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. You would be crazy to not learn from these: SECRET #1: Best leads will always come from your existing customers.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

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

JUNE 3, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. August 2010.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

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 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 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 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 Pipeline

DECEMBER 16, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

MAY 4, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Prospecting With E-Mail. Last week we looked at means of leveraging voice mail in prospecting. August 2010. April 2010. March 2010. February 2010.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

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

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. The best teachers are our customers. customer service.

System 160

System Motivation Training Hiring 160

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 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 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 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

SEPTEMBER 19, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. 25% Increase in Sales Training ROI – Sales eXchange – 115. Companies have shown selectivity with other training or development programs. April 2010.

ROI 243

ROI Pipeline Training Twitter 243

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. customer service. prospecting. sales training. sales training tip. training tip. customer service. prospecting. April 2009.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

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 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. sales training.

Social Media 157

Social Media Media Motivation Prospecting 157

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

DECEMBER 12, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. We came up with a slogan that we lived by: “A company built by agents for agents to better serve our customers.” Because in my opinion they are the customer—they built the company and they own the success of the company. prospecting.

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. Internet platforms are very effective for generating business with both existing and new customers. customer service.

Social Media 152

Social Media Media Motivation Hiring 152

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. Our customers don’t care about our problems, they care about their problems. prospecting.

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. sales training. sales training tip. training tip. customer service. prospecting. sales training. sales training tip.

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 Compensation 220

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 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

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

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Join groups where your customers are going to be. Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join? Sales Prospecting and LinkedIn. Sales Training Tip #199: Network with Linkedin.com. customer service.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

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 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. Sales Training Tip #359: Ideas Mean Nothing…Until… Why Long-Term Thinking is Vital to Your Sales Motivation. customer service.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211