SBI Growth

AUGUST 26, 2012

When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. In other words, content marketing is communicating with your customers and prospects without selling. We still see majority of marketing push product messaging at prospects.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

The Sales Hunter

SEPTEMBER 19, 2013

Far too many salespeople have been conditioned to believe they need to have everything perfectly prepared before making a prospecting phone call. Yes, I agree we need to be prepared when we are making any type of prospecting call, whether it be in person or on the phone. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 250

Prospecting Motivation Objections Up-Sell 250

The Sales Hunter

OCTOBER 2, 2013

Voicemail is a tool you can use in prospecting. Here are 10 Tips for Leaving a Good Prospecting Voicemail: 1. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Key is to leave a voicemail that reflects you in a positive manner. Give me a buzz at 402-445-2110. Thanks again!

Prospecting 256

Prospecting Call-back Selling Skills Motivation 256

The Sales Hunter

JULY 29, 2013

Thinking about a prospect is not the same as contacting a prospect, so it’s about time we quite confusing the two. Far too many salespeople spend all of their prospecting time working on their prospecting list, gathering information, and thinking about how they’ll prospect and what they want to say.

Pipeline 238

Pipeline Prospecting Compensation Motivation 238

The Sales Hunter

SEPTEMBER 12, 2013

We all want better prospects. The question we have to ask ourselves is, “Do we get better prospects by simply finding more or do we get better prospects by taking the ones we have and making them better?” ” Here are 4 quick tips you can use to get better prospects by focusing on the ones you already have.

Prospecting 217

Prospecting Discount Selling Skills Follow-up 217

The Sales Hunter

AUGUST 15, 2013

Too many salespeople have prospects in their pipeline that are nothing more than suspects taking up space. A simple rule I have is a prospect cannot stay at the same level of ranking in a sales pipeline for more than 2 calls. Prospecting pipelines are designed to be pipelines, not parking lots. Look at the prospects you have.

Pipeline 211

Pipeline Prospecting Scale Motivation 211

The Sales Hunter

AUGUST 14, 2013

Develop a list of every prospect who you have not sold to so far this year. A prospect who didn’t buy earlier in the year may suddenly see the need or have the money to buy now. Identify 20 prospects you can close in the next 4 months. Copyright 2013, Mark Hunter “The Sales Hunter.”

Prospecting 246

Prospecting Selling Skills Campaigns Follow-up 246

The Sales Hunter

AUGUST 3, 2013

I am always amazed at the number of salespeople who say they want more success in their sales prospecting, yet they aren’t doing the two things that will help them get there! . Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Video 210

Video Prospecting Selling Skills Follow-up 210

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. Check out the blog post Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

The Sales Hunter

MARCH 9, 2013

When is the best time to call those high-level prospects who consistently are hard to reach? Once you have them on the phone, there are key things you can say to garner their attention: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . They are extremely busy and attend many meetings.

Video 205

Video Prospecting Motivation Meeting 205

The Sales Hunter

JANUARY 11, 2013

I have been talking about the informed calling method and why it is so important to your prospecting plan. When you’re using the informed calling method to prospect, be sure the information you’re sharing with the prospect is what they will find of value. Prospects will become customers when they have confidence.

Prospecting 197

Prospecting Follow-up Objections Motivation 197

SBI

DECEMBER 18, 2013

In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

Understanding the Sales Force

MAY 30, 2013

In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Score More Sales

JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate or stumble to answer, they know you are not seasoned.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

SBI

DECEMBER 18, 2012

You still need to talk with the right prospects, at the right time, about the right things, so they can determine whether you have the right solution, in order to make a purchase decision. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle. And we have big plans for 2013.

Vendor 128

Vendor Sales Cycle Software Software 128

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

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? You are sending them emails and so are your competitors, along with their colleagues, bosses, customers, friends, family members, blog sites, and favorite stores. Copyright 2013, The Sales Hunter.

Prospecting 223

Prospecting Email Marketing Training Customer 223

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

The Sales Hunter

JANUARY 8, 2013

“Informed-calling” is the prospecting method where in place of making cold-calls, you instead call potential customers with a specific reason based off of something you’re learned about them. When you are doing research what you will find is one piece of information can be used with multiple sales prospects.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! A lot of companies have a blog, so sign up for it! Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Score More Sales

MARCH 26, 2013

Companies need to use all the data they are gathering in better ways to allow sales more insight into what their prospects have done since they last spoke, and what existing customers are doing in areas they are not working with them yet.

CRM 235

CRM Guidelines Data Compensation 235

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. I guarantee you’ll walk away with one or more tools you can implement immediately to start you down the path toward higher achievement in 2013. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

The Sales Hunter

MARCH 19, 2013

Nothing is more frustrating than when you have a hot prospect simply go dark. ” Your prospect immediately knows you want something from them and it’s something they either can’t or don’t want to give you. Be sure to check out tomorrow’s blog as it will continue this series on email prospecting.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.:

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Read his blog at KeithRosen.com. Feedback from each company’s clients played a much greater role in this year’s selection process than in previous years. 5) strength of client satisfaction. .”

Company 119

Company Training Sales Coaching Coaching 119

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Your role as an industry expert can be invaluable to your prospects, so you need to flaunt that expertise. ” Sales Motivation Blog.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. ” Sales Motivation Blog.

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

MAY 21, 2014

Far too many salespeople and sales managers are still living as if it is 2013 or even 2010. Things change and they change quickly, and if your sales process and strategies aren’t keeping pace, then you’re going to find yourself closing fewer sales. Here are 6 Dead Horse sales activities you need to stop ASAP: […].

Consultative Selling 241

Consultative Selling Selling Skills Closing Sales Process 241

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. It might be a prospect who has zero probability of buying, yet you are still pouring time into this person. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. .

Motivation 230

Motivation Video Prospecting Sales Process 230

The Sales Hunter

JUNE 22, 2013

Too many salespeople are afraid to talk to their customer or prospect about what they’ve learned on the web. Check out the below video to hear why this is vital to your sales process: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . You don’t need to be afraid!

Sales Process 245

Sales Process Video Cold Calling Consultative Selling 245

Understanding the Sales Force

DECEMBER 6, 2013

Get Prospect to an Emotional level. Quantify the value of the prospect''s opportunity or cost of their problem. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. If I''ve inspired you this year, I would appreciate your vote for Top Sales Thought Leader of 2013. (c)

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

The Sales Hunter

MARCH 14, 2013

The company sending this email was looking to help the prospect recruit partners. Subject line is relevant to the prospect’s responsibilities, which were found in a quick Google search on the company. The body is relevant to the prospect, as they are responsible for recruitment and budget. ” Sales Motivation Blog.

Examples 202

Examples Prospecting Email Marketing Google 202

The Sales Hunter

SEPTEMBER 14, 2013

Think how often you call a prospect or customer and reach their voicemail. Check out the below video to see something you must know about voicemail: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . ” Sales Motivation Blog. .

Video 204

Video Call-back Motivation Prospecting 204

The Sales Hunter

NOVEMBER 9, 2013

If you have had customers/prospects who want to delay their buying decision (and let’s face it, who among us hasn’t encountered these excuses?!), To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Video 209

Video Face-to-face Benefit Motivation 209

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305