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 been using these tools for years and I generate a tremendous amount of new business from them. Related posts: Why “Social Media” Sucks for Prospecting.

Social Media 189

Social Media Media Strategy Prospecting 189

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 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. Client List. Testimonials. Mark’s Insights on PRICING.

Social Media 157

Social Media Media Motivation Prospecting 157

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

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

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 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, Prospecting. Sales Tool. August 2010.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

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

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 Pipeline

AUGUST 5, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. Prospecting. Sales Tool.

Pipeline 275

Pipeline Hiring Travel Twitter 275

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. 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. September 2009. August 2009.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

JANUARY 18, 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 253

Pipeline Cold Calling Hiring Compensation 253

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. Prospecting.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

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 11, 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 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

AUGUST 10, 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.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

FEBRUARY 24, 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 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

NOVEMBER 16, 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 Cold Calling Hiring Compensation 240

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

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

FEBRUARY 8, 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 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

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. The problem with social media is it is merely a whole group of people running from one neat software tool to another one.

Social Media 152

Social Media Media Motivation Hiring 152

The Pipeline

MARCH 6, 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 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

MAY 12, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

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

JANUARY 13, 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 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

MARCH 7, 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 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

The Pipeline

MARCH 17, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. Stored in "Did You Just Say.?" , Appointments , Attitude , Cold calling , Prospecting , Tongue in cheek , execution. August 2010. April 2010. March 2010.

Pipeline 228

Pipeline Twitter Cold Calling B2B 228

The Pipeline

JUNE 15, 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 Cold Calling Webinar Metrics Hiring 241

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. August 2009. April 2009.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

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 Pipeline

JANUARY 17, 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.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

The Sales Hunter

NOVEMBER 22, 2011

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

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. Sales Prospecting and LinkedIn.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Pipeline

OCTOBER 14, 2011

December 2009. November 2009. October 2009. September 2009. August 2009. April 2009. March 2009. February 2009. January 2009. With the right tools, measuring the right variables, we can become sales alchemists. Prospecting. Sales Tool. August 2010. April 2010.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

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