The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Selling Skills or Selling Process? A person with strong selling skills. Strong selling skills certainly are a beginning. I refer to these as selling skills, not a sales process.

Selling Skills 186

Selling Skills Ideal Customer Profile Negotiation Facebook 186

The Sales Hunter

JANUARY 7, 2014

Far too many salespeople claim they’re not more successful because what they’re selling is simply too expensive for their customers. First and foremost, it means the salesperson hasn’t built enough credibility with the customer. Second, the salesperson is trying to sell to the wrong customer.

Customer 235

Customer Selling Skills Prospecting Motivation 235

Partners in Excellence

OCTOBER 18, 2022

I’ve taken a break from my series “Things We Thought We Knew About Selling But Really Didn’t.” ” Restarting it, I want to talk about our Ideal Customers–or our ICP (Ideal Customer Profile.) We have a tendency to try to sell to anyone. Why have we been successful with them?

Ideal Customer Profile 48

Ideal Customer Profile Customer Pipeline Enterprise 48

SalesFuel

APRIL 29, 2024

“The art of conversation can sharpen your selling skills and provide insight to your prospect’s needs, wants and pains.” Tips for Improving Your Conversations When talking with prospects, no matter the topic, keep the focus on the buyer. The prospect will feel like you genuinely care about them and not just a sale.

Conversion 98

Conversion Hiring How To Case Study 98

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. Client List.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. Step one when prospecting is to tap into your referral list. Client List. Testimonials. FREE Resources.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Partners in Excellence

OCTOBER 30, 2022

Fewer customers are responding, so to make our numbers, we have to make more calls. Customers just aren’t responding, they aren’t engaging. If you expect us to make our numbers, we need more customers to call!” We can have fewer, higher impact conversations, with customers that really care and want to change.

Prospecting 74

Prospecting Conversion Maximizer Research 74

Partners in Excellence

OCTOBER 31, 2022

There are several reasons, I think this is a critical selling skill and responsibility. One of our biggest failures in understanding our customers is that we don’t know what the data means, we don’t know the context, we don’t know how to apply it. More importantly, what caused the 70% growth?

Research 62

Research Outsourcing Services Ideal Customer Profile Data 62

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects? I think the great questions are the ones that determine if the prospect is even a valid prospect.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Client List. Testimonials.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” No, this means actively calling on prospects. Client List.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. STOP Letting Customers Control Sales Negotiations. If your customers are controlling sales negotiations, you need a better plan. Statements like these from customers are going to happen. Client List.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

AUGUST 11, 2012

Don’t be so stupid as to ask your customer what the weather is like. This applies to both a customer and a prospect. If the question is going to be non-business related, that’s fine, as long as it’s a non-business related topic that fits their interest. How’s the weather?

Customer 183

Customer Relationals Motivation Prospecting 183

Partners in Excellence

NOVEMBER 14, 2022

First the pandemic, we and our customers had to discover new ways of working, engaging and moving forward. “Virtual” became the watchword for how things got done–whether it involved internal collaboration, partners, or customer engagement. They focus on the customers where they can have the most immediate impact.

Outsourcing Services 131

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 131

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? A sales prospecting definition is. Sales prospecting definition.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Identify the prospect.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. How “Social Media” Can Be Part of Your Prospecting Strategy. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Client List. Testimonials.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. You could put it another way — what customers want is confidence. Customers buy confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Partners in Excellence

OCTOBER 3, 2022

In recent years, we’ve acknowledged the concept of a customer Buying Process. Many have argued abandoning the Selling Process, focusing on the Buying Process, in the least we must align the selling process with the buying process. For example, Prospecting might be aligned with Problem Determination.

Analysis 117

Analysis System Selling Skills Buyer 117

Partners in Excellence

SEPTEMBER 30, 2022

Continuing my series on selling skills we thought we knew but really don’t understand, I’m want to focus on Discovery. We tend to think of it as a “stage” in our selling process. We tend to think of it as a “stage” in our selling process. Discovery is for the customer!

Selling Skills 73

Selling Skills Proposal Customer Closing 73

Partners in Excellence

MAY 18, 2016

At its essence, sales is about finding customers who have problems we can solve, helping them understand why they should solve the problem, helping them commit to that change, and helping them solve the problem. The coup de gras is what customers think of sales. Clearly, from a customer experience point of view, something is missing.

Customer 51

Customer Sales Qualified Lead Lead Rank Lead Scoring 51

Marc Wayshak

AUGUST 24, 2021

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. Actually, no —that’s old-school selling, and it simply doesn’t work anymore. Feature and benefit selling has been around for a really long time. Let me explain what I mean. It’s not about you.

Case Study 118

Case Study Study Face-to-face Benefit 118

Partners in Excellence

JULY 14, 2023

We can spend a lot of time focusing on specific selling skills, for example questioning, probing, objection handling, presenting skills, closing skills. Some of the more advanced thinkers will focus on value creation or Business Focused Selling (which is another of my hot buttons.

Ideal Customer Profile 87

Ideal Customer Profile Pipeline Margin Construction 87

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. customer service.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

JULY 12, 2013

Make them feel comfortable by talking about non-business related subjects as a way to allow the salesperson to realize you’re human. Are their certain aspects the salesperson thinks you could be particularly helpful with or are there questions the salesperson thinks you should ask the customer? ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Partners in Excellence

OCTOBER 24, 2016

I’ll jump to the bottom line, then retrace my steps. “Customer buy holes in walls, not drills.” Take a moment and reflect on the last dozen prospecting calls or emails you received. A couple saying I needed to improve my selling skills. Engaging our customers can be so simple.

Customer 48

Customer Social Media Cold Calling Webinar Metrics 48

Sales Hacker

DECEMBER 9, 2022

Combine predictive scoring with historical insights to gain a better understanding of your customers. Related: How to Calculate a Lead Score, with Examples. Sales leaders often evaluate prospects and existing customers based on readily available information — order history, and firmographic data (company location, size, industry, etc).

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Sales Hacker

JULY 25, 2022

The beauty of a sales performance dashboard is your ability to customize it. The purpose of a sales performance dashboard is to show individuals on your team where they stand in relation to their goals. Related reading: The Guide to the 9 Most Important Types of Sales Metrics. Where you stand in relation to business goals.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Featured Video : Why “Customer Success” Will Earn You More Money.

Channels 187

Channels Face-to-face Video Hubspot 187

Apptivo

JANUARY 27, 2022

That’s why an effective sales strategy involves a sales team knowing when to stop selling. There are two types of sales detractors whom you will come across when selling your products or services. The customer is not a good fit for your business. The customer is not ready for upselling or cross-selling.

Real Estate 98

Real Estate Promotion CRM Software 98

The Brooks Group

MAY 24, 2017

Even—or especially—in tough economic times, investing in your organization’s customer service function is critical for your overall business and profitability strategy. Savvy distributors are providing their service department with consultative selling skills training so they are able to: 1. Helps You Achieve Higher Margins.

Customer Service 49

Customer Service Benefit Customer Margin 49

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Nurturing prospects.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Partners in Excellence

OCTOBER 28, 2018

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? By now, about 70% of the people are looking at me cross-eyed, inevitably thinking, “Those aren’t selling skills, what’s this guy talking about?

Buyer 72

Buyer Selling Skills Territories Sales Enablement 72

Allego

MARCH 10, 2022

Read what this experienced panel said about the importance of virtual sales training–and how to build virtual selling skills. Challenges of Virtual Selling. Unlike other aspects of selling, virtual selling is not a regular part of how most salespeople gained their selling experience. Learn More.

How To 62

How To Video Selling Skills Proposal 62