Trending Sources

5 Questions to Qualify a Prospect Faster

The Sales Hunter

Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect. Blog Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospect

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. […].

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 […].

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. The argument […].

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.

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 […].

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

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.

Seventeen Things to Do Before Engaging a Prospect

Pipeliner

The post Seventeen Things to Do Before Engaging a Prospect appeared first on Pipeliner CRM Blog. They say that people buy from people they like and people like people who know them. Sales Strategies sales strategies Tips and Tricks

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!

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.

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.

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.

10 Ways to Prospect Effectively with Senior Level People

The Sales Hunter

Professional Selling Skills gatekeepers prospect prospecting sales prospecting senior levelDon’t ignore the gatekeeper. Treat them the same way you would the senior level person you are trying to reach. Ask the gatekeeper the same questions you would the senior person you’re trying to reach.

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 […].

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 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.

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. 2. Blog Breakthrough Sales University Prospecting breakthrough sales university prospect prospecting sales prospectingSpeak with energy and believe in yourself.

When is it Time to Walk Away from a Prospect?

The Sales Hunter

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

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.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. The post Reaching Prospects appeared first on Score More Sales. In order to find the right buyers and interact with them you need to firmly understand the market niche that you are going after and who your buyers are. Look Socially.

How Many Times Should I Attempt to Reach a Prospect?

The Sales Hunter

Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospectingA huge reason I feel more salespeople are not successful is they give up too soon.

5 Ways to Handle the Prospect Who Won’t Respond

The Sales Hunter

You have the prospect who you know would benefit from working with you, but they simply will not respond to you. Blog Professional Selling Skills Prospecting ceo prospect prospecting sales prospecting senior levelQuestion arises in your mind, “Should I continue trying to connect with them or should I instead simply move on?” ” This question comes up a lot when I’m working with sales teams. There is no […].

Why Calling Prospects at Lunch Just Might Work!

The Sales Hunter

If you’ve been following along the past few weeks, I’ve been digging into the 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeeper prospect prospecting sales prospecting

How to Build Trust with a Sales Prospect

Pipeliner

It’s the sales stigma that works against most salespeople trying to advance an opportunity with a new sales prospect. The post How to Build Trust with a Sales Prospect appeared first on Pipeliner CRM Blog. Sales is a tough profession; it is not intended for the faint of heart. I “Slick”, “sleazy”, “pushy”, “insensitive” […].

Prospecting: Are You Committing Enough Time?

The Sales Hunter

I’ve found that there are 10 reasons that most prospecting plans do not work.  As I dig into these further, I come to #7: Not allocating the proper commitment of your time. Prospecting is not something you do when you don’t have anything else to do. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospectingIt’s not something you do when you suddenly […].

10 Ways to Get Past Gatekeepers When Prospecting on the Phone

The Sales Hunter

Blog Prospecting gatekeeper prospect prospecting sales prospectingCall and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help out another salesperson. When asking for assistance, be sure to offer to help them in finding potential leads and contacts. 2.

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 […]. For Sales Pros social media social selling

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?

The Telephone is Still a GREAT Prospecting Tool!

The Sales Hunter

We’ve reached #10 in my list of reasons most prospecting plans fail. Sadly, too many salespeople fail to realize that the telephone is still a great prospecting tool. It doesn’t matter how much anyone says otherwise, I’m still a firm believer the telephone is an amazing prospecting tool. I run into too many salespeople […].

Your Prospects Really Don’t Care About You

The Sales Hunter

Your prospects are not overly interested in you. Failing to recognize this is #8 in my Top 10 reasons most prospecting plans fail. Unless you’re somebody famous or unless you have a product everyone has to have, I hate to break the news to you, but your prospect couldn’t care less. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospectingIt’s true. What does this […].

Prospects You Should Avoid

The Sales Blog

As you sell, there are certain types of prospects you will encounter that should be avoided. These prospects will waste your time, and winning their business would cost you far more than your time. One key to your success will be identifying these prospects quickly and moving on. These are the prospects you should avoid: Price Shoppers : Avoid any prospective customer who reveals their current price with your competitor and suggests that they will meet with you if you can do better. The post Prospects You Should Avoid appeared first on The Sales Blog.

