Trending Sources

Sales Prospecting: Are You Doing It Right?

Pipeliner

The post Sales Prospecting: Are You Doing It Right? appeared first on Pipeliner CRM Blog. Condensed from a Pipeliner SalesChats Interview with Dan McDade Interview by John Golden Dan McDade is certainly qualified to talk about leads. For Sales Pros sales process sales rep salespeople

Text Messaging for Prospecting?

The Sales Hunter

Blog Phone Sales Tips Professional Selling Skills Prospecting phone skills prospect prospecting sales prospecting text textingThe last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose and a customer to gain by texting someone. Boom! […].

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingIt’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

Prospecting Using Linkedin

The Sales Hunter

If Linkedin isn’t creating for you the prospects and business you need, then it’s time to ask yourself if you’re using Linkedin correctly. Blog Prospecting high-profit prospecting linkedin prospect prospectingIt’s easy to think all you need to do is buy one of the Linkedin premium services and suddenly you’ll have all the business you need. False assumption! Yes, having one […].

5 Traits of the Prospecting Expert

The Sales Hunter

While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others. Below are the 5 traits I found time and time again in those who were consistently delivering results far above the norm when it comes to prospecting. 1. […].

7 Steps to Building a Prospecting Plan that Works

The Sales Hunter

Do you have the number of high-quality prospects you need to not just make your annual number but exceed it? Before you answer that question, you may need to ask yourself if your prospecting plan is working as well as you need it to. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospect sales prospecting

7 Strategic Questions Regarding Your Prospecting Process

The Sales Hunter

Today I want to give you an excerpt from my new book, High-Profit Prospecting. Consider the below strategic questions as you look at your own prospecting process: 1. What about my prospecting process is compelling to the customer? Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingWhen I say “compelling,” I am talking about the customer’s willingness to engage and share with you […].

5 Ways to Increase Your Prospecting Results

The Sales Hunter

Blog Prospecting prospect prospecting sales prospectingWe no more than end one quarter and we start all over again looking for new leads and new sales. Each quarter it seems there are those times when we all say to ourselves, “Next quarter I’m determined to be more prepared.” Yet next quarter comes and the same thing happens, and it’s a hustle […].

Does Your Prospecting Plan Work? 11 Questions to Ask Yourself

The Sales Hunter

Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan. These questions will equip you to gauge how effective your prospecting plan is and what […]. The definition of insanity is continuing to do the same thing over and over and expecting different results.

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […]. Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

10 Ways to Prospect with Integrity

The Sales Hunter

When you prospect with integrity, you will get customers who have integrity. Today there are too many people using stupid tactics to prospect that lack integrity. Blog Professional Selling Skills Prospecting high-profit prospecting prospect sales prospectingThink about what the previous sentence means. Integrity is an asset that is undervalued and underappreciated in today’s business world, yet it means more than ever. I certainly realize integrity […].

Prospecting Using 14-Second Voicemail

The Sales Hunter

Blog Phone Sales Tips Prospecting high-profit prospecting phone tips prospect prospecting sales prospecting voicemailToo many salespeople overlook the impact of voicemail. One excuse I hear from salespeople is, “Why leave a voicemail? Nobody will listen to it anyway!” I say leave a voicemail, but do it correctly […].

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

The Sales Hunter

Blog Professional Selling Skills Prospecting lead generation pipeline prospect prospecting sales funnelToo many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […].

Prospecting Has Changed, But Have You?

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingNews flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else. The argument […].

HOW TO Increase Prospecting Results for Sales Leaders

The Sales Hunter

Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect. Blog Professional Selling Skills Prospecting prospect prospecting sales innovation expo sales prospect sales prospecting

Prospecting the CEO: 5 Things You Must Know

The Sales Hunter

Put the prospecting process you’ve been using on the shelf. Blog Breakthrough Sales University Prospecting breakthrough sales university ceo prospect prospecting sales prospectingStop immediately! It’s not going to work when it comes to trying to reach the CEO or any other senior level person. Before proceeding, here are 5 things you need to know: 1.

