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

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Is Your Company Ready for Year-End Sales? So, you tell me — is your company ready for year-end sales? prospecting. to “Is Your Company Ready for Year-End Sales?” December 2009. November 2009.

Motivation 150

Motivation Company Ideal Customer Profile Hiring 150

The Pipeline

MAY 27, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. August 2010. April 2010.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Sales Leaders at nearly every company complain about CRM compliance. Sales Leaders at nearly every company complain about lack of new business.

Motivation 156

Motivation Pipeline Hiring How To 156

No More Cold Calling

FEBRUARY 23, 2017

And I remembered early 2009, when it dropped by more than 6,000 points. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month rise doomed to repeat 2008 and 2009? What companies needed were expert salespeople. It goes up and down.

Hiring 229

Hiring Cold Calling Referrals Twitter 229

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. The first dates shown on this table - early 2009 - represent a time when the country was deep in recession.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Pointclear

JANUARY 15, 2013

Given that I run one of the many lead generation companies it will not surprise you to learn that I believe a 3rd party focused on response management, lead generation and qualification and lead nurturing is capable of doing a much better job of those services than you are likely to find inside most companies. D&B —since 2003.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

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 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. Sales Motivation: When is One of the BEST Times to Prospect?

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Sales and Marketing Management

SEPTEMBER 28, 2020

Following the 2008 recession, it took larger companies an average of four years to recover their pre-recession level of GDP , while smaller companies took six years. Many companies will need to make drastic changes to overcome the challenges they face. Make it known that your company is hiring and looking to grow at this time.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

The Pipeline

SEPTEMBER 9, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Your company’s products and related services are utilized by companies of all types and sizes, Fortune 50 to mom and pop basement operations.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

JANUARY 13, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. I had a call from Bob, a director of sales with software company. Prospecting. August 2010. April 2010. March 2010. February 2010. January 2010.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. It’s time to get control of the #1 thing salespeople do on a regular basis to hurt themselves and their company. prospecting. December 2009. November 2009. October 2009. September 2009. August 2009.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Always have the person’s name and the name of their company on a piece of paper in front of you as you call. prospecting. December 2009. November 2009. October 2009. September 2009. August 2009. April 2009.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

OCTOBER 31, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. Prospecting.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Develop as many spreadsheets as possible and supporting documents outlining your position as to why your company should make an exception for you on your commission and bonus earnings. Spend all day figuring out who you should prospect.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Pipeline

FEBRUARY 24, 2012

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

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

NOVEMBER 11, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. I knew one company that had a desperate sales process. Prospecting. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

JANUARY 16, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Let me get this straight, normally you have prospects lined up out the door, round the block, but because I was coming today you cleared the lot, right?

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

MARCH 9, 2011

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

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

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

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Companies don’t buy anything. ” It refers to the impact various people can have in an organization on what is actually the right investment a company should be making. prospecting. December 2009. November 2009.

Motivation 172

Motivation B2B Decision Maker Hiring 172

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. But very few understand how to incorporate technology into their prospecting strategy. These practices only alienate potential customers and eat up company time and resources in the process.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

The Pipeline

JULY 18, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Through the mid and late 1990’s I sold an information solution, delivering live content directly into companies LANs, allowing them to create alerts.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

FEBRUARY 6, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. Prospecting. August 2010.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

DECEMBER 12, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Let’s be clear, this does not exclude new sellers, experience includes leveraging the collective experience of your company and fellow sales people.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

The Pipeline

MAY 6, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. Or they buy a company.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Again, this is an opportunity to ask the person with whom you are talking for the names of companies and individuals you may contact who could benefit from what you offer. Related posts: 5 Secrets to Get Better Prospecting Leads. prospecting.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Pipeline

MAY 12, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. I see this over and over again in the early stages of sales development at every company we help. Prospecting. August 2010. April 2010. March 2010.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

JULY 4, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. August 2010. April 2010. March 2010. February 2010. January 2010.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. As a speaker and consultant, I spend time with salespeople, managers and company leaders across a wide spectrum of industries. prospecting. December 2009. November 2009. October 2009. September 2009. August 2009.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. ” “I help companies fill their orders faster.” ” “I help CEOs make their companies more customer-friendly.” ” “I help companies better manage their communications systems.” prospecting.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Companies are rarely able to look at everything they need to look at. For the salesperson who spends their time prospecting or dealing with a large number of customers, this concept still has value. prospecting. December 2009.

Motivation 175

Motivation Ideal Customer Profile Hiring Negotiation 175

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Too many companies go into shutdown mode during the holidays, either by closing completely or reducing the operating hours. 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

The Pipeline

APRIL 29, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

OCTOBER 3, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Prospecting. August 2010. April 2010.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

FEBRUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Guest post Monday brings us John Doerr, president of RAIN Group, a sales training , assessment, and sales performance improvement company. Methodology creates a shared language that everyone in the company understands, uses, and follows.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158