The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. discounting.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Small Goals Now Mean Big Results in 2012. But still continue to read my strategy for helping you achieve your 2012 goals. Many of you are starting now to get a sense for what your 2012 goals are going to be. discounting. prospecting.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The Best Way to Get Ready for Your 2012 Price Increase. The best way to get ready for your 2012 price increase? discounting. prospecting. Archives Select Month March 2012. February 2012. January 2012. E-mail RSS.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects? I think the great questions are the ones that determine if the prospect is even a valid prospect. Client List. Testimonials. Negotiation.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 5 Secrets to Get Better Prospecting Leads. Jan 04, 2012. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Client List. Testimonials. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

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

APRIL 19, 2012

Negotiating with the prospect or offering a discount to a prospect to entice a sale is absolutely pathetic. When you’re prospecting, you’re in the phase of the relationship where you’re trying to determine what the customer is looking for. Copyright 2012, Mark Hunter “The Sales Hunter.”

Negotiation 186

Negotiation Prospecting Discount Up-Sell 186

The Sales Hunter

JUNE 26, 2012

Sure, I won’t discount the value of good lead sources, but what I will say is I’ve watched far too many salespeople botch good leads — and great salespeople turn what appear to be poor leads into great customers. Many salespeople have the belief they can somehow do all of their prospecting with email. Confidence.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

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. Feb 09, 2012. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

APRIL 20, 2012

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and other salespeople offer discounts all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Sure it does. Not a good idea.).

Prospecting 217

Prospecting Customer Hiring Discount 217

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. As a salesperson, though, you would be foolish to not recognize what is unique about this time of year when it comes to prospecting.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

MAY 23, 2012

If you have your doubts, I encourage you to trust me and realize that better prospecting does equal better profits. Salespeople regularly tell me that finding quality prospects and keeping their pipeline full is their biggest challenge. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Prospecting 163

Prospecting Discount Webinar Metrics Pipeline 163

The Sales Hunter

JULY 14, 2012

Everyone is looking for a discount. Far too many salespeople are willing to give in and give a new customer a discount thinking it’s what is needed to close a sale. Don’t get me going regarding what I think of discounting. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Discount 176

Discount Tools Prospecting Benefit 176

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. Feb 01, 2012. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

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 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? Feb 14, 2012. 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.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. discounting. prospecting.

Social Media 157

Social Media Media Motivation Prospecting 157

The Sales Hunter

MARCH 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Mar 03, 2012. Thinking about a prospect is not prospecting. Prospecting starts when you make the call. Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation: Are You Dealing with Prospects or Suspects?

Motivation 250

Motivation Hiring Ideal Customer Profile Negotiation 250

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 20, 2012. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The ROI Guy

APRIL 25, 2012

As we wrap up the first quarter of 2012, economic fears over the European debt crises and emerging country slowdowns are having a significant impact on IT spending, this according to new Gartner research findings. In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. this year.

Trends 70

Trends Discount Survey Sales Cycle 70

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Mar 02, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. prospecting. Il Commerciale - The Salesman © says: March 6, 2012 at 2:33 am. [.] Client List. Testimonials. FREE Resources. Sales Articles.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Maybe they can even get referrals from those lost prospects. Plus, we become flagrant discounters. Collapse the sales process.

Account 189

Account Referrals Sales Qualified Lead Quota 189

The Sales Hunter

FEBRUARY 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 02, 2012. Sales leadership is being able to ask customers and prospects questions that both you and the customer are not going to know the answer to. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. Sales Motivation: When is One of the BEST Times to Prospect?

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

The Sales Hunter

APRIL 7, 2012

In recent blog postings, I have talked a lot about sales prospecting. I know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Discounting to Create Cashflow? We are a fourth of the way through 2012. A Better Approach with Purchasing Departments.

Buyer 176

Buyer Discount Up-Sell Motivation 176

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 15, 2012. Like many of the salespeople I meet, I believed that discounting was a valid way to secure a customer that would then become a “long-term” customer. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 163

Motivation Discount Ideal Customer Profile Negotiation 163

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. discounting. prospecting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 21, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 21, 2012. Well, the salesperson who doesn’t discover what the customer wants will always be quick to discount price in order to get the sale. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting.

Motivation 147

Motivation Ideal Customer Profile Hiring Discount 147

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 24, 2012. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales. Client List. Testimonials.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 16, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. prospecting. One Response to “5 Deadly Sins People Make When Networking” Ted Rubin says: March 3, 2012 at 10:39 pm. E-mail RSS.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. To all of the prospects I’ve talked to this past year — thank you for your time. discounting. prospecting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 21, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” Related posts: 5 Secrets to Get Better Prospecting Leads. Prospecting for Clients: Getting Referrals. Why You Should Prospect During the Holidays.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 18, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. prospecting. Il Commerciale - The Salesman © says: February 3, 2012 at 7:58 am. [.] SalesPractice says: January 19, 2012 at 12:36 am.

Cold Calling 209

Cold Calling Motivation Ideal Customer Profile Negotiation 209

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 08, 2012. This all just creates a vicious cycle of discounting. Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Training Tip #383: Discounting Costs You More Than You Realize. discounting. prospecting.

Ideal Customer Profile 158

Ideal Customer Profile Negotiation Hiring Discount 158

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 23, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. prospecting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Ideal Customer Profile 203

Ideal Customer Profile Negotiation Hiring Facebook 203

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 27, 2012. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. prospecting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter.

Sales Management 204

Sales Management Training Hiring Ideal Customer Profile 204

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The Power of the “Ultra-Price Package” Feb 28, 2012. Your customer will be less likely to ask for a discount, because they believe they are already getting a good deal. You will be less likely to discount at this level.

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137