The Sales Hunter

FEBRUARY 15, 2013

There are a number of ways to decrease the temptation to cut your price and one very effective way is by having a full pipeline. When the sales funnel or pipeline is full, it’s amazing how much more confident we are when meeting with customers. Suddenly the urge to do something stupid just to close a sale is not nearly as strong.

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Pipeline Discount Face-to-face Top of Funnel 202

The Sales Hunter

OCTOBER 21, 2016

When was the last time you had your team wipe out everything in their sales pipeline? When it comes to sales pipelines, it means we as salespeople […]. You’re thinking I’m crazy, but give my strategy a read before passing judgement.

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Pipeline Prospecting Strategy Sales 100

The Sales Hunter

MARCH 8, 2016

How fast is your sales pipeline? We all know the value of having a full pipeline, but if what is in the pipeline isn’t moving, then we have to ask ourselves if it’s worth it. Is it plugged up with leads and prospects that shouldn’t be in there? We will close more sales when […].

Pipeline 100

Pipeline Closing Lead Rank Lead Scoring 100

The Sales Hunter

FEBRUARY 29, 2016

And the more you discipline yourself to do this, the stronger and fuller your pipeline will be. I’m always amazed at the number of salespeople who don’t ask for referrals. You can ask for referrals any time you demonstrate value! Yes, any time! Check out the video to see what I mean: […].

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Referrals Pipeline Video Motivation 0

The Sales Hunter

JUNE 18, 2015

Today we come to #2: Having TOO many prospects in your pipeline. I am looking closer at the Top 10 Reasons Why Most Prospecting Programs Don’t Work and What You Can Do About It. #1 1 was using the same prospecting process for all your prospects. This tip rubs a lot of people the wrong way, especially […].

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Pipeline Prospecting Selling Skills Sales 100

The Sales Hunter

NOVEMBER 2, 2016

Digital Sales Engine is a day-long online learning event on November 17, packed with live sessions and master classes by 30+ of today’s leaders in sales. Other top sales speakers and I will come together to provide a learning experience full of proven strategies and powerful insights around sales technology.

Pipeline 100

Pipeline Engineering Sales Technology Strategy 100

The Sales Hunter

OCTOBER 29, 2016

Digital Sales Engine is a day-long learning event packed with live sessions and master classes by 30+ of today’s leaders in sales. I am excited to come together with other top sales speakers on November 17 to provide a learning experience full of proven strategies and powerful insights around sales technology.

Pipeline 100

Pipeline Engineering Sales Technology Strategy 100

The Sales Hunter

MAY 23, 2017

Key is to never put more into your pipeline than you support with the right […]. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear.

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Prospecting Pipeline Selling Skills Sales 260

The Sales Hunter

SEPTEMBER 24, 2019

This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects. Your ability to qualify leads fast will help you improve your sales pipeline more than anything else. The question is how do you know that the person you’re talking to is even capable of being a qualified prospect?

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Sales Qualified Lead Prospecting Decision Maker Pipeline 190

The Sales Hunter

MAY 14, 2019

Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line. What I mean by this is that the prospects in their pipeline are only doing one thing: plugging things up. Check out my 2-minute video on these 4 questions!

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SalesGenie Prospecting eBook Lead Rank 237

The Sales Hunter

AUGUST 7, 2017

” Quantity in your sales pipeline doesn’t matter nearly as much as quality. It depends all on your sales prospecting NOW! You have to be prospecting now, and be sure the prospects are truly prospects and not “suspects.” Making (and exceeding) your number in December will be exponentially easier […].

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Prospecting Pipeline Sales 171

The Sales Hunter

JULY 30, 2019

There’s nothing worse than having “prospects” in your pipeline just taking up your time but never becoming your customers. I’m a firm believer in having a fast moving prospecting pipeline that allows you to spend more time with fewer prospects. Qualify quickly.

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Prospecting Sales Qualified Lead Social Media Lead Rank 210

The Sales Hunter

MAY 3, 2016

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. It’s better to have a narrow fast-moving pipeline than a large slow-moving pipeline. They’re plugged with suspects taking up valuable time.

