The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 6 Great Sales Questions to Ask Prospects.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JUNE 19, 2012

The most popular sales prospecting strategy used by salespeople is what I refer to as spraying and praying. This means if you expect to have any success in prospecting, you must have a process. The best sales prospecting processes are built on discipline by the salesperson. ” Sales Motivation Blog.

Prospecting 185

Prospecting Strategy Call-back Benefit 185

HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Trends 121

Trends Decision Maker Study Analysis 121

The Sales Hunter

APRIL 3, 2012

There are more sales prospecting methods than I suspect there are salespeople. I recently shared with you in this blog what I saw as the big 9 sales prospecting tools. The biggest mistake made by salespeople is they fail to remain focused on prospecting. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 168

Prospecting Exact Objections Call-back 168

The Sales Hunter

JULY 25, 2012

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.” ” Sales Motivation Blog.

Prospecting 197

Prospecting Sales Qualified Lead Follow-up Lead Rank 197

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” Objective here is to be able to engage the customer in dialogue after the sales call.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

MARCH 22, 2012

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. Calling friends or associates with whom you enjoy talking is not prospecting.

Prospecting 204

Prospecting Referrals Networking Motivation 204

The Sales Hunter

MAY 4, 2012

The number one item I get phone calls is sales prospecting. I’ve been blogging for the past several months extensively on the subject of sales prospecting. . The best sales prospecting systems are those that are simple. This is why far too many sales prospecting systems are broken.

Prospecting 174

Prospecting Webinar Metrics System Motivation 174

The Sales Hunter

JUNE 16, 2012

How many times have you spent too much time with what you thought was a great prospect, only have them wind up being a suspect? If you can’t tell the difference, there is no way you will ever achieve any level of success in sales. There are two ways you can validate a prospect. ” Sales Motivation Blog.

Prospecting 197

Prospecting Intent Motivation Objections 197

SBI

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. The vendors I spoke to said they had higher quality conversations with higher qualified prospects. The recap lists some intriguing must –see sales tools that caught my attention while making my rounds visiting and chatting with vendors.

SalesForce 114

SalesForce Hotels Vendor Networking 114

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 dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

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

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 17, 2012.

Motivation 172

Motivation B2B Decision Maker Hiring 172

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. Not During Prime Selling Time.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Score More Sales

JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Just like most humans, many sales professionals fear rejection. Asking for referrals as a regular part of a company’s sales activities requires organization, process, and a plan.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 10, 2012.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 9 Sales Motivation Ideas You Can Use NOW.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Mark’s Insights on PRICING. FREE Resources.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

Understanding the Sales Force

MAY 31, 2012

Understanding the Sales Force by Dave Kurlan I borrow heavily from sports. There are just so many similarities to sales that it's difficult for me to refrain from making the associations. However, there is one area of sports for which there is no sales analogy. c) Copyright 2012 Dave Kurlan Say it isn't so!

Sports 180

Sports Competition ACT Up-Sell 180

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. But big data has historically referred to gobs of behavioral data. Most conversations around big data reference healthcare data, GPS/location data, data within government and education systems, financial data – all personal information at the consumer level. But they know what to do.”.

Data 196

Data Intent Data Intent Customer 196

Score More Sales

JUNE 12, 2013

If I could give you a sales team of enthusiastic champions to build your visibility and ultimately your revenues without writing a check, would that be helpful? Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. Imagine that sales team I mentioned earlier.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. It is a place for networking, research, and engaging audiences, not for pitching prospects. Once that has been achieved, subsequent, more targeted sales interactions can also be made using social connections.”.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

The Pipeline

APRIL 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s 3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. 3 Sales Lead Generation Myths That Will Hold You Back From Closing More Sales.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Score More Sales

MAY 8, 2012

They seek to take what we believe is ours – namely our prospective customers. They can actually refer you business. Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers. They can help you to stand out.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

Score More Sales

MAY 8, 2012

They seek to take what we believe is ours – namely our prospective customers. They can actually refer you business. Strategize with your sales team on your company’s distinct advantages and make bullet-pointed lists for when they are crafting messaging with prospective customers. They can help you to stand out.

