The Sales Hunter

DECEMBER 23, 2016

In the research, CEOs continue to acknowledge with a […]. .” What it says is really keeping CEOs up at night. You can read an overview at this link. Here’s an excerpt from the article: The short answer: Leaders just aren’t ready to lead.

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Study Research Leads Marketing Qualified Lead 100

The Sales Hunter

JANUARY 8, 2013

Before you make the call, you quickly research the web and find out something of interest. When you are doing research what you will find is one piece of information can be used with multiple sales prospects.

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Cold Calling Prospecting Customer Software 181

The Sales Hunter

APRIL 19, 2016

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. […].

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Prospecting Research Selling Skills Sales 100

The Sales Hunter

JANUARY 16, 2015

I’ve been researching this issue for more than 15 years, and below are the […]. The vast majority of salespeople fail to achieve the level of success they know they’re capable of because their prospecting process simply doesn’t work the way it should. Few things will demotivate a salesperson faster than not having good prospects.

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Prospecting Selling Skills How To Research 100

The Sales Hunter

FEBRUARY 14, 2015

Sure, you want to be prepared, but too many salespeople spend so much time researching and getting ready that they keep delaying in actually meeting with the customer or prospect. […]. Are you so obsessed with getting things “right” that you don’t get anything done?

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Video Selling Skills Prospecting Research 100

The Sales Hunter

MAY 15, 2012

The reality is, though, that many potential buyers will use the internet to do research. Your potential buyers and prospects will continue to increase their use of it to research products, companies and yes, even salespeople. I realize some people are nervous about intentionally putting information on the internet about themselves.

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Ideal Customer Profile LinkedIn Google eBook 177

The Sales Hunter

APRIL 16, 2013

This is due to the amount of time many customers will spend doing research on the internet before even talking with a salesperson. By asking them questions, you’re then going to begin the process of understanding what they’re looking for. Customers are far smarter than most salespeople realize.

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Customer Consultative Selling Customer Service Benefit 247

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” By automating a lot of your research, you can dramatically cut down on the time you spend searching for info. ” That comes from people who believe volume over quality will drive more revenue.

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Relationals Prospecting Google Ideal Customer Profile 182

The Sales Hunter

AUGUST 17, 2012

Another possibility is to simply agree on the items you will research further or even on a possible future meeting date. If possible, agree on one particular aspect of the sale and use this as a building block for the next time you meet. Ending a sales call with agreement on something simply sets a positive tone for future interactions.

Customer 180

Customer Motivation Closing Positioning 180

The Sales Hunter

JUNE 11, 2013

Spend your time doing research on what the customer is most likely looking for. Instead of using your time preparing marketing materials that won’t make a difference, spend your time developing the questions you want to ask. It’s about the customer, not you. Not using materials is not excuse to not prepare.

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Marketing Customer Service Consultative Selling Motivation 231

The Sales Hunter

AUGUST 20, 2013

I had done the research, read reviews, talked with others and decided on a particular type of computer program. Recently, I began searching for a new software package for my company. Funny thing happened along the way. ” Wow, what a statement to hear!

Discount 197

Discount Selling Skills Negotiation System 197

The Sales Hunter

APRIL 13, 2018

Ask me what medical research I base this on, and my response is my own personal medical experience. Ok, so I embellish a little. Work with me… remember my mind is limiting my thinking! When we get to overload, our mind out of self-protection begins to limit itself.

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Coaching Lead Rank Lead Scoring Motivation 127

The Sales Hunter

MARCH 28, 2013

Salespeople must think of themselves as the customer’s research and development (R&D) department. On the contrary, I believe the opposite. It’s going to grow. It’s going to grow, but with a different job description. We must see our role as being the ones to help them find and develop new opportunities.

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Customer Service Software Software Motivation 177

The Sales Hunter

JANUARY 17, 2012

You are your customer’s research and development department. When we see ourselves as being our customer’s research and development department, it moves us to a higher level in what we look at. The salesperson is in the role of helping their customers learn what they don’t know — but need to know.

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Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

DECEMBER 27, 2011

Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them. The research you are doing is really good stuff, even if it never results in a sale. Spend all day figuring out who you should prospect. But rest assured, right?

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

MAY 7, 2012

This means actually contacting prospects, not merely doing research on who to contact. First, alter your schedule to ensure you have 100% commitment to devote to sales prospecting on either a daily or weekly basis. Second, set your plan to where you can do the repetitive follow-up you need to do to actually close the sale.

Prospecting 190

Prospecting Follow-up Webinar Metrics Study 190

The Sales Hunter

FEBRUARY 6, 2012

Well according to ES Research, a whopping 70% of companies expect their sales force to “just know” how to sell their products and services – and sell them well — without an established standardized sales methodology and process. ” “I didn’t KNOW.” ” “I CAN’T READ YOUR MIND!”

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Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

MAY 8, 2012

I like to say that as a salesperson, you are your customer’s research and development department. Not only do these extra steps allow you to validate information, they also make you aware of opportunities you otherwise would miss.

Face-to-face 189

Face-to-face Guarantee Follow-up Trends 189

The Sales Hunter

APRIL 14, 2012

My recommendation is this: Break your prospecting time into 3 categories: First category is the time you’re going to spend researching and identifying who you’re going to prospect. I’m talking about actually doing it; not just noting the time on your calendar.

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Prospecting Call-back Follow-up Motivation 200

The Sales Hunter

JUNE 29, 2012

Schedule time to do research and to gather information about prospects, including contact information for people with whom you want to connect in July. Proactive prospects and customers are going to like this approach, and if they’re working, they will be much more open about setting up a meeting.

Prospecting 179

Prospecting Call-back Motivation Follow-up 179

The Sales Hunter

JANUARY 21, 2014

My conclusions are not based on statistical research or someone’s doctoral thesis. This work has allowed me to spend extensive time with salespeople of all types across a wide number of industries and countries around the world. I’ve found myself in nearly every imaginable type of selling situation. It’s my opinion.

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Hiring Negotiation Sports Motivation 278

The Sales Hunter

NOVEMBER 28, 2011

We conducted comprehensive research that asked managers about their top sales hiring mistakes with over 160 participants from multiple industries. Our research clearly shows that organizations need assistance in hiring successful, motivated sale staff. Here is what we learned: 7 sales hiring mistakes.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Sales Hunter

APRIL 21, 2012

Be sure you research all of the popular browsers that people are using and then design accordingly. If you’re designing a website, you need to look at your website in multiple browsers. What you’re seeing on your end may not be what others are seeing on theirs.

Outsourcing Services 147

Outsourcing Services Construction Software Software 147

The Sales Hunter

NOVEMBER 21, 2011

McGowan Charitable Fund brings its vision to life “through grantmaking in three program areas including Health care and Medical Research; Education, and Community Programs for Those Most Vulnerable.” The William G. ” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

DECEMBER 5, 2011

They also do not spend a lot of time planning and researching or any of the other things that seem to consume the prospecting time reps set aside. They just systematically and consistently approach everybody in their territory; they make the call and deal with the results and the rewards.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

The Sales Hunter

MARCH 3, 2012

We are our customer’s research and development department. Don’t try to be like them. Don’t spend time to save money. Spend money to buy time. Sales is a contact sport. It takes contact to make sales. The best sales presentation is the sales presentation never given.

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Motivation Hiring Ideal Customer Profile Negotiation 250