Prospecting 100

Prospecting Pipeline Selling Skills Sales 100

The Sales Hunter

OCTOBER 15, 2017

Yes, you need to be closing deals, but you ALSO need to be adding fresh prospects to your pipeline at the same time. Fourth quarter?! How did that happen? Don’t slow down on your prospecting now. Check out the video to see what I mean: A coach can help you excel in your sales […].

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Video Prospecting Motivation Pipeline 131

The Sales Hunter

JULY 28, 2017

You will never hit your sales goals if you don’t have enough in your pipeline to close, and […]. Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals.

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Prospecting Pipeline Sales Goal Closing 136

The Sales Hunter

JULY 23, 2019

Keep the pipeline clean by not allowing it to fill up with prospects that aren’t going anywhere. Understand the real measurement of their ability to prospect is in their ability to close. Never rely on one form of communication. Know what tool to use and when to use it. Use the telephone heavily.

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Prospecting Buying Cycle Social Media Segment 242

The Sales Hunter

OCTOBER 8, 2019

Move the prospect into a different sales or marketing pipeline. It was not a waste; however, it was just deferred. Your objective is to keep the process going, but in a manner that does not suck your time. If you missed my first two posts and videos on this topic, check them out below.

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Sales Qualified Lead Prospecting Video Face-to-face 155

The Sales Hunter

MAY 23, 2012

You can have a fuller pipeline. Salespeople regularly tell me that finding quality prospects and keeping their pipeline full is their biggest challenge. Not only will a fuller pipeline relieve some of your stress, it also will protect your pricing. You can be a better prospector.

Prospecting 163

Prospecting Discount Webinar Metrics Pipeline 163

The Sales Hunter

SEPTEMBER 24, 2016

Too many salespeople find themselves without enough opportunities to keep their pipeline filled. One of the most brilliant salespeople I know and good friend Anthony Iannarino and I recently discussed the problem people have with prospecting.

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Opportunity Pipeline Prospecting Account 100

The Sales Hunter

DECEMBER 24, 2015

How do you keep your pipeline packed full of qualified opportunities? Want to get 2016 off to a fabulous start? Below are 7 big sales questions you need answered: 1. How do you accelerate the sales cycle to close more deals faster? How do you leverage a sales stack to protect the golden hours? 4. […].

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Sales Cycle Pipeline Closing Opportunity 100

The Sales Hunter

SEPTEMBER 8, 2015

Check out the below video, which is a replay of a webinar I did through RingLead and Pipeliner CRM. As a salesperson, you know that lead qualification is vital to being successful. But what is the best approach to lead qualification? Make Lead Qualification Work for You: Sales Experts Share Their Best Strategies from […].

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Lead Qualification Webinar Metrics Leads Marketing Qualified Lead 100

The Sales Hunter

JUNE 25, 2015

Number 1 is using the same prospecting process for all of your prospects, number 2 is having too many prospects in your pipeline, and number 3 is not allowing enough time to follow up. We have arrived at #4 on my list of Top 10 Reasons Most Prospecting Plans Don’t Work. Not segmenting your […].

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Segment Prospecting Follow-up Pipeline 100

The Sales Hunter

APRIL 28, 2015

Too many salespeople have pipelines full of suspects who they believe are prospects. Do you have prospects or are they merely suspects? The problem is the suspect doesn’t identify themselves as a suspect. They walk, talk and act like a prospect, right up to the point of you trying to close the sale. […].

Prospecting 100

Prospecting ACT Pipeline Closing 100

The Sales Hunter

JUNE 26, 2015

Check out the other mistakes I’ve covered, such as using the same prospecting process for all of your prospects, having too many prospects in your pipeline, not allowing enough time to […]. Today I’m giving further explanation on reason #5: Relying on email as your primary tool to prospect.

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Tools Prospecting Pipeline Selling Skills 100

The Sales Hunter

NOVEMBER 2, 2012

The reason I like this is because it’s amazing how confident we are when we have a full pipeline. The more full your pipeline, the more confident you’re going to be to not simply ask your customers for a price increase, but to tell them you are taking a price increase.

