The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. . -->. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects?

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. January is “Prospecting for Sales Month” Jan 06, 2012. No, this means actively calling on prospects.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. . -->. 4 Easy Steps to Better Prospecting. Identify the prospect. Identify the prospect. Client List.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 5 Secrets to Get Better Prospecting Leads. The reason these are great prospects is simple. Client List. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. How “Social Media” Can Be Part of Your Prospecting Strategy. ” Sales Motivation Blog. prospecting.

Social Media 189

Social Media Media Strategy Prospecting 189

Partners in Excellence

OCTOBER 30, 2022

Look at what you have to change if to engage a higher percentage of customers in your prospecting conversations. Imagine how we could grow our sales! The post “You Have To Make Your Number With Only 50% Of Your Current Prospecting Calls!” This is just insanity! Try this thought experiment for yourselves.

Prospecting 72

Prospecting Conversion Maximizer Research 72

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Retail Sales Trends. Voicemail as a Prospecting Strategy? Most salespeople leave short sales pitches.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. . -->. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Why “Social Media” Sucks for Prospecting. ” Copyright 2012, Mark Hunter “The Sales Hunter.”

Social Media 157

Social Media Media Motivation Prospecting 157

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. 1. Jeb Blount (Sales Gravy). 2. Sales Hacker.

Channels 187

Channels Face-to-face Video Hubspot 187

Apptivo

JANUARY 27, 2022

There are two types of sales detractors whom you will come across when selling your products or services. The customer is not ready for upselling or cross-selling. Sales Plan. Furthermore, the sales plan will have a particular time period within which the sales team has to implement it. Be Selective.

Real Estate 98

Real Estate Promotion CRM Software 98

Adaptive Business Services

AUGUST 30, 2017

I spent most of my professional life as a sales manager in some form or another. Most of these were related to the hiring and development of reps. I gave up managing 12 years ago largely because I was tired of the stress. Selling is much more fun! The bottom line is that they are applying for a sales position.

Hiring 54

Hiring Sales Management Face-to-face Training 54

The Sales Hunter

JULY 12, 2013

It’s not every day a salesperson has the CEO in their car and on a sales call with them. Make them feel comfortable by talking about non-business related subjects as a way to allow the salesperson to realize you’re human. The sales manager is anxious to hear how the sales call went.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Sales Hacker

DECEMBER 9, 2022

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). Related: The New Growth Formula: Customer Success + Predictive Sales.

Lead Rank 98

Lead Rank Territories Lead Scoring Quota 98

Sales Hacker

JULY 25, 2022

But before we open up the hood, let’s review some sales performance dashboard basics. The elements of a good sales performance dashboard. The purpose of a sales performance dashboard is to show individuals on your team where they stand in relation to their goals. Where you stand in relation to business goals.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Partners in Excellence

NOVEMBER 14, 2022

Pile on that changes in the global political/economic situation, exacerbating the challenges from before, prices, particularly energy related skyrocketed. Related to the previous point, they recognize their path forward is based on how effectively they can help their customers address their most critical issues. They are, also.

Outsourcing Services 129

Outsourcing Services Ideal Customer Profile Hiring Face-to-face 129

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

NOVEMBER 14, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Next year’s sales prospects look even tougher. Hire only top sales reps. Client List. Testimonials.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Steven Rosen

OCTOBER 22, 2011

This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? You develop a plan to do one or more of the following: Develop a new selling skills program. Hire only top sales reps. Do your sales reps make impact on each call?

Hiring 179

Hiring Remedy Incentives Incentive 179

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Partners in Excellence

OCTOBER 3, 2022

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. We even create charts of the stages customers go through, aligning them with our selling process. For example, Prospecting might be aligned with Problem Determination.

Analysis 114

Analysis System Selling Skills Buyer 114

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 sales prospect research , sales outreach, and professional development. His focus is to accelerate peak performance fast.

Channels 100

Channels Video Hubspot Face-to-face 100

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. So, you tell me — is your company ready for year-end sales? Copyright 2011, Mark Hunter “The Sales Hunter.”

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. This graph and accompanying explanation is reason alone to buy this book if you’re a sales manager.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. You spend far more time preparing than you actually do selling or playing a game. ” Sales Motivation Blog.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. I will take the 2012 Sales Survey. Copyright 2011, Mark Hunter “The Sales Hunter.” high profit selling.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

Partners in Excellence

OCTOBER 18, 2022

We toss the term around casually, but when I look at too many pipelines or prospecting programs, the ICP is not discernible. We have a tendency to try to sell to anyone. Too often, we don’t take the time to do the research to make sure the prospect is in our ICP. The link will take you to that collection.

Ideal Customer Profile 48

Ideal Customer Profile Customer Pipeline Enterprise 48

The Sales Hunter

MARCH 1, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. The Best Way to Improve Your Negotiation Skills. If you have to negotiate, be sure your negotiation skills are up to par.

Negotiation 170

Negotiation Motivation Ideal Customer Profile Hiring 170

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. Sales effectiveness is where enablement efforts translate into sales results.

Face-to-face 96

Face-to-face Study Survey Coaching 96

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. high profit selling.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JANUARY 25, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Following up with a prospect is certainly nothing new, but what has changed is what is contained in the follow-up.

Inside Sales 168

Inside Sales Motivation Hiring Ideal Customer Profile 168

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. 22 — letting everyone, especially prospects, now you’re going to be open, available and capable of filling orders.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Partners in Excellence

JUNE 13, 2018

We structure organizations “to optimize” performance, creating specialist roles so sales people don’t have to manage the whole process. We provide programs, scripts, systems/tools, to help the sales person in engaging prospects and customers. The problem is, the customer doesn’t care about these.

Lead Rank 56

Lead Rank Lead Scoring Leads Marketing Qualified Lead 56

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Example — “Are you happy with your current vendor…” Phase 3: Manipulative Questions (Sales Amateur).

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Have a dedicated time set aside either daily or weekly to do your prospecting. ” Sales Motivation Blog.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. Related posts: Sales Prospecting: Office Phone or Cell Phone? Your Sales Motivation Is Asking.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Selling a Price Increase. Sales Motivation. No matter what you want to call yourself, if you are in sales, you help people. ” Sales Motivation Blog.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190