The Pipeline

MARCH 30, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting – When Is The Best Time? Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

NOVEMBER 10, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Successful Strategies for Prospecting – Roundtable. The question is: What should one’s sales prospecting strategy be? Customer Care.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

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 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 Pipeline

OCTOBER 3, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

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

No More Cold Calling

MARCH 18, 2014

However, when you have your eyes glued to a device, keeping up with what’s going on “out there,” you miss out on the people in front of you—your loved ones, colleagues, customers, and prospects. There’s nothing more important than being present—whether you’re with a customer, your friends, or your family.

Customer 244

Customer Journal Sports Cold Calling 244

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 Pipeline

MAY 6, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Sales in a New World – Choosing your Customer. We used to go far and wide looking for customers. Choose your customers. August 2010.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

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

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 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

The Pipeline

AUGUST 12, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. When the customer can’t be consoled, console the employee. “I can hear the frustration in your voice,” said Sarah, to an upset customer.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

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

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 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 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. 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

The Pipeline

DECEMBER 7, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Customer Care. Prospecting. August 2010.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

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 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

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

FEBRUARY 21, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

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. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

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

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

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 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 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

Sales and Marketing Management

SEPTEMBER 28, 2020

The ongoing crisis is forcing sales leaders to adjust how their companies sell in the presence of shifting customer behavior. It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. What customers looked for in the past is not guaranteed to be the same now or when the crisis ends.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

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

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 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

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 2009. November 2009. October 2009. September 2009. August 2009.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Pipeline

JANUARY 18, 2012

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Customer Care. Prospecting. 3 R’s of Prospecting Success. August 2010. April 2010. March 2010. February 2010. January 2010. Next Steps.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

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 2009. November 2009. October 2009.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Pipeline

NOVEMBER 23, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Below is the first topic, “Qualify and Disqualify Your Leads”, looking at the need to disqualify not just qualify leads and prospects. Customer Care.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231