The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. You have that initial phone call, and everything feels good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week. You feel good about the time blocked for the call next week.

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The Sales Hunter

JUNE 18, 2019

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! The number of deals you have to close directly reflects the amount of time you spend prospecting. A single phone call will never be enough.

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Mr. Inside Sales

JUNE 6, 2020

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. Read them, compare them to how you make calls, and then refrain from making these mistakes in the future. Your prospecting will go a lot better if you do!

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The Sales Hunter

FEBRUARY 20, 2019

This is where prospecting has to come in. I want you to be successful, so my last 10 truths are to help you have success in your prospecting. Before you read them, be sure to go back and read the first 40. Truths 11-20: Your Prospecting Plan. Truths 21-30: The Art of the Sales Call. Prospecting is not an activity.

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Partners in Excellence

MAY 21, 2022

The phone rang, I absently picked it up, thinking it was another call that was scheduled about 10 minutes later. It ended up being the wrong call, it was a prospecting call, “Dave, this is Chris from…… We missed you at Dreamforce and wanted to talk about how you can leverage our tool at your company.”

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Smart Calling

JUNE 22, 2020

When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders themselves. Upon examination of their methods, processes, and beliefs I often can spot mistakes being made due to belief in one—or many—of the cold calling myths that still are being perpetuated.

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MTD Sales Training

DECEMBER 20, 2018

So much so, we’ve put together out most viewed blogs by YOU. 4) 3 Cold Calling Techniques That Really Work. 6) The Best Question To Ask When A Prospect Rejects Your Price. 9) How To Respond To “Call Me Back In 6 Months”. 4) 3 Cold Calling Techniques That Really Work. Sean McPheat.

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The Pipeline

MARCH 5, 2018

One of the best ways to ensure you maximize your prospecting is to commit to a time in your day or week, where you are doing and thinking about nothing else but prospecting. The other day I was sitting with a rep who had committed to an hour call block every day. A hair over five calls per day.

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Mr. Inside Sales

APRIL 23, 2021

If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back.

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Mr. Inside Sales

JUNE 23, 2019

I received this question from a reader of my blog last week: “Mike, I have a question for you. Back in the day, you left $1 stapled to your card and they called back. “I The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them.

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Zoominfo

MAY 21, 2019

Welcome to the May edition of the ZoomInfo B2B Blog Post Round-Up series. These blog posts typically explore topics related to B2B marketing, B2B sales, recruiting, or business growth. It’s no longer enough to use a recipient’s name in an email subject line and call it a day. Continue reading. Final Thoughts.

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Mr. Inside Sales

JULY 30, 2021

Note to my readers: Because of my heavy client load, I am reducing my blog articles to bi-weekly starting today. Your next blog will arrive on Tuesday, August 17 th. You could do two: one for prospecting and one for the close. Ever feel stalled during a close? If you’re a manager, this is a great exercise for a sales meeting.

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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. If your goal is to get the phone call returned, don’t leave enough information to allow the person to make up their mind. Leave them with only enough information to return the call. Thanks again!

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No More Cold Calling

JUNE 28, 2018

She talked a lot about “back in the day” and reminisced about what life was like when she was younger. No phone calls. Referrals and relationships were how to prospect. They know how to prospect, and they understand that people, not technology, are their competitive edge. appeared first on No More Cold Calling.

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John Barrows

MAY 21, 2019

While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline. My follow up to this particular account was pretty strong in my opinion, but I didn’t hear back which was unlike my contact. Following back up.

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Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. What is the Triple Touch in Sales?

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DiscoverOrg Sales

FEBRUARY 21, 2018

We have trade show prospecting down to a science. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. Lots of warm leads.

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Zoominfo

FEBRUARY 5, 2019

Welcome back to our B2B Blog Post Round-Up series. But, we’re back and better than ever with our February 2019 installment. The candidate—let’s call him Steve—had a strong resume, but he really won the team over during the interview process. Imagine a prospect researching two similar products. Keep reading! #1:

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Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? If not, start using it today: search my blog to read articles on how to do that.). Then, by feeding these back to them, you’ll be speaking to a person’s listening. You don’t take notes?

