The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 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. FREE Resources.

Social Media 157

Social Media Media Motivation Prospecting 157

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. The first dates shown on this table - early 2009 - represent a time when the country was deep in recession. During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople.

Sales Management 288

Sales Management Hiring Compensation Trends 288

No More Cold Calling

JUNE 9, 2019

That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy. Big mistake!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate. prospecting. December 2009. November 2009. October 2009.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

AUGUST 8, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. But in ways that sabotage the sale but scaring and/or alienating the buyer. And by-the-way, the buyer is hip to the whole thing. Prospecting.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

FEBRUARY 20, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. This why, the next step is the objective of any interaction with a buyer. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

FEBRUARY 6, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Questions create interesting experiences for people, and don’t forget, buyers are people. August 2010. April 2010. March 2010. February 2010.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

AUGUST 16, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. August 2010. April 2010.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

FEBRUARY 8, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. Prospecting.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

MARCH 2, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. August 2010. April 2010.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

OCTOBER 26, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. Sales Tool. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

JANUARY 27, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Absent that you are condemned to sell by adjusting your price, usually downwards, until it is low enough for the buyer to rationalize the relevant value.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Time is the greatest negotiating tool you have. prospecting. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

No More Cold Calling

JUNE 6, 2019

That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy. Big mistake!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. prospecting. December 2009. November 2009. October 2009. September 2009.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

Sales and Marketing Management

SEPTEMBER 28, 2020

It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. Many buyers are facing new and complex challenges. A cold reach out during a tense situation could alienate the prospect forever. Odds are you have prospects on your target list that were severely affected by the crisis.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Here are a few things to keep in mind regarding using LinkedIn as a tool to reach senior level people: Senior level people will follow you long before they will let you know they’ve been following you.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Pipeline

DECEMBER 12, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

AUGUST 22, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 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?

Social Media 152

Social Media Media Motivation Hiring 152

The Pipeline

JUNE 15, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

MAY 13, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. August 2010. April 2010. March 2010.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

AUGUST 24, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. Sales Tool. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

JANUARY 16, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. As long as the buyer thinks that they are different and unique, they will be stuck in that mode and rarely move to buying. August 2010. April 2010.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

OCTOBER 10, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. No bad, even better when the buyer accepts the next step and the process moves forward towards agreement. Prospecting. Sales Tool.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

APRIL 27, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in Attitude , Business Acumen , EDGE Sales Process , Prospecting , Sales Technique , Video , Voice mail , execution. Prospecting. Sales Tool.

Pipeline 223

Pipeline Cold Calling Hiring Compensation 223

The Pipeline

FEBRUARY 15, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. Sales Tool. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JULY 18, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JULY 25, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. Sales Tool. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. prospecting.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Pipeline

JANUARY 28, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting. Sales Tool. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010. February 2010. January 2010. December 2008.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

FEBRUARY 29, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Focus on the buyer’s objectives, and “demo” how you can address them positively. Prospecting. Sales Tool. August 2010.

Pipeline 212

Pipeline Hiring Cold Calling Webinar Metrics 212

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. They were certain that it would become “impossible” to reach their numbers if they didn’t have discounting in their tool bag. prospecting. December 2009. November 2009.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. For other people in sales, the book is good and will serve as an excellent resource tool to help reinforce in your mind what it takes to be a top performer. prospecting. December 2009. October 2009.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Pipeline

AUGUST 26, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. I’m Bill the Buyer. Ian had to rethink the tools he was purchasing to ensure that he could match the growth for which the CEO was looking.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

NOVEMBER 11, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. ” But there are also things that we sales people do and say that erode the buyers confidence and perception of us. Prospecting. Sales Tool.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Sales Hunter

NOVEMBER 21, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. prospecting. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185