The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. How “Social Media” Can Be Part of Your Prospecting Strategy. Feb 09, 2012. I’ve been using these tools for years and I generate a tremendous amount of new business from them.

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. 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

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. Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique.

Social Media 157

Social Media Media Motivation Prospecting 157

The Pipeline

NOVEMBER 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. December 2011. August 2011.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Prospecting. Sales Tool.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Score More Sales

MARCH 14, 2012

Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next. Next actions are the fuel by which a seller can encourage a buyer to move forward. Great comment and question.

Buyer 196

Buyer B2B Call-back Decision Maker 196

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. When you find buyers who are interested in your product, it’s as though you “struck gold.”.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. December 2011. November 2011.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

SBI Growth

NOVEMBER 23, 2012

Worst of all, [The Buyer] knows more about our competition than about us. So I spend a lot of time on the phone educating [the Buyer].”. Seth concluded his new company wasn’t producing quality content to inform their Buyers. Creates cheat sheets and sales tools because the ones from Marketing are useless. Well, it’s true.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI

JULY 22, 2014

In 2012 it grew to around 350. 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. Which tools are you most excited about?

B2B 123

B2B Tools Top of Funnel Marketing 123

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What are we trying to accomplish? This is where we see a big issue.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. March 2nd, 2012. Sign up for our Email Newsletter.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. Resistance to the Cloud.

CRM 238

CRM Outbound Tools Study 238

Pointclear

SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. And I’m not saying that these tools replace good selling, but they certainly augment it. She says the use of sales intelligence tools is good examples of technology that is critical to sales success today.

Buyer 154

Buyer Social Media Hiring Inbound 154

SBI

DECEMBER 15, 2020

Prior to 2020, sales development reps used about 6 tools on average. Many sales leaders now recommend up to 11 tools in the “essential” tech stack—some say you should have 30. Why so many tools? But there aren’t many strong tools to support during because of the distraction factor. Make Access to Knowledge Possible.

Conversion 127

Conversion Sales Cycle Energy Tools 127

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. 92 percent of B2B buyers use social media to engage with industry thought leaders. The prospect doesn’t know you and doesn’t expect to hear from you. Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

JANUARY 16, 2013

Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. They are usually told what their tools are – or are not.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Additionally, you’ll have more insight into your prospect. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

Score More Sales

JUNE 26, 2012

No longer can it be ignored that buyers are searching online for solutions long before they find out who you are. Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Score More Sales

APRIL 29, 2013

There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Most sellers do not follow-up enough.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Score More Sales

AUGUST 6, 2012

Sales reps are searching as many as 15 different data sources for information on customers and prospects. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Reps are on information overload. You can download the study here.

Data 197

Data CRM Survey Study 197

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Time is the greatest negotiating tool you have. prospecting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. FREE Resources.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate. prospecting. Archives Select Month March 2012. February 2012. Negotiation.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Score More Sales

JUNE 12, 2013

Most people know how to identify prospective customers or clients and they track them in a CRM system with next actions set. There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Don’t stop with social tools, though.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Speaking with and evaluating prospective vendors (85%). Quantify price / value relationship – buyers are looking for deals, and can fixate on purchase price if not careful.

ROI 79

ROI Vendor Survey Proposal 79

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Are my prospects a tightly defined group or is it wide and dispersed?

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. prospecting. Archives Select Month March 2012. February 2012. January 2012.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

Score More Sales

MARCH 14, 2013

Many have closed new business as a direct result of using LinkedIn as a serious tool. Prospect research is the most frequent LinkedIn activity. These users feel that LinkedIn is an essential business tool. More than 80% of the Top Sellers surveyed in the book have created and use highly targeted prospect lists.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. 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.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The ROI Guy

APRIL 25, 2012

There is a new breed of buyer, who is more in control, skeptical and frugal than ever before, a condition we call Frugalnomics ,” said Tom Pisello, CEO and Founder of Alinean. “In The Alinean tools help answer the key purchasing decision questions of “Why Change?”, “Why Now?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

Score More Sales

APRIL 2, 2012

If you do not know how, take a class or read some of the great e-books and blog posts on how to make LinkedIn a prospecting tool WITHOUT a desperate attack on just anyone you may be connected to through a LinkedIn Group. Hope is not a strategy in 2012. This is a 1999 sales tactic and it needs to stop. Do better, people.

Inside Sales 186

Inside Sales Webinar Metrics Outbound LinkedIn 186

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) Whichever method you subscribe to, you must know that you need many more potential opportunities than actual “deals done” , since not everyone you think will become a buyer through you and your company will.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Score More Sales

APRIL 30, 2012

Selected means that he’s been told by the prospect that they will work with him.) Whichever method you subscribe to, you must know that you need many more potential opportunities than actual “deals done” , since not everyone you think will become a buyer through you and your company will.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Purchasing Departments and Buyers. Jan 05, 2012. For other people in sales, the book is good and will serve as an excellent resource tool to help reinforce in your mind what it takes to be a top performer. prospecting. February 2012.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163