Trending Sources

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 […].

5 Mistakes Salespeople Make Using Social Media

The Sales Hunter

Sites like LinkedIn, Facebook, Twitter and others can be powerful tools to help you prospect more effectively. In my new book coming out this September, “High-Profit Prospecting,” I share insights every salesperson needs to know. Here are 5 mistakes far too many salespeople make with social media: 1.

Prospecting Using Social Media: What Is Your Strategy?

The Sales Hunter

We can’t just say we’re going to use social media to prospect and think the world is going to be wonderful. Social media is ONE of the prospecting […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospectingWe have all heard about the need to be “social selling,” and yet those two words used wrong have caused a lot of salespeople to go hungry.

Social Media vs. Traditional Prospecting: Which is More Effective?

The Sales Hunter

Every day I get minimally 3 – 5 emails from people proclaiming to me how effective their social media plan is for getting new customers. Blog Breakthrough Sales University Cold-Calling Consultative Selling Phone Sales Tips Professional Selling Skills Prospecting breakthrough sales university phone sales tips phone tips prospect prospecting selling skills Each one claims to know exactly why others fail and why they have a plan that works perfect. Along with the emails are the numerous articles on the web about how old school […].

The “Prospecting” Disease

Sales and Management Blog

And a great deal of the time when you ask them what they’re doing they tell you they’re prospecting. Why are a few really good at finding prospects and brining in business and most aren’t? The successful sellers spend their time prospecting. The majority are simply infected with the disease of “prospecting,” that is, the illusion that what they are doing is prospecting when in reality it is nothing more than busy work to keep them from having to do the tough work of actually prospecting. To succeed you need to spend your time prospecting.

Prospecting: Do You Think Social Media is Your Answer?

The Sales Hunter

There are 10 reasons that most prospecting plans don’t work. Number 6 on my list is Thinking Social Media is Your Answer. For some reason, there is a belief in the sales world that if you spend enough time on social media, you’ll have all the business you […]. This one absolutely drives me nuts.

10 Ways to Leverage Social Media in 10 Minutes or Less Each Day

The Sales Hunter

Social media is powerful. Here are 10 things you can do to leverage social media, and best of all, once they’re set up they […]. Blog Networking Professional Selling Skills Prospecting Sales Motivation networking prospecting social social media

Relying on Social Media to Prospect? Does this Fantasy Derail Salespeople?

The Sales Hunter

Recently I received from a salesperson an email saying he wasn’t having any luck prospecting. He wanted me to reach out and tell his boss that prospecting doesn’t work. The salesperson took a sales job knowing it would require prospecting. Blog Prospecting breakthrough sales university prospect prospecting sales prospecting social media

Prospecting Has Changed, But Have You?

The Sales Hunter

Social media is nothing more than the telephone. A few years ago, people were touting the benefits of social media and how the more aggressively you used it with regard to posting content, the more successful you’d be. Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingNews flash. The argument […].

How To Find Buying Signals on Social Media


Social media has changed the way buyers buy and sales reps sell. Each and every day, your prospects are [.] The post How To Find Buying Signals on Social Media appeared first on Pipeliner CRM Blog. Traditionally, consistent and real-time communication amongst seller and buyer did not exist. Social Selling buying signals social selling

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. Social Media and local presence. Sales prospecting is the first phase of the sales process. This company is clueless about sales prospecting through email marketing. Sales Prospecting sales prospectingKindly refer attachment). Usability.

Prospecting Is a Marketing Activity

Increase Sales

Confusion abounds about what is prospecting and what is marketing. This confusion continues today especially because of these two facts: Internet especially social media. In other words, prospecting is an operation within marketing. You would not be marketing if you did not need new sales leads or prospects. People who prospect well are also market well. 97.7%

What’s Your End Game for Social Media?

The Sales Hunter

What’s your strategy when it comes to how you use social media? We’re all challenged with how we use our time and, at the same time, we’re challenged to use social media more. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting social mediaWe’ve all reached a breaking point, and as a result we have to ask ourselves if we’re being smart. The end game […].

Effective Social Media Marketing Educates

Increase Sales

With social media, much of the marketing focus has shifted away from what makes basic and good marketing. Yet having read this social media marketing post on LinkedIn Pulse , much of what the writer states is just as true for basic education based marketing. Currently I have two new qualified sales leads in my funnel, along with 10 prospects and one confirmed speaking engagement.