Industry 204

Industry Competition Lead Rank Lead Scoring 204

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Look at the specifics of the content and how it relates to your accounts, you sales. December 2011. November 2011.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Sales Hunter

SEPTEMBER 1, 2012

I hate to say it, but there is a segment of people out there who think low-price is the ticket to everything. If you have customers or prospects like this, then the thing you need to do is to let them go. The process starts with where you’re spending your prospecting time and the types of customers you’re going after.

Customer 234

Customer Referrals Segment Prospecting 234

The Sales Hunter

MAY 17, 2012

Just another stupid telephone sales tactic that has not worked in years. The number of old-school telephone sales tactics that people still try to use never ceases to amaze me. Unfortunately, when people try to use them, not only do they not work, but they also give everyone in sales a stained reputation. Prospects are smart.

Face-to-face 182

Face-to-face Motivation Sales Strategy 182

SBI Growth

FEBRUARY 2, 2013

I hear this lament often from Sales Ops leaders. The highest priorities on your plate are often about reacting to the sales team. Deploy or Expand Inside Sales. Deliver a silver bullet that will lower cost of sales. You’ll also give your field sales organization the time to acquire more new accounts. That’s dead.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

The Sales Hunter

MARCH 10, 2012

We’ve all had sales calls that simply stall out. Here are 4 Sales Closing Techniques you can use: 1. If you can’t completely close the sale, at least attempt to get the customer to share with you what their timeframe is for making a decision. Attempt to close the sale using a future expectation.

Closing 200

Closing Face-to-face Benefit Follow-up 200

Score More Sales

JUNE 18, 2012

What happens when this is a prospective customer? Clarify what others say about you in the form of endorsements and references. Lori Richardson writes, speaks, and trains on sales topics for B2B mid-market technology front-line sales teams. Are they listening? Paint a picture.

Customer 225

Customer Proposal Buyer Coaching 225

The Sales Hunter

JULY 9, 2012

Sales motivation is all about momentum, and I’m always amazed at how much of that momentum is based on what I’ll refer to as the voices in your head. For many salespeople, the voices start popping up when a customer says “no” or a sales prospect, who you thought was going to be good, turns out to be nothing.

Motivation 186

Motivation Journal Positioning Tools 186

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.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Understanding the Sales Force

JULY 20, 2012

Understanding the Sales Force by Dave Kurlan I was asked to comment on an article called The End of Solution Selling , which appeared in Harvard Business Review. They referred to solution selling as a methodology from the 80's, but the term "rep" probably came into use right after the term salesman - probably back in the 50's!

Face-to-face 169

Face-to-face Solutions Selling Discount Consultative Selling 169

No More Cold Calling

OCTOBER 4, 2012

Referral sales happen all the time. Read, “ Give Your Customers a Reason to Refer You.”). Read, “ Give Your Customers a Reason to Refer You.”). Bill is a sales entrepreneur in an aligned business to mine. He gave me insights into the person he referred, and also told me about the company. metro area. Comment Here.

Referrals 192

Referrals InsideView Top of Funnel Webinar Metrics 192

Score More Sales

JUNE 29, 2012

Those sales leaders who are not surprised are those who are working a plan with a good team of sellers in place. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Sales leadership is a role much like the coach or manager of a professional sports team. Success keeps you in the job.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Jan 23, 2012.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Score More Sales

JULY 9, 2012

You know that feeling when you have a sales opportunity in your pipeline and all is going so smoothly that you wonder if it is too good to be true? You or one of your sales colleagues may have one of these (or more) on the report that you turn in whenever the boss wants to know what deals are pending that you think are going to close.

Opportunity 200

Opportunity Report Buyer Pipeline 200