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

AUGUST 24, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Customer Service Professional Selling Skills Prospecting Sales Motivation elevator speech prospecting sales motivation selling skills video video sales tip'

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Video Consultative Selling Selling Skills Motivation 221

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.” You don’t need to be afraid! ” Sales Motivation Blog. . .”

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Sales Process Video Cold Calling Consultative Selling 245

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. ” Sales Motivation Blog.

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Prospecting How To Call-back Cold Calling 214

The Sales Hunter

OCTOBER 12, 2013

To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Customer Service Professional Selling Skills Prospecting customer sales selling skills video sales tip' ” Sales Motivation Blog. .

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Video Customer Consultative Selling Selling Skills 196

The Sales Hunter

MAY 25, 2013

Do you struggle keeping your prospect or customer engaged after the sales call? Check out the below video to hear more about these prospecting techniques: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Professional Selling Skills Prospecting customer prospect sales call sales prospecting'

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Video Customer Consultative Selling Selling Skills 205

The Sales Hunter

AUGUST 31, 2013

Check out the below video to see what I mean: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Consultative Selling Customer Service Professional Selling Skills Prospecting competition desired outcomes video sales tip' ” Sales Motivation Blog. .

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Competition Video Consultative Selling Selling Skills 226

The Sales Hunter

SEPTEMBER 21, 2013

Think about it… your customer or prospect emails you. Check out the below video to see how this works: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Customer Service Professional Selling Skills Prospecting email email tips prospect sales prospecting video video sales tip'

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Video Selling Skills Customer Service Motivation 218

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.

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Prospecting Follow-up Objections Motivation 197

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? There are three fatal mistakes most people make when email prospecting: Mistake 1: Subject Line. A rule to live by is a prospecting email should never be more than 80 to 100 words. Want to know why?

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Prospecting Email Marketing Training Customer 223

The Sales Hunter

OCTOBER 26, 2013

The prospect or customer who wears you down on price will wear you down on everything else. To hear more about this, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” To hear more about this, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.”

Discount 215

Discount Video Selling Skills Motivation 215

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.

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Strategy Prospecting Lead Gen Email Marketing 226

The Sales Hunter

NOVEMBER 12, 2013

I must admit that I was hooked on Joanne Black’s new book the moment I read the line… “Whether you read this book in 2013, 2023 or 3013, you will witness much change throughout your lifetime. ” Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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Sales Technology Face-to-face Referrals Cold Calling 191

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. An example of how it works is you might be selling B2B in the software industry. ” Sales Motivation Blog.

Cold Calling 181

Cold Calling Prospecting Customer Software 181

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. It’s about them.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

MAY 8, 2013

And by “positive results,” I mean significant increase in prospecting success and more closed sales. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Customer Service pricing Professional Selling Skills Prospecting Sales Motivation customer customer service prospecting'

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Customer B2C Customer Service Selling Skills 224

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.

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Account Prospecting Guidelines Compensation 204

The Sales Hunter

NOVEMBER 14, 2013

Second, it allows the great salesperson to determine if the customer/prospect is worth the salesperson’s time. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Professional Selling Skills Prospecting overcoming objections prospect prospecting selling skills'

Customer 196

Customer Selling Skills Proposal Intent 196

The Sales Hunter

JUNE 5, 2013

If your customer is responding indifferently, it’s likely you’re insulting the prospect by repeating what they already know. Copyright 2013, Mark Hunter “The Sales Hunter.” In your sales presentation, are you sharing the same information that is on your company’s website? If so, how is the customer responding?

Customer 250

Customer Direct Response Selling Skills Motivation 250

The Sales Hunter

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting questioning questioning skills'

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

MARCH 19, 2013

Nothing is more frustrating than when you have a hot prospect simply go dark. ” “Checking in” screams, “I WANT TO SELL YOU SOMETHING!” ” Your prospect immediately knows you want something from them and it’s something they either can’t or don’t want to give you.

Prospecting 217

Prospecting Call-back Email Marketing Motivation 217

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

SEPTEMBER 20, 2013

First is to get the name of your company back in front of the customer/prospect, even though the person might not be our buyer. We never know who or when the person the senior person knows may encounter the buyer to whom you sell. Copyright 2013, Mark Hunter “The Sales Hunter.” Sooner you make the calls, the better.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

The Sales Hunter

AUGUST 12, 2013

Develop 2-3 different points of entry you might be able to use with a prospect. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting sales process' .”