Social Media Without Social Connection is Social Stupidity

The Sales Hunter

Is your social media effort really making a difference? Recently, I discussed with Jack Kosakowski of the Creation Agency the problem too many people are making when it comes to social media. Social media without social connection is social stupidity! In my new book, High-Profit Prospecting, I talk about social media and how it […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

3 Top Social Media Questions from CEOs

Sales Benchmark Index

We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. Social Selling CEO CEO Resources Gamification Social Prospecting In case you’re wondering, these people are wrong. I will address three common questions/comments we hear from the C-suite and sales leaders.

How to Link Social Media Profiles to Your Contacts


Today’s buyer uses social media, social networking and a host of other online sources as part of their buying process. It’s important for your salespeople to be present everywhere your prospects are. Pipeliner CRM enables you to directly connect the most popular social media channels directly e.g. Twitter for Pipeliner CRM, Facebook for Pipeliner CRM […]. Tips and Trick

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. That’s why you see them opting for social media, email and other forms of communication that […]. Blog Prospecting high-profit prospecting prospect prospecting sales prospectingHere are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected.

Prospecting Using Social Media: Does it Work Effectively?

The Sales Hunter

One of the most frequent questions I get from people at all levels is whether or not social media is an effective way to prospect. My response to the question varies based on the type of prospect you’re trying to reach. Recently, I was asked to participate in a study regarding social media and […]. Blog Professional Selling Skills Prospecting prospect prospecting social media

This Is the Biggest Lead Generation Mistake on Social Media

No More Cold Calling

He’s Cold Calling on Social Media. Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. (No, The problem: Just because someone agrees to connect on social media does not make that person a qualified sales lead. Qualified prospects are actually interested in your product or solution. It happened again. Really?

If Social Media Works for Passive Job Applicants, Why Not for Passive Sales Prospects?

Increase Sales

Social media is now the primary marketing channel to reach those passive and reluctant skilled workers. This study revealed three other interesting facts regarding the use of social media by recruiters: 97.3% of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012. 98.2% 82.6% Share on Facebook.

What If Prospecting Were Cancer?

The Pipeline

When I ask what they attribute that to, they tell me: Their people are ineffective at prospecting. They spend all their time researching on the web and social media – very little time leveraging the research by actually putting it to good use. Seriously, they will deal with and change anything than what counts, i.e. their people’s ability to properly prospect. Join Now!

Why Cold Calling and Stupid Prospecting Don’t Work

No More Cold Calling

A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Too many sales organizations now rely on incoming requests and outgoing emails to grab prospects’ attention. Prospects understand they need help, and they’re ready to buy.

Prospecting Is The New “Prospecting”

Partners in Excellence

I’ve been involved in a number of discussions on prospecting recently. One sales exec complaining to me when I suggested he and his people needed to be prospecting. In another, I saw a tweet, “When are people going to realize that publishing content is the new prospecting… ” My thought was “Well, yes… but… what happens when that doesn’t generate enough?” I tend to think it needs to be no more difficult than “Prospecting is the new prospecting.” ” So prospecting is not easy.

Prospecting is Your Job

No More Cold Calling

Prospecting is not the job of your marketing department. They bring prospects to our websites, nurture relationships, conduct research, create demographics, write case studies, and build social-media strategies. Associations Enterprise Small Business Marketing prospecting sales sales strategy It’s your job. And it’s your most important job. Don’t get me wrong.

When Prospects Go Silent – 4 Tips For Follow-Up Campaigns That Work!


Here’s a scary fact: Sales professionals spend over 40% of their productive time in following up with their prospects. While the most popular media have been email and phone call, hit rates are just not as high as they should be. Tim Wackel and I recently presented a webinar, “When Prospects Go Silent – Creating [.] The post When Prospects Go Silent – 4 Tips For Follow-Up Campaigns That Work! appeared first on Pipeliner CRM Blog. Sales Effectiveness

Tools and Tips for Outbound Sales Prospecting

Modern B2B Sales

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Tips for Outbound Prospecting.

