prospecting sales lead. First, create enough awareness with the prospect so they know who you are and how you can assist them. Let me share with you what I believe is the secret sauce in finding quality prospecting sales leads. They must be relevant to the prospect. Second step happens once you make live contact with the prospect.

The Prospect Shows Up 45 Minutes Late For The Appointment; Now What?

MTD Sales Training

Sales Presentations cementing the appointment prospect late for appointment solidify appointmentsYou’ve set the appointment a week ago and confirmed it just the day before. It is rock solid. However, although you arrive for your 10:00 a.m. meeting a proper 15 minutes early, you find yourself. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How to Get Your Prospects to Call You Back

No More Cold Calling

This blog headline, “How to Get Your Prospects to Call You Back,” nearly sent me screaming out of my office. Getting prospects to call you back is deceptively simple. Receive a referral introduction from a trusted colleague of your sales prospect, and you will always receive a call back. Your Referral Source talks to your sales prospect and gets agreement to meet with you.

Spraying and Praying is Not Prospecting

The Sales Hunter

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.  Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting Gets A Fresh New Look

Fill the Funnel

Prospecting is a topic that every sales organization should be talking about every day. It has been the core focus of my entire sales career, so when I am introduced to an author and a book about sales prospecting and new client acquisition I will be eager to dive in. Original article: Prospecting Gets A Fresh New Look ©2012 Fill the Funnel. New Sales. Simplified.

What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The prospect has had a bad experience or heard rumors of such about a competitor. In effect, you are saying, “Yes, you are correct, Mr Prospect.

Sales Prospecting in Two Easy Steps

The Sales Hunter

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. Email is a great prospecting tool, but only when it is used as a tool. Don’t use it as your only prospecting tool. There it is: Sales prospecting in two easy steps. Copyright 2012, Mark Hunter “The Sales Hunter.” Step 1: Pick up the phone and make the call.

Top 9 Sales Hunter Posts of 2012

The Sales Hunter

Below are what you all thought were the best posts of 2012! Sales Prospecting Ideas that Work. Copyright 2012, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Motivational Sales Speaker Professional Selling Skills Prospecting Sales Motivation sales motivation14 More Sales Motivation Quotes to Keep You Going.

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It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. You can set the stage for prospects to experience aha! That is because passive listening, by itself, seldom engages the prospect on an emotional level, and engagement is fundamental to experience. According to David A.

Time to Throw out the “Sales Trash” of 2012

The Sales Hunter

All of us have things that we do daily, weekly or monthly that simply don’t make sense.  It might be a prospect who has zero probability of buying, yet you are still pouring time into this person.  It could be pre-written emails you’ve been using that just don’t make sense. Personally, I think 2013 can look better than 2012. Here’s the link: Yes!

Sales Prospecting Made Simple in 2 Easy Steps

The Sales Hunter

Yes, sales prospecting can be made simple in 2 easy steps. First step is to schedule time on a regular basis to prospect. Second step is to follow-up on those people you initially prospect. It’s that simple, but this is without a doubt the number one problem most salespeople have when it comes to prospecting. Blog Prospecting prospect prospecting

How to Nurture Prospective Leads through Remarketing Advertising

Sales Benchmark Index

Those prospects will spend time reviewing your content , then leave to compare your products/services with those of your competitor. world class marketer today leverages remarketing to recapture those prospective leads. Remarketing leverages cookie technology so that you can deliver online advertisements to prospective leads that have visited your website but did not convert.

If In Doubt, Make the Call! Sales Prospecting Strategies that Work!

The Sales Hunter

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls. Copyright 2012, Mark Hunter “The Sales Hunter.” If in doubt, make the call.

Sales Prospecting Plan — Does Yours Work?

The Sales Hunter

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. 1. How much time do you spend in activities preparing to prospect

Prospecting Emails that Suck

The Sales Hunter

” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” Now before you think I’m completely against prospecting that includes email, you should know that I do think it can be a strategy that works well, depending on the industry, the person receiving the email, and so forth. Blog Prospecting

Dealing with Uncomfortable Questions from Prospects and Clients

Sales and Management Blog

We’ll also have some—hopefully just a very few–prospects and clients make comments about these people and issues or, worse, ask us directly about our opinions regarding them. As salespeople we spend a great deal of time trying to develop relationships built upon trust, honesty, and openness with our prospects and clients. Our goal we say is to treat the prospect as a whole person. Most of us have been taught to avoid the social and political issues that could offend a prospect or client.  Once again we are in the middle of the presidential political season. 

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. The most effective way for you as an individual sales person to get on the radar for your prospects is via your LinkedIn Profile. Summary: tell your prospects why you are so valuable to them in paragraph form. You need to be visible to your prospects. Google yourself.

3 Times You Should NOT Maintain Eye Contact With The Prospect

MTD Sales Training

Sales training 101 teaches that you must always maintain eye contact with the prospect during a sales interaction. In fact, there are three times during the sale when you do NOT want to look the prospect in the eyes. However, there are a few times in the sale when you deliberately should not look directly at the prospect. #1 – Showing or Demonstrating a Psychical Product.

The Best Way to Sales Prospect with Voicemail

The Sales Hunter

Yes, you can prospect using voicemail. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. Want to know about successful sales prospecting?  I’ll be sharing more insights in the coming days and weeks on how to increase your ability to prospect effectively. Make it less than 12 seconds.

7 Things Salespeople Should NOT do in 2012 | Sales Motivation.

The Sales Hunter

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Things Salespeople Should NOT do in 2012. We’ve all seen list after list of things we need to do to increase our sales in 2012. Spend all day figuring out who you should prospect. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. 2012 is right around the corner. prospect. prospecting. prospects. February 2012. About.

Postwire – Dazzle Your Customers With Information They Need

Fill the Funnel

Communication and information customized to the needs of each prospect/customer is typically a primary factor in winning or losing in sales. Postwire  lets you collect & organize all of your content and then select & publish private, personalized, visual views of it for each prospect, client, customer, or member. Relevant, timely information wins business. Vimeo. Twitter.

Are You Prospecting or Wasting Your Time?

The Sales Hunter

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. Prospecting is about reaching out to people who have the potential to do business with you or  can refer to you people who can.