The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. STOP Letting Customers Control Sales Negotiations. If your customers are controlling sales negotiations, you need a better plan. I’m going to make a safe bet that your customer is controlling you more than you might think. E-mail RSS.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Too many salespeople make prospecting too complicated.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. How “Social Media” Can Be Part of Your Prospecting Strategy. I’ve spoken along these lines before, when I said that internet platforms are very effective for generating business with both existing and new customers. prospecting.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Client List. Testimonials. Mark’s Insights on PRICING.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Motivation: Customers Will Always Pay More For Confidence. Customers want solutions. You could put it another way — what customers want is confidence. In fact, I’ll go one step further in saying customers buy confidence.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth. Client List. Testimonials.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. customer service. prospecting. Blog , Prospecting.

Social Media 157

Social Media Media Motivation Prospecting 157

Hubspot Sales

NOVEMBER 17, 2020

Businesses moved their entire customer experience and go-to-market online, many for the first time. Leaning into customer empathy. Ben Volkman of Zoom says, "It’s 34x more effective to sell using video in prospecting and calls than relying on phone or email.". Your customer. Offices have gone virtual.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

The Pipeline

FEBRUARY 22, 2012

December 2007. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Customer Care. Prospecting. April 2008. March 2008. Next Steps.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

NOVEMBER 10, 2011

December 2007. Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Customer Care. Prospecting. Next Steps.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It’s not what you say; It’s what your customer believes. You can have the best sales presentation in the world, but if the customer doesn’t believe your proposition, then you don’t have a chance. customer service.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Pipeline

MARCH 30, 2011

December 2007. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Customer Care.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Zoominfo

OCTOBER 14, 2018

In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Without it, your cold calls will fall flat and your prospects will remain unreachable. 62% of organizations rely on marketing or prospect data that is 20%-40% incomplete or inaccurate ( source ). Cold calling is ineffective 90.9% Improve Your Data.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

The Pipeline

MAY 4, 2011

December 2007. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. January 2008. What’s in Your Pipeline?

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. To all my customers — a very big thank you for believing in me. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

Sales Hacker

APRIL 24, 2020

It doesn’t matter what company you work for; what stage you’re at in your sales career; or whether you prefer to use emails, phone calls, or LinkedIn messages when you’re prospecting — the biggest problem that all sales and customer success reps struggle with is still the same: ensuring your ideal prospects convert.

Pipeline 91

Pipeline Prospecting How To Ideal Customer Profile 91

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Instead, when you have a call that goes bad, pick up the phone and call one of your favorite customers and let them pick you up. Sales Motivation: Leverage Your Best Customers. customer service. prospecting. customer service.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Pipeline

JUNE 3, 2011

December 2007. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. October 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Our customers don’t care about our problems, they care about their problems. Customers are buying confidence. Customer satisfaction is what our customer’s choose to believe — it’s not what we expect.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Customers continue to get smarter, and in today’s economy, they are using more tactics than ever to get what they want. Rule is to sell first and allow the customer to reject your unique selling proposition twice before even thinking about negotiating.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Pipeline

OCTOBER 3, 2011

December 2007. Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. . Customer Care. March 2008.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Salespeople all know the power of referrals from existing customers and how these can be some of their best leads. Unfortunately, too few salespeople have a plan to get referrals on an ongoing basis from their customers. Client List. Testimonials.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Phone Sales Tips When Contacting Customers. customer service. prospecting. December 2007. November 2007. October 2007. September 2007. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Too many salespeople begin negotiating with customers too quickly. As soon as the customer gives any sort of resistance, it seems like the going norm is for the salesperson to roll over and play dead and give away the farm. Client List.

Negotiation 194

Negotiation Ideal Customer Profile Hiring Facebook 194

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close the sale. Get them out visiting customers now.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Take the time to contact each one of your existing customers with one objective — get referrals. The way you do this if by first engaging the customer in a conversation about what they’ve gained from working with you. customer service.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

DECEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. Step Away From the Customer.

Ideal Customer Profile 175

Ideal Customer Profile Negotiation Facebook Hiring 175

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. Did the customer wind up buying? Client List. Testimonials.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You think it’s effective to spend your time spouting off to anyone who will listen, including customers, about how inept marketing is. Spend all day figuring out who you should prospect. Ignore customers and the numerous requests they make.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

Hubspot Sales

FEBRUARY 5, 2024

The backstory : In 2007, my eight-month-pregnant wife and I had just bought our first home. Lying If a customer asks a question, acknowledge the question and answer it. When a prospect asks a question, simply restating it is a good way to acknowledge they’ve been heard. Prospects aren’t stupid. Don’t be this person.

Commission 101

Commission Call-back Hotels Sales 101

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Make sure you have at least one positive piece of information you can share with each customer you meet. customer service. prospecting. December 2007. November 2007. October 2007. September 2007. Client List.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Or, what would have happened if you had been able to close your last sale without offering the customer anything extra? customer service. prospecting. December 2007. November 2007. October 2007. September 2007.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

DiscoverOrg Sales

FEBRUARY 19, 2018

You see, Tellwise offers a sales acceleration tool with a robust set of capabilities for interacting with prospects, and tracking those interactions. From there, sales reps can instantly call or IM the prospect to answer questions and deepen the relationship. A real look at email bounce rates.

Data 254

Data Lead Rank Lead Scoring Leads 254

The Pipeline

MAY 6, 2011

December 2007. Sales in a New World – Choosing your Customer. Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. We used to go far and wide looking for customers. Prospects avoid salespeople and do their own research. January 2008.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Join groups where your customers are going to be. Sales Prospecting and LinkedIn. customer service. prospecting. customer service. prospecting. December 2007. November 2007. October 2007.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I’m a very strong believer in always selling first, because it gives us the ability to understand the customer’s key needs. We use the selling process as a way of finding out what the customer is expecting to pay or accept from you.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You can’t do your job without knowing something about your prospect or a scouting report. You can’t do your job without feedback from your customers or your coaches. customer service. prospecting. December 2007.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190