The Sales Hunter

JANUARY 17, 2012

Jan 18, 2012. Cold-calling with the telephone works when it’s combined with tools including email, regular mail, business media (aka: social media) and other tools. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. Il Commerciale - The Salesman © says: February 3, 2012 at 7:58 am. [.]

Cold Calling 209

Cold Calling Motivation Ideal Customer Profile Negotiation 209

Fill the Funnel

SEPTEMBER 17, 2012

Traditional online presentation and video tools lack something very important to a successful delivery – You! An innovative new web tool that adds you and your wonderful presence to your story is now out of beta and ready for you to explore. Introducing 9Slides.com. Only 50 and then it is gone, so don’t wait. .

Video 131

Video Tools Microsoft Ideal Customer Profile 131

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Download Your Persona Based Forecasting Tool Here. Here are the recommended steps you should take to improve your CRM forecast accuracy: Using all of your 2012 CRM data, segment by Buyer Personas. Meanwhile your CFO sees it as ½ empty.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

The Sales Hunter

JANUARY 12, 2012

Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. ” Copyright 2012, Mark Hunter “The Sales Hunter.”

Social Media 157

Social Media Media Motivation Prospecting 157

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

The Sales Hunter

NOVEMBER 22, 2011

Time is the greatest negotiating tool you have. discounting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Once you give the customer a lower price, they’ll expect it each time. The more you can know about the customer’s timeline, the better.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

JANUARY 6, 2012

January is “Prospecting for Sales Month” Jan 06, 2012. Using senior level people early in the year as a tool to open up new opportunities will result in big payouts later in the year. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. Archives Select Month March 2012. January 2012.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

DECEMBER 16, 2011

Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. discounting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Keep a journal and record your successes and the goals you achieve. cold calling. leadership.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

DECEMBER 3, 2011

Since you can’t see them, you don’t have the advantage of using body language as a tool to help you negotiate. discounting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Unless there is no other way, avoid negotiating anything over the telephone.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Sales Tool. December 2011.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The ROI Guy

APRIL 25, 2012

Alinean interactive value selling and marketing tools help B2B sales professionals and prospects fight Frugalnomics, by provoking prospects to take action, tallying the “cost of doing nothing” and cost-justifying proposed solutions. The Alinean tools help answer the key purchasing decision questions of “Why Change?”, “Why Now?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

The Sales Hunter

JANUARY 5, 2012

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. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting. Archives Select Month March 2012. February 2012. January 2012.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Sales Hunter

NOVEMBER 19, 2011

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. discounting. Archives Select Month March 2012. February 2012. January 2012. cold calling. customer service.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

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. Sorry, no way.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

The Sales Hunter

DECEMBER 15, 2011

It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. In my own business, I’ve been using these tools for years and I generate a tremendous amount of new business from them. What about Plaxo and dozens of other second-tier networking tools — same thing.

Social Media 152

Social Media Media Motivation Hiring 152

The Pipeline

JULY 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. Websites can be amazing sales tools.

Pipeline 243

Pipeline Twitter Discount Hiring 243

The Sales Hunter

DECEMBER 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. Focus on the highest potential market segments, and develop segment-specific processes and tools to help you reach the market in the most cost-effective way.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

JULY 17, 2012

When the customer has a very positive perception about you and what you sell, they are going to be much more willing to pay full price and far less likely to be looking for a discount. Use the pad as a reference tool you refer to each time you’re about to start a sales call. Copyright 2012, Mark Hunter “The Sales Hunter.”

Journal 183

Journal Discount Positioning Motivation 183

The Sales Hunter

DECEMBER 17, 2011

I use Linkedin a lot as a tool to generate business, but also to get feedback and input on ideas and topics I’m working on. discounting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Let me share with you an example. Year-End Sales Blitz! leadership.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. They wanted a document solution tool which would provide analytics and reporting, merge with their existing systems, and would be fit to scale. You offer a discount. What did you do wrong?

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Sales Hunter

NOVEMBER 21, 2011

In his new book The Best Damn Management Book Ever: 9 Keys to Creating Self-Motivated High Achievers , Warren Greshes presents the notion that people cannot be motivated, that motivation only comes from within and savvy managers give their workers the tools, ideas and techniques to motivate themselves. discounting. February 2012.

