The Sales Hunter

MAY 10, 2012

Sales prospecting can be very difficult, but why make it any harder on yourself by having a bad attitude? Too many salespeople fail to realize how much they’re destroying their sales prospecting results due to their attitude. The best example I can share with you is the late night hotel front-desk clerk.

Prospecting 181

Prospecting Hotels Travel Intent 181

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. That’s the “sale”. 2) LinkedIn or other warm connection.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. That’s the “sale”. 2) LinkedIn or other warm connection.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. This means that regularly we get new sales opportunities through a combination of Twitter and LinkedIn. Our results have exceeded even my optimistic expectations.

Twitter 232

Twitter Strategy Prospecting Promotion 232

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. Best way to understand the engagement process is by giving you an example. Objective here is to be able to engage the customer in dialogue after the sales call. Again, what you’re doing is engaging the prospect.

Prospecting 212

Prospecting Customer Insurance Insurance 212

The Sales Hunter

MARCH 29, 2012

Yes, you can prospect using voicemail. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. An example might be, “I’d be happy to share with you the latest findings as to how you respond to recent changes in the labor laws.”

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

Understanding the Sales Force

NOVEMBER 15, 2012

Understanding the Sales Force by Dave Kurlan We've all been on planes when they tell us to put our electronic devices into airplane mode so that the devices - your laptops, ipads, ipods, kindles and phones - do not send a radio signal looking for a connection. Prospects must think that salespeople are morons. Scary stuff!

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

The Pipeline

DECEMBER 26, 2012

There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view. While it is true that sale cycles tend to transcend numbers on a calendar page, people do have a habit of marking time, change and commitment to specific dates, especially the new year.

Referrals 326

Referrals Maximizer Sales Cycle Quota 326

The Sales Hunter

JUNE 16, 2012

How many times have you spent too much time with what you thought was a great prospect, only have them wind up being a suspect? If you can’t tell the difference, there is no way you will ever achieve any level of success in sales. There are two ways you can validate a prospect. ” Sales Motivation Blog.

Prospecting 197

Prospecting Intent Motivation Objections 197

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

MTD Sales Training

JANUARY 5, 2012

As a result, there are tons of training and tips on how to handle such obstacles as well as many alterative prospecting avenues. When the prospect picks up the telephone, you are instantly in their living room, their office or perhaps their bedroom! Is this a sales call?”. The prospect simply had no control over your entrance.

Cold Calling 276

Cold Calling Prospecting Gatekeeper Face-to-face 276

The Pipeline

DECEMBER 27, 2012

There numerous histories and origins attributed to Boxing Day, so it’s only proper that we add to tradition from a sales point of view. While it is true that sale cycles tend to transcend numbers on a calendar page, people do have a habit of marking time, change and commitment to specific dates, especially the new year.

Referrals 222

Referrals Maximizer Sales Cycle Quota 222

The Sales Hunter

FEBRUARY 13, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. Sales Amateur or Sales Professional?

Hiring 164

Hiring Ideal Customer Profile Negotiation Facebook 164

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Success , Sales Technique , execution.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

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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. Younger sales reps tend to be more used to an interruption-based work day filled with texts, chat, some e-mail and perhaps phone calling all as a part of their day.

CRM 238

CRM Outbound Tools Study 238

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JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. Increase Opportunities.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. STOP Letting Customers Control Sales Negotiations.

Negotiation 190

Negotiation Ideal Customer Profile Customer Hiring 190

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MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. Increase Opportunities.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Understanding the Sales Force

AUGUST 2, 2012

Understanding the Sales Force by Dave Kurlan It's not really the price as much as it's the context for which that price is provided. Let's take mobile apps for example. If the salesperson says that their solution is only $5,000 per person, the prospect immediately views this as an expense - and a costly one at that.

Comparison 251

Comparison Closing Retention Examples 251

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 16, 2012.

Networking 222

Networking Motivation Hiring Ideal Customer Profile 222

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. B2B Phone Sales Cold-Calling: It Still Works!

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Understanding the Sales Force

OCTOBER 12, 2012

Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. Some examples of "there" exist right here in the USA! It prevents salespeople from asking a lot of questions, tough questions, pushing back and challenging their prospects. Don't believe me?

Comparison 263

Comparison Exact Sales Examples 263

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APRIL 15, 2013

“You have two ears and one mouth for a reason,” said my sales manager years ago, and it wasn’t the first time he had said it. Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?”

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

SBI Growth

FEBRUARY 6, 2013

It is the first night of sales kickoff for a $400 million communications company. My sales force tells me they can’t make it. Before that I spent a small fortune on sales training. Did you know that I personally made 27 sales calls this year? All 2012 did was buy me some time. I knock on door 1107. No kidding Greg.

Banking 288

Banking Software Software Competition 288

Sales Hacker

DECEMBER 29, 2022

I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer. Solution selling is a sales methodology in which the seller diagnoses the prospect’s problems or pain points and presents their product as a solution to that problem. Table of contents.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Impact Questions , Interactive Selling , Negotiations , Price , Sales Strategy , Sales Success , execution. Sign up for our Email Newsletter.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Sales Hunter

NOVEMBER 5, 2012

Do you plan your sales calls to get you to 100% of your number or do you plan your sales calls to get you to something higher? Yes, Sandy is an extreme example, but even putting the extreme aside, there are always circumstances for which we need to prepare. Copyright 2012, Mark Hunter “The Sales Hunter.”

Travel 192

Travel Call-back Motivation Sales 192

The Sales Hunter

DECEMBER 23, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. prospecting.

Ideal Customer Profile 180

Ideal Customer Profile Motivation Customer Negotiation 180

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JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Influencer Case Study Sports 171

Understanding the Sales Force

JULY 26, 2012

Understanding the Sales Force by Dave Kurlan One of my clients owns a Mexican company that provides phone, video conferencing and surveillance equipment to integrators and end-users. Yesterday, when I asked if he had rectified the problem, he said he hadn't so I asked for an example of a follow-up call he needed to make but didn't.

Follow-up 243

Follow-up Face-to-face Sales Cycle Up-Sell 243

Selling Essentials RapidLearning Center

JUNE 29, 2023

Most sales professionals have heard anecdotal talk about body language and what it signals. But research does show there are behaviors and gestures that play a role in whether a new prospect considers you to be trustworthy. The researchers noted that all of the behaviors that eroded trust were examples of “avoidant” behavior.

Study 52

Study Face-to-face Video Research 52

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NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. Inconsistent prospecting activity – low impulse control or delayed gratification.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 10, 2012.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

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NOVEMBER 1, 2012

Are you a seller or sales leader? We are all starting to look forward to the next “best year ever” and in fact some sellers will ramp down their prospecting in favor of deal closure and future year planning. Jot down what 3 realistic goals are over the next 60 days - they can be pulled from your existing sales plan.

Outbound 216

Outbound Influencer Revenue Lead Management 216