Sales Motivation Video: “No” is Never Permanent in Sales and Prospecting

The Sales Hunter

I challenge you this week to not view “no” as a dead end, but rather as an opportunity to come back at a later time to engage again with the customer or prospect. “No” is never permanent. Blog Professional Selling Skills Prospecting customer prospect prospecting sales sales prospectingWhen you hear “no” from a customer, what does it do to you? EMBRACE this attitude and you […].

6 Ways to Get Prospects to Open Your Emails

The Sales Hunter

Getting prospects to read them and then do something with them is a different situation altogether! Blog Professional Selling Skills Prospecting email email prospecting prospect prospectingAnyone can send out emails. Ask yourself this question: “Do I read emails I receive from people I don’t know?” ” I doubt you do. I know I don’t.

Stop the Insanity of the Stupid Prospecting Email!

The Sales Hunter

Blog Professional Selling Skills Prospecting email prospecting email techniques high-profit prospecting prospect prospecting sales prospect sales prospectingI’ve seen enough stupid emails, and what drives me nuts is people keep sending them! Just recently I got another one that said, “I’ve sent you 5 emails. Why haven’t you responded?” ” Hello! Maybe the reason I haven’t responded is because I’m busy and what you’re offering, I don’t want!

Email Prospecting: Your Emails are Likely a Bigger Waste of Time Than You Think

The Sales Hunter

Everyone wants to think using email to prospect is incredibly efficient and the only effective way to generate leads in today’s marketplace. Stop and ask yourself this question: “How does my prospecting email look on a […]. Blog Prospecting high-profit prospecting prospect sales prospect sales prospecting

High-Profit Prospecting: 14-Second Voicemail

The Sales Hunter

A great voicemail can be of your best strategies to turn a lead into a prospect. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingAre your voicemails worth listening to? I hate to say it, but most aren’t and that’s exactly why most salespeople don’t see any value in going through the effort of leaving a voicemail. I’ll argue the opposite, though! The […].

5 (More) Ways to Get Prospects to Open Your Email

The Sales Hunter

Based on the comments I received from last week’s tip of 6 Ways to Get Prospects to Open Your Email, I wanted to give you a few more tips. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university email prospecting prospect prospecting sales prospectingHere are 5 more things you need to do: 1.

Do You Have Prospects or Suspects? 10 Ways to Know the Difference.

The Sales Hunter

Too many prospecting pipelines are plugged. Keeping the pipeline full of only great prospects allows it to move faster and does not require the pipeline to be as big. Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingThey’re plugged with suspects taking up valuable time. In both the short-term and […].

10 Things to Remember When Ending a Prospecting Call

The Sales Hunter

Below are things to remember when you’re ending the initial prospecting telephone call. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingAs difficult as it can be to get someone on the telephone, knowing what to do after the call can be just as difficult. In my new book coming out soon, I discuss this issue and every other critical issue, with the goal to […].

10 Ways to Get Past the Gatekeeper When Prospecting

The Sales Hunter

One of the toughest prospecting challenges is simply getting connected to the right person. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingThe number of roadblocks seems to grow more each day, and yet the task remains the same — to reach the decision maker. There are 10 ways to get past the gatekeeper that I highly recommend. Plan to also join me […].

Sales Prospecting in the 21st century - Part 4

Increase Sales

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. Sales prospecting is the first phase of the sales process. This company is clueless about sales prospecting through email marketing. Sales Prospecting in the 21st Century – Part 2 – Fanatical Prospecting by Jeb Blount. Mobile friendliness.

7 Ways to Prospect Better

The Sales Hunter

Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Blog Prospecting high-profit prospecting prospect prospecting sales prospectingHere are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].

