The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” No, this means actively calling on prospects.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

MTD Sales Training

NOVEMBER 29, 2011

Our 2011 Sales Summit was held on Thursday 17 th November in Heathrow, and with over 100 UK and international sales professionals in attendance it certainly was a packed day. . Guests, of course, were very keen to see this session in particular, as this is fast becoming one of the biggest successes of Sean’s recent accomplishments. .

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

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

The Pipeline

FEBRUARY 4, 2020

In a piece I posted on July 19, 2011 , I questioned another mainstream piece forecasting a dramatic decline in B2B sellers and the nature of their role. More roles, more tools, more input, more enablement, more you name it, yet the CSO Insight, it is not leading to more on a performance basis. Buyer Driven. Smaller Treadmills.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Pointclear

JANUARY 26, 2012

According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

The ROI Guy

MAY 4, 2011

Improving sales’ ability to show benefits / value to prospects is the number one tactic to drive B2B sales performance in 2011, according to a recent survey by CSO Insights. This condition, termed “frugalnomics”, requires that sales professionals adopt new tactics, to connect, engage and sell to today’s more economic-focused buyer.

Buyer 60

Buyer Proposal Survey ROI 60

SBI

JULY 22, 2014

In 2011, the map contained approximately 100 companies. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years. It’s my pleasure to announce our upcoming, inaugural issue of the Top 40 Marketing Tools guide.

Tools 123

Tools B2B Top of Funnel Marketing 123

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. Buyers have unprecedented tech choices, making the martech landscape more competitive than ever. Today, that chart contains nearly 10,000 logos.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

The Pipeline

MAY 13, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. For Email Newsletters you can trust.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Dec 03, 2011. Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate. Copyright 2011, Mark Hunter “The Sales Hunter.”

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

AUGUST 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. February 2012.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

AUGUST 8, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. This why, the next step is the objective of any interaction with a buyer. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

MARCH 2, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. February 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. Step #2 – Build Buyer Personas. So the next critical step is building Buyer Personas. User Prospect – Buyer(s) who will be using the solution. Don’t skimp.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The Pipeline

FEBRUARY 6, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Questions create interesting experiences for people, and don’t forget, buyers are people. For Email Newsletters you can trust. February 2012.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

FEBRUARY 8, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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

OCTOBER 26, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Prospecting. Sales Tool. 3 R’s of Prospecting Success. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Nov 22, 2011. Time is the greatest negotiating tool you have. Copyright 2011, Mark Hunter “The Sales Hunter.” prospecting. December 2011. November 2011. August 2011.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Dec 16, 2011. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. Copyright 2011, Mark Hunter “The Sales Hunter.” prospecting.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Pipeline

JANUARY 27, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Dec 15, 2011. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Nov 19, 2011. Copyright 2011, Mark Hunter “The Sales Hunter.” Sales Prospecting and LinkedIn. prospecting. prospecting. December 2011. November 2011.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

SBI Growth

JULY 7, 2013

In 2011, 57% of the Buyer’s Journey was completed before first contact with a sales rep. In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? A byproduct of today’s buyer experience is information overload. With so much coming at the buyer, how does a marketer stay relevant?

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

The Pipeline

DECEMBER 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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

MAY 6, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. May 6th, 2011.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

AUGUST 22, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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

JUNE 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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

JANUARY 16, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. As long as the buyer thinks that they are different and unique, they will be stuck in that mode and rarely move to buying. February 2012. January 2012.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

AUGUST 24, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Prospecting. Sales Tool. 3 R’s of Prospecting Success. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

OCTOBER 10, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Your message is resonating with buyers earlier in their buying process. Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. Social Selling is not simply a tool for driving increased revenue, though.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The Pipeline

APRIL 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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 Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Dec 19, 2011. 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.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Pipeline

FEBRUARY 15, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Prospecting. Sales Tool. 3 R’s of Prospecting Success. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JULY 18, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. The key is that buyers don’t care which side is communicating with them, they care about what’s in it for them as they work toward solving business problems.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217