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

Seven Insightful Questions To Ask Prospects During the Sales Process

Pipeliner

The post Seven Insightful Questions To Ask Prospects During the Sales Process appeared first on Pipeliner CRM Blog. The key role of questions within the sales process is to uncover the insights and information you need from a customer to be able to demonstrate how your product/service can help. But what are those insights that you need to know? It’s really [.]

What is Marketing’s Role in Creating Prospects?

The Sales Hunter

The challenge is to make sure Marketing gears its efforts toward reaching the right prospects and customers. Blog Prospecting marketing prospecting sales prospecting selling skillsCreating awareness and helping generate leads always will be some of the key roles of the Marketing Department. During my time in Marketing positions, I found that Sales would doubt the work the Marketing Department was doing and […].

9 Ways to Overcome Sales Prospecting Anxiety

The Sales Hunter

Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. 1. Schedule a specific time each day for you to be prospecting.  Don’t use the time to prepare to prospect. Use it to actually prospect! 9.

5 Ways to Identify a Prospect and Stay Away from Suspects

The Sales Hunter

  Not all prospects are prospects. Too many prospects are nothing more than suspects faking to be a prospect. Here are 5 ways to identify if who you’re talking to is a prospect worthy of your time. 1. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting Nothing can waste more time […].

6 Ways to Prospect More Effectively With Email

The Sales Hunter

Using email as part of your prospecting plan is a good idea — if you do it right! Here are 6 ways you can be more effective with your prospecting email: 1. Blog Professional Selling Skills Prospecting email email prospecting prospect prospecting sales prospecting

What Are You Selling and Do Your Prospects Care?

The Sales Hunter

The company the salesperson sells for offers a wide range of services their target prospect […]. Blog Breakthrough Sales University Closing a Sale Cold-Calling Consultative Selling Professional Selling Skills Prospecting breakthrough sales university confidence in selling leadership prospect prospecting sales leadership sales prospecting sales skills selling confidence

Sales Prospecting in Beast Mode

Score More Sales

What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? The post Sales Prospecting in Beast Mode appeared first on Score More Sales. As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Just think Beast Mode. Close More Deals.

Sales Prospecting: The Art of Following Up

The Sales Hunter

For some reason, too many salespeople believe if they make one phone call, send one email or mail one letter to a prospect, then that is all it takes. You just might see yourself doing exactly what I’ve described: Relying on one outreach to a prospect to be enough. Prospecting requires following up again and again. That is not sales prospecting. Do you measure up? 

Perfect Prospecting

Partners in Excellence

Recently, I published a rant on LinkedIn, “ Patient 0 Of Stupid Prospecting.” couple of people commented, “What does perfect prospecting look like?” ” I can’t tell you what perfect prospecting looks like, but I can tell you how to do it. Simply put perfect prospecting means “doing the work.” Sloppy prospecting is too easy.

Hard-To-Reach Prospect? Call During Holiday Weeks

The Sales Hunter

I’ve been looking closely at 10 Ways to Get Past Gatekeepers When Prospecting on the Phone. Blog Breakthrough Sales University Professional Selling Skills Prospecting breakthrough sales university gatekeeper gatekeepers prospect prospecting sales prospectingCalling during a holiday week may very well result in speaking […].

5 of the Best Prospecting Tips You Can Use NOW!

The Sales Hunter

  Yes, these are all proven to work, and I’ve got plenty of emails from folks to prove it. 5 of the best prospecting tips you can use now… 58/2 Phone call Many people are simply hard to reach due to the number of meetings and conference calls they have on their daily schedule. A […]. Blog Professional Selling Skills Prospecting breakthrough sales university prospect prospecting sales prospecting

5 Ways Voicemail Can Work for Prospecting

The Sales Hunter

I get asked all the time if voicemail works for prospecting, and if it does, then how can it be done? strongly believe in voicemail as a prospecting tool. Blog Prospecting prospect prospecting voicemailLet’s not kid ourselves — the vast majority of people allow any phone call they receive to roll over to voicemail unless they recognize […].