Sales Teams Need Face Time—with Prospects and Each Other

No More Cold Calling

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. It’s true in prospecting, and it’s true in team-building—especially today as sales teams are increasingly dispersed. There’s nothing like getting the gang together in person.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. For thousands of salespeople, picking up the phone and calling a prospect is the most stressful part of their life. I asked. I asked.

Are you in Social Media Denial?

Sales Benchmark Index

With a more narrow focus, we can pinpoint social media. If you’re truly a student of buyer trends, social media should be your focus. Not sure whether your social media skills are keeping pace? Are you in social media denial? These individuals deny that customers use social media to do research on potential purchases. They are researching on social media.

VIDEO SALES TIP: Is Social Media Killing Your Sales Success?

The Sales Hunter

I’ve heard of too many salespeople pouring too much time into social media. If you are defaulting to social media as your primary strategy to boost sales, then I want to challenge you! Sure, social media can be part of your selling strategy, […]. You need to use your optimal selling time to get out and sell.

Is There a Dehumanizing Impact From Social Media?

Sales and Management Blog

Certainly much of the above has existed for quite some time in the realm of political and sports discourse on social media, but slowly over time this self-centeredness and rudeness seems to be creeping into the normal everyday discourse including, on occasion, sales discourse—and not just between sellers but with customers or potential customers also. I can certainly see that any or all of the above could be a catalyst for the obnoxious behavior we are seeing more of on social media—as well as other technology such as email, text messaging, and such. technology social media

Social Media Marketing Automation Dos and Don’ts

Vertical Response

Using social media automation tools can help you maintain a consistent social media presence without sacrificing the rest of your work. Here are some dos and don’ts on how to integrate social media automation into your online marketing. Automation is not a solution for all of your social media needs. Don’t: Automate messages during inappropriate moments.

The Last Word On Cold Calling Versus Social Media

The Sales Blog

The Last Word On Cold Calling Versus Social Media is a post from: The Sales Blog | S. I believe that the tool kit that is social media has made the world much smaller, has given us an easier way to learn about our clients, and has provided a much easier way to both connect and nurture relationships. Social media and inbound marketing are helpful and sometimes effective tools.

Are You Really Prospecting?

The Sales Blog

Prospecting is difficult. A lot of things that are supposed to be prospecting don’t do enough to open the new relationships or the opportunities. If something is easy, it probably isn’t prospecting. Prospecting requires that you ask for the commitment of time. If what you are doing doesn’t require you dream client to make that commitment, then it isn’t likely that it is really prospecting. Prospecting results in you hearing the word “no” a fair bit. If what you are doing doesn’t result in some people rejecting your ask, it probably isn’t prospecting.

A Social Media Connection Is Not a Sales Lead

No More Cold Calling

Sales reps abuse social media to the extent that I typically delete more LinkedIn invitations than I accept. The problem: Just because someone agrees to connect on social media does not make that person a sales lead. Qualified prospects are actually interested in your product or solution. Then, and only then, do they have any chance of converting connections into prospects.

Using Keywords When Prospecting

Tom Hopkins

We use keywords when prospecting on social media sites and when searching for information on potential clients. The post Using Keywords When Prospecting appeared first on How to Selling Skills. Related posts: Prospecting, Being a Valued Resource. The Survey Approach to Prospecting. Strategies for Finding New Business.

Four Social Media Tips

Tom Hopkins

I don’t profess to be an expert in social media. That being said, let me give you four social media tips for sales pros. I see this most […] The post Four Social Media Tips appeared first on America's #1 Sales Trainer. Related posts: How Social Media is Impacting the Sales Process [VIDEO]. I do profess to be an expert on the subject of selling.

4 Social Media Marketing Predictions for 2014

Vertical Response

This year social media will do more than introduce the masses to a royal baby and the peculiar dance moves of Miley Cyrus. In 2014, social media will continue to be a necessity for small business marketing, not just a fad that will fade away. “The small businesses I work with know that social media has a lot of marketing potential,” she says. In fact, the U.S.

VIDEO SALES TIP: How To Use Social Media the Right Way

The Sales Hunter

Are you using social media the right way in your sales process? I meet too many salespeople who spend too much time trying to communicate with prospects and customers through social media – when they really need to be reaching out to those people on the phone or in person. Unfortunately, many salespeople are not! Be […].