Motivation 185

Motivation Training Hiring Ideal Customer Profile 185

The Sales Hunter

FEBRUARY 6, 2012

Feb 06, 2012. Methodology: A system of strategies, principles, rules, guidelines, tools, learning approaches, language, and evaluation methods for selling. discounting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Contact Mark. E-mail RSS.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

NOVEMBER 12, 2011

My view of phone sales scripts is they’re an essential tool if you expect to be successful in selling over the telephone. discounting. Archives Select Month March 2012. February 2012. January 2012. © 2010-2012 The Sales Hunter. Others say the days of using a script are long gone. cold calling.

Motivation 171

Motivation Hiring Ideal Customer Profile Negotiation 171

The Sales Hunter

AUGUST 26, 2012

At the same time, if you routinely bring additional subjects up in the meeting that are not on the agenda, the sales team will begin to discount the value of the agenda. Use the agenda for what it is – a tool to help keep things focused and for everyone in the organization to see the value of being organized.

Sales Meeting 170

Sales Meeting Meeting Distribution Discount 170

The Sales Hunter

NOVEMBER 28, 2011

Assessment tools can assist here to identify successful sales characteristics. Assessment tools can also be beneficial here to offer a comprehensive “second opinion” that can help managers make informed decisions. discounting. Archives Select Month March 2012. February 2012. January 2012.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. Sales Tool.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

NOVEMBER 11, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Sales Tool. Your email address will not be shared. December 2011.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Pipeline

JANUARY 13, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This easy to achieve with or without the latest tools or apps, all you need to know is a crayon and some paper, as long as you poses the second element, accountability. Sales Tool. Your email address will not be shared.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Understanding the Sales Force

NOVEMBER 12, 2012

Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard. Most of us will buy when we need something and won't buy something we don't need just because it is discounted. c) Copyright 2012 Dave Kurlan The bad news is that not much has changed. Register.

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

Understanding the Sales Force

NOVEMBER 12, 2012

Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I've ever heard. Most of us will buy when we need something and won't buy something which we don't need just because it's discounted. c) Copyright 2012 Dave Kurlan The bad news is that not much has changed.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

Anthony Cole Training

APRIL 19, 2011

sales tools (25). As a "tenured" sales person, it is easy for me, and maybe easy for you, to discount all the noise about selling and Sales 2.0. Leverage social-media tools effectively. Join Tony for the Cincinnati Chambers 2012 Sales Team in Training Series! © 2012 www.anthonycoletraining.com. Salesforce (2).

Hiring 181

Hiring Ideal Customer Profile InsideView Webinar Metrics 181

The ROI Guy

JANUARY 15, 2013

The result: More competitive losses, as Buyers don’t properly frame your differentiating value and commoditize the offerings, Longer decision cycles as Buyers struggle to properly understand the “cost of doing nothing” and value of change, More discounting, as purchase price becomes the key differentiator.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

The Pipeline

MAY 23, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. For a nominal monthly charge of $49 they will deliver 100 LinkedIn connections per month, you want 200, you get a discount price, only $89 per month. Sales Tool. Your email address will not be shared. December 2011. October 2011.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

MAY 13, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. January 24th, 2012. January 24th, 2012. Sales Tool. August 2011.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

SBI

JUNE 11, 2013

By now, you’ve probably heard of iSell from OneSource which is a great tool for finding contacts, and conducting prospect research. whose revenue was greater than $100,000 in 2009 and no less than $2,000,000 in 2012. You can do that with the tools in today’s blog. Along with iSell, you might consider delving into the Inc.500/5000

Ideal Customer Profile 111

Ideal Customer Profile Revenue Company Decision Maker 111

The ROI Guy

JANUARY 8, 2013

This represents a significant uptick in spending growth from the anemic 2012 rate of only 1.2%. In fact, Gartner predicted that 2012 growth was going to be 3.7% So will Gartner’s rosier IT spending growth predictions ring true into the New Year, or will the figures again be discounted as the year progresses?

Proposal 71

Proposal Decision Maker ROI Lead Rank 71