The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. As a salesperson, though, you would be foolish to not recognize what is unique about this time of year when it comes to prospecting.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” This is the sole reason why I say January is “Prospecting for Sales Month.”

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Client List. Testimonials. Mark’s Insights on PRICING.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

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. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible. discounting. E-mail RSS.

Social Media 189

Social Media Media Strategy Prospecting 189

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 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Training System: Do You Have One? Do you have a sales training system you believe in? It never ceases to amaze me how few salespeople have a personal sales training system. Related posts: 7 Sales Training Ideas You Can Use NOW.

System 160

System Motivation Training Hiring 160

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. Expand your prospecting funnel. Client List. Testimonials.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring 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

NOVEMBER 21, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. ” Related posts: Stop Sacrificing Your Co-Workers: Sales Training Tip #411. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

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. discounting. prospecting. sales training.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I count it a privilege and an honor to share with thousands of salespeople each week through my blog, website, videos, speeches and training programs. Related posts: Sales Training Tip #314: Thankful for the Privilege to Sell. discounting.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Training Tip #345: What is Your Advantage? discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip.

Motivation 147

Motivation Real Estate Training Hiring 147

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Are my prospects a tightly defined group or is it wide and dispersed? discounting. prospecting. April 2008.

Social Media 152

Social Media Media Motivation Hiring 152

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. The Slippery Slope of Discounting. discounting. prospecting.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. To all of the prospects I’ve talked to this past year — thank you for your time. Sales Training Tip #262: Thankful for Sales. Sales Training Tip #314: Thankful for the Privilege to Sell. discounting. prospecting.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. December 2008. November 2008.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

MARCH 6, 2012

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Prospecting. Sales Training. 3 R’s of Prospecting Success. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Training Tip #360: Negotiation? discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. discounting. prospecting. sales training. sales training tip. training tip. discounting.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales. You DO pour healthy effort into prospecting.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join? Sales Prospecting and LinkedIn. Sales Training Tip #199: Network with Linkedin.com. discounting. prospecting. sales training. training tip.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. An example I like to use in training programs is comparing two similar items — one being offered on eBay and the other by a store you’ve been buying from for years. Many times I feel this is the difference between full-price and a discount.

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. Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. discounting. prospecting. sales training. sales training tip.

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

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. Sales Training Tip #300: How Confident Are You? Sales Training Tip #305: How Valuable are You? Sales Training Tip #366: Who Determines Your Worth?

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Related posts: 5 Secrets to Get Better Prospecting Leads. Prospecting for Clients: Getting Referrals. Why You Should Prospect During the Holidays. discounting. prospecting. sales training. sales training tip.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. December 2008. November 2008.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. December 2008. November 2008.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Make it a commitment to be aggressive in getting key information out to customers and prospects that will keep your name in front of them. Best thing of all is many times it means the customer or prospect will call you to do business.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Spend all day figuring out who you should prospect. 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. discounting.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Related posts: Sales Training Tip #365: How Well Do You Know Your Buyers? Sales Training Tip #367: Purchasing Departments and the Three Ts. discounting. prospecting. sales training. sales training tip. training tip.

Negotiation 195

Negotiation Buyer Ideal Customer Profile Hiring 195

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. December 2008. November 2008.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Guest post Monday and we have Owen Van Syckle of the Van Syckle Group , a sales training and consulting group. Manipulative questions are designed to “set up” the prospect. Sales Training Tip #175: Ask the Right Type of Questions.

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. December 2008. November 2008.

Negotiation 206

Negotiation Motivation Hiring Ideal Customer Profile 206

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. This all just creates a vicious cycle of discounting. Sales Training Tip #383: Discounting Costs You More Than You Realize. discounting. prospecting. sales training. sales training tip. training tip.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. sales training tip. training tip. December 2008. November 2008.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Stop spending on time on people who you think are prospects but are nothing more than suspects. Sales Training Tip #308: What Value is Your Time Creating? Sales Training Tip #200: 3-Step Sales Process. discounting. prospecting.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Related posts: Sales Training Tip #368: Are You Truly a Leader? discounting. prospecting. sales training. sales training tip. training tip. discounting. prospecting. sales training. training tip.

Motivation 193

Motivation Hiring Ideal Customer Profile Negotiation 193