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Sales Process Consultative Selling Selling Skills Customer Service 229

The Sales Hunter

DECEMBER 19, 2013

What I’m saying is your process must be engineered in a way that allows you to qualify prospects quickly and move them to the point where they are sharing with you their needs and desired benefits. Second, it means you have to listen better than anyone else the prospect/customer could find. It’s to uncover their needs.

Selling Skills 196

Selling Skills Consultative Selling Motivation Customer Service 196

The Sales Hunter

SEPTEMBER 5, 2013

Talk to the prospect. Waiting for that perfect time to reach out to the prospect might make sense if the one you’re contacting is the CEO of a Fortune 500 company. Waiting for that perfect time to reach out to the prospect might make sense if the one you’re contacting is the CEO of a Fortune 500 company.

Selling Skills 204

Selling Skills Motivation Prospecting Up-Sell 204

The Sales Hunter

JUNE 25, 2013

Your job is to be the professional salesperson and sell to the customer’s needs and outcomes, be confident in your job and price, and protect your profit. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

NOVEMBER 25, 2013

There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. Copyright 2013, Mark Hunter “The Sales Hunter.” Voicemail messages are a powerful tool if done right! Definitely DON’T: 1. Speak with a bland voice.

Call-back 263

Call-back Consultative Selling Selling Skills Customer Service 263

The Sales Hunter

OCTOBER 29, 2013

Second, accelerate the level of activity you’re having with prospects you’re close to closing. Third, devote an extra 30 minutes per day to telephoning warm prospects. Fourth, set up a weekly blitz of emails to everyone on your prospecting list regardless of what you believe their potential is.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Sales Hunter

JULY 30, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Development Training Sales Motivation CRM customer customer service sales information' ” Sales Motivation Blog.

CRM 261

CRM Cold Calling Customer Service Consultative Selling 261

The Sales Hunter

AUGUST 22, 2013

Treat email as one of the tools you have to communicate with a prospect/customer. While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Don’t use it as a data dump that winds up doing nothing but turning off the prospect. ” Sales Motivation Blog.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

The Sales Hunter

OCTOBER 25, 2013

This is true when working with an existing customer and when courting a prospect. No, they relish both as an opportunity to dialogue more with the prospect and to engage them in an even deeper discussion. Copyright 2013, Mark Hunter “The Sales Hunter.” Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 223

Sales Leadership Maximizer Selling Skills Motivation 223

The Sales Hunter

MAY 30, 2013

Prospecting is without a doubt one of the hardest parts of the selling process. If you happen to work for IBM or any other large company, then prospecting is certainly a lot easier thanks to the name recognition and the amount of money large companies like IBM spend on advertising. ” Sales Motivation Blog.

Webinar Metrics 180

Webinar Metrics Construction Cold Calling Advertising 180

The Sales Hunter

SEPTEMBER 10, 2013

Don’t prospect with those who want to make every decision by way of a committee. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Customer Service leadership Negotiation Professional Selling Skills' ” Sales Motivation Blog.

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Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

JUNE 18, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Closing a Sale Cold-Calling Consultative Selling Customer Service pricing Professional Selling Skills Prospecting Purchasing Department Sales Motivation customers prospecting sales calls' ” Sales Motivation Blog.

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Cancellation Cold Calling Call-back Consultative Selling 230

The Sales Hunter

DECEMBER 10, 2013

Year-end discounts send a message not only to your customers, but also to your prospects, that the best way to get a deal is to wait. Keep working the phones, contacting your customers and prospects. Copyright 2013, Mark Hunter “The Sales Hunter.” As soon as you become known for that, you’re in trouble.

Discount 224

Discount Commission Selling Skills Prospecting 224

The Sales Hunter

OCTOBER 10, 2013

Just because we are available 24/7, we can’t expect the customer or prospect we’re trying to reach to be available 24/7. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Customer Service Phone Sales Tips Professional Selling Skills Prospecting communication customer email phone tips'

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Selling Skills Customer Service Motivation CRM 237