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Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. Either way, that deal is probably going nowhere.

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Anne Miller

OCTOBER 23, 2020

What can you do to get a rapid response from prospects? Warm introductions are always better than cold calls. Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. Try one or all of these three approaches. Get a Referral. Do Something Unexpected.

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No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I’m calling it out, because everyone feels the same way. And then you might owe them something back. Learn more about the power of referrals in the Q3 blog posts and podcasts below. Research shows cold calling scripts and tricks don’t work, but referrals do. Why would they?

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Marc Wayshak

DECEMBER 30, 2020

When a prospect hits you with the dreaded objection , “I’ll get back to you…” what do you do next? Let’s face it—it’s never a good feeling when a prospect says, “ I’ll get back to you. ” Check it out: Prospect Says, “I’ll Get Back to You” Tip #1: This is never acceptable.

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DiscoverOrg Sales

DECEMBER 27, 2017

Check out our most-read and most-shared blogs from 2017! VIDEO] How to Get 30% Response Rates with Prospecting Emails. If you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science. His secret? Ultra personalization.

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No More Cold Calling

MARCH 31, 2021

Here’s what you might have missed this year from No More Cold Calling. Their clients weren’t returning calls, and budgets were constricted or put on hold. Even so, emails and cold calls aren’t going to help your business recover. They recognized that asking clients for referrals was the way to gain access to prime prospects.

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Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. Why don’t some buyers admit they need help?

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No More Cold Calling

DECEMBER 21, 2023

Here’s what you might have missed from No More Cold Calling this quarter. I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. It’s an exciting time: The time of year to construct your business future.

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Partners in Excellence

SEPTEMBER 13, 2021

95% of our prospecting is just wasted time, so just stop it! “Dave, I’d like to tell you about our products… ” You follow those with phone calls, that’s much more time consuming, even if you have an intelligent dialing system that only connects you to the few people that pick up the phone.

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Mr. Inside Sales

MAY 14, 2022

Most sales reps beat around the bush and are timid, hesitant, and resistant to taking control of the call. An example is how most sales reps open their calls. What these approaches have in common is they are passive, and they give the gatekeeper control of the call. They are assumptive. Is Dave Anderson available?”.

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Close.io

AUGUST 7, 2019

For all you future Buffets out there, the following sales blogs represent the best-of-the-web when it comes to sales content. The top sales blogs (in no particular order) :). Close Blog. We're slightly biased on this one, but we're committed to sharing fresh sales advice at least once a week here on the Close blog.

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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. It’s no secret that most people really dislike cold calling. Give me a call when you get a chance. The honest truth is you have to do the work.

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Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

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The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

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PandaDoc

SEPTEMBER 2, 2020

This disparity isn’t surprising, as a number of factors have come together in recent years to make B2B sales more challenging than ever: That same HubSpot report also found that 38% of salespeople say getting a response from prospects is getting more difficult. Adaptive Business Blog. Sales Management Blog.

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Adaptive Business Services

MARCH 20, 2019

I have spent a lot of time recently contemplating the state of outbound prospecting. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting. So, that leaves us with direct mail, SMS, attraction marketing, and face-to-face cold calls. Start a blog.

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Anthony Iannarino

SEPTEMBER 18, 2020

Yesterday, a sales leader asked me a question that sales leaders should ask more often: “ How do I get my salespeople to prospect? ” My answer was very short: “Make them prospect.” Selling is made up of two primary outcomes, which readers of this blog should know by heart: creating new opportunities and capturing those opportunities.

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The Sales Hunter

MARCH 30, 2012

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. The problem is I can’t rely solely on my network to provide me with the prospects I need , no matter how robust my network is. must spend a certain percentage of their time prospecting.

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