3 Simple Ways to Engage Prospects and Win More Deals

Pipeliner

The post 3 Simple Ways to Engage Prospects and Win More Deals appeared first on Pipeliner CRM Blog. How do the top salespeople continually blow away their quotas so effortlessly? Do they have some kind of secret formula they follow to ensure success consistently? For Sales Pros sales professionals salespeople

10 Rules to Follow When Starting a Prospecting Telephone Call

The Sales Hunter

Each week I’m asked by at least one salesperson, “How do I open a call with someone I’m prospecting?” ” For many salespeople, it’s the biggest obstacle they need to overcome when prospecting. In my upcoming book, High-Profit Prospecting, I dig deep into the issue of how to open a call. Blog Professional Selling Skills Prospecting prospect prospecting sales prospect sales prospectingBelow are just a few […].

10 Ways to Screw Up Your Prospecting Emails

The Sales Hunter

Blog Prospecting high-profit prospecting prospect prospecting sales prospectingThe number of bad emails salespeople are sending never ceases to amaze me. I’ve started to call out some of these people and I am building a file I will begin posting shortly of the worst of the worst. My goal is to not gloat in the number of bad emails, but rather to help do […].

Are You Spending More Time on Fewer But Better Prospects and Customers?

The Sales Hunter

At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting time managementWe’re now into the 2nd quarter of the year, and it’s time to do an assessment.

What is the Right Frequency to Contact a Prospect?

The Sales Hunter

I get asked this question a lot, and my immediate response each time is by asking the other person how often they contact prospects now. Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingRecently, while working with a large company and their sales team, this question came up.

10 Ways to Make Prospecting on the Phone Effective

The Sales Hunter

Make the call about the prospect not about you. The reason for the call must be based around providing the prospect with information or insight they will find of value. Blog Breakthrough Sales University Prospecting breakthrough sales university prospect prospecting sales prospectingSpeak with energy and believe in yourself.

Energy 117

Prospecting Techniques that Rock! Check out This Podcast!

The Sales Hunter

Do you want prospecting skills that set you apart from other salespeople? Blog Professional Selling Skills Prospecting andy paul podcast prospect prospecting sales prospectingRecently I talked about this with Andy Paul on his podcast Accelerate! You can hear the full podcast at this link. And definitely catch other episodes of his podcast!

When is it Time to Walk Away from a Prospect?

The Sales Hunter

How long should you pursue a prospect? Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospectingI get asked this question all the time and yes, each situation is unique. There are several underlying things you can look at to help determine when it’s time.

10 Rules for Using Social Media to Prospect

The Sales Hunter

Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media. Biggest mistake you can make is thinking all you need to do […].

10 Reasons Prospects Won’t Engage With You

The Sales Hunter

Each week I get at least one or two emails or phone calls from salespeople asking for help in getting prospects to engage. Below are 10 reasons prospects fail to engage. Your prospect […]. Blog Breakthrough Sales University Professional Selling Skills Prospecting prospect prospecting sales prospectingYes, there are more reasons, but I’ve found these 10 cover a lot of ground: You haven’t given them a reason.

Prospecting Voicemails MUST Be Short

The Sales Hunter

We’ve been looking at 5 Ways Voicemail Can Work for Prospecting, including the first tip: Make sure voicemail is only one of your prospecting tools. This brings us to tip #2: Keep prospecting voicemails short. The last thing a prospect wants to […]. Blog Phone Sales Tips Professional Selling Skills Prospecting phone sales tips prospect prospecting voicemailNever more than 18 seconds and preferably as short as 12 seconds.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

LinkedIn InMail: A Salesperson’s Secret Weapon for Engaging Prospects

Pipeliner

Connections are made with prospects in social channels rather than over the phone. The post LinkedIn InMail: A Salesperson’s Secret Weapon for Engaging Prospects appeared first on Pipeliner CRM Blog. Many salespeople complain about having to make cold calls, especially because they are increasingly ineffective. If you have to […].