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Pipeline Motivation Up-Sell Prospecting 161

The Sales Hunter

APRIL 19, 2015

This approach will build your momentum, your profit, and your pipeline. , then you will make one more call today! Just when you think you have done enough for the day, make one more call. Make one more call today and every day! Click […].

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Motivation Video Selling Skills Pipeline 100

The Sales Hunter

AUGUST 6, 2019

The last thing you want to do is have a conversation with yourself or worse yet, crickets and an empty pipeline. How should you respond to these situations? Let’s run through a checklist of what you need to do. Let’s go back and dissect the situation. Your initial excitement of getting what you think is a qualified lead is now long gone.

Prospecting 234

Prospecting eBook Call-back Follow-up 234

The Sales Hunter

MAY 1, 2012

Both of these situations are preventable if there is a the right sales strategy in place to ensure a full pipeline. Having a full pipeline provides a level of confidence to help withstand the customer’s push. In the end, the greatest defense is by being willing to walk away. Yes, it’s difficult, and yes, it can be scary.

Discount 174

Discount Fashion Negotiation Face-to-face 174

The Sales Hunter

AUGUST 27, 2019

When you prospect, you want to begin seeing action in your pipeline on a timely basis. If I could be very blunt, 98% of the time that’s a big fat waste of time and effort as well as a poor reason to order a low-fat mocha blend. The issue I have is that networking by nature operates on a different timetable than prospecting.

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Networking Prospecting How To Quota 203

The Sales Hunter

MARCH 13, 2012

You must keep your pipeline full, and the only way you will do that is to constantly be drumming up new business. You have it in you to successfully prospect and keep your pipeline full. Successful prospecting demands that you be proactive.

Prospecting 201

Prospecting Guarantee Face-to-face Banking 201

The Sales Hunter

FEBRUARY 24, 2014

Walking away from a deal that is less than full price might be easy when the pipeline is full and you have more business than you can handle. Problem is it’s easy to think it’s how you would handle the situation, until it actually happens. Usually, though, that’s not when it happens.

Negotiation 215

Negotiation Discount Face-to-face Selling Skills 215

The Sales Hunter

JUNE 13, 2012

I have a new on-line training program I think every salesperson who wants a fuller pipeline and more profitable sales should invest in immediately. Want to know more about other specific techniques like these that can revolutionize your prospecting efforts? Click on the below icon now, and you will be on your way to upgrading your sales.

Prospecting 206

Prospecting Automotive Health Care Segment 206

The Sales Hunter

FEBRUARY 20, 2012

Keeping the pipeline full is essential. The challenge is then magnified by keeping the pipeline full with not just names but great names. Again, this is an opportunity to ask the person with whom you are talking for the names of companies and individuals you may contact who could benefit from what you offer.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 5, 2011

They also do not fool themselves that their “pipeline is full” or “I need to work on what is in the pipeline and then I can prospect.” You can read the Renbor Sales Solutions blog, The Pipeline , and follow Tibor on Twitter @Renbor. ” They are never too busy planning and hoping. They execute.

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Cold Calling Motivation Hiring Ideal Customer Profile 161

The Sales Hunter

JUNE 11, 2012

Make the monitoring about them – how does the call review, pipeline review or other weekly meeting translate to their pocket? Teach them to manage up – give your sales team a reason or context for the importance of why you need to report numbers to senior management or clients. Now they are reporting, but with an understanding of why.

Outsourcing Services 209

Outsourcing Services Sales Management Sales Outsourcing Sales Qualified Lead 209

The Sales Hunter

AUGUST 10, 2012

Several admitted quite readily how they had zero clue as to what they had in their pipeline. The discussion was lively and very engaging, but what struck me was how none of them were truly focused on their sales leads. I’m used to hearing comments like this from low performers, but from high-performers?

Prospecting 161

Prospecting ACT Sports Competition 161

The Sales Hunter

MAY 12, 2012

If you do, you’ll find yourself with a pretty skinny sales pipeline. As you prospect, remember email is just one of your prospecting tools. Don’t make it your only tool. Copyright 2012, Mark Hunter” The Sales Hunter. Sales Motivation Blog.

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Prospecting Campaigns Motivation Pipeline 175