The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why You Should Prospect During the Holidays. Nov 26, 2011. Yes, you can do sales prospecting during the holidays. First thing to realize when prospecting during the holidays is that traditional business methods tend to be ignored.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Pointclear

DECEMBER 20, 2011

Customer acquisition. Here are our guest marketing and sales bloggers along with their ViewPoint posts in 2011: Ardath Albee , CEO, Marketing Interactions eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset. Jim Dickie , Managing Partner, CSO Insights Dealing with the New Customer Acquisition Challenge.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169

The Pipeline

FEBRUARY 22, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 3 R’s of Prospecting Success. Set a schedule to call all the prospects that went to no decision over the last 12 months. Customer Care.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation Targets 216

The Pipeline

MAY 6, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Sales in a New World – Choosing your Customer. We used to go far and wide looking for customers. Choose your customers. May 6th, 2011.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

Pointclear

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs.

Trends 180

Trends B2B Social Media Marketing 180

The Pipeline

MAY 27, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. February 2012. January 2012.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

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 Pipeline

MARCH 30, 2011

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

Pointclear

JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. Hunters will go after new business while farmers will cultivate the customer base. Hunters will go after new business while farmers will cultivate the customer base. Trish Bertuzzi and Laurie Page start the new year off with some surprising predictions.

Inside Sales 185

Inside Sales Top of Funnel Ideal Customer Profile Lead Rank 185

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 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

SalesforLife

SEPTEMBER 30, 2019

Maybe I’m getting older, or becoming more aware, or turning cynical – but the disruption in the Force that I’m seeing is that year by year, more and more sales professionals – whether they’re account executives, customer success leaders, or business development reps – seem to be losing the skill and art of prospecting.

Prospecting 96

Prospecting Face-to-face Quota Cold Calling 96

The Pipeline

AUGUST 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. 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 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Easy Steps to Better Prospecting. Dec 30, 2011. 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. Identify the prospect.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Pipeline

OCTOBER 3, 2011

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

Jeffrey Gitomer

OCTOBER 19, 2011

Ways To Win Prospects And Contacts At A Networking Event. Gitomer | October 19, 2011 | Leave a Comment. ways to win prospects and contacts at a networking event: 1. Write the commitment made on the back of your card — the one that you give the prospect. Customer Loyalty. Online Training. See Jeffrey Live!

Networking 314

Networking Hiring Prospecting Social Media 314

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

DECEMBER 23, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Motivation: Customers Will Always Pay More For Confidence. Dec 23, 2011. Customers want solutions. You could put it another way — what customers want is confidence. Customers buy confidence. Client List.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

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

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. . Sean encouraged his guests to make the most of their sales interactions and gave great direction on how to pre-sell their products.

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

HeavyHitter Sales

NOVEMBER 3, 2011

Best New Sales Book of 2011. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. December 2011. November 2011. October 2011. September 2011. August 2011. IT Sales Strategy: Software, SaaS & Hardware Sales » November 03, 2011.

Penetration 123

Penetration Ideal Customer Profile Software Software 123

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

Score More Sales

DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. by Lori Richardson on December 30, 2011. Great sales and marketing aggregator sites like Focus Top Sales World Smart Selling Tools The Customer Collective Salesopedia Eyes on Sales. Sales Tips and Strategies to Grow Revenues. Consulting.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

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

No More Cold Calling

JUNE 28, 2012

World”—that’s how I met Todd McCormick at the Fall 2011 Sales 2.0 But we all need new business, so the big question is: What are the top sales performers doing to find new prospects? Most of your clients and potential customers use social media to gather information and make connections. Face to Face in a Sales 2.0 conference.

Social Media 267

Social Media Cold Calling InsideView Customer 267

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 07, 2011. 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.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 29, 2011. Will you rely on techniques you used in 2011? Problem is if the techniques you used in 2011 to no avail, then what makes you think using the same techniques in 2012 will yield different results? customer service.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

The Sales Hunter

MARCH 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. We are our customer’s research and development department. Thinking about a prospect is not prospecting. Prospecting starts when you make the call. Regardless of what I’m selling, what the customer is buying first is me.

Motivation 250

Motivation Hiring Ideal Customer Profile Negotiation 250

MTD Sales Training

OCTOBER 20, 2011

What do you do when the prospect wants to hold you accountable for a problem caused by one of your competitors? The prospect had a bad experience with a company that sells the same product as you, and is convinced that doing business with you will have the same result. . Sales Person: “I understand, Mr Prospect.

Fashion 237

Fashion Prospecting Objections Industry 237

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 02, 2011. 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. Copyright 2011, Mark Hunter “The Sales Hunter.” customer service. prospecting.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Pointclear

JANUARY 26, 2012

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Every business needs new customers. 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

MTD Sales Training

OCTOBER 6, 2011

If you have been in the world of professional B2B selling for any length of time, then you have probably had tha t prospect who kept you waiting for 15, 20, 30 minutes or more. Use the incident to enlighten the prospect of the issue without making it an attack. Remember to stay on the same side as the prospect. Happy Selling!

Prospecting 252

Prospecting Insurance Insurance Meeting 252

Jeffrey Gitomer

APRIL 21, 2011

Gitomer | April 21, 2011 | 8 Comments. It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. Online Training. Hire Jeffrey.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Nov 23, 2011. 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. customer service. prospecting.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Pipeline

MAY 20, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. May 20th, 2011.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 14, 2011. Do you want to know exactly what you need to do to end 2011 on a high note? Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer. customer service.

Ideal Customer Profile 172

Ideal Customer Profile Hiring Negotiation Referrals 172

Jeffrey Gitomer

JANUARY 10, 2012

Why did the last five prospects say no? Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth. The customer believed you were not the right choice. Customer Loyalty.

Hiring 219

Hiring Prospecting Social Media Loyalty 219