The Sales Hunter

MARCH 29, 2012

Yes, you can prospect using voicemail. View the message you’re leaving as a tool to build awareness about how you’re different than 95% of all other salespeople. Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. Make it less than 12 seconds.

Prospecting 174

Prospecting Telemarketing Energy Benefit 174

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. There are steps to follow that can make prospecting easy and effective. December 2011. November 2011.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

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. Social media platforms are now your best tools. © MASP - Fotolia.com.

Social Media 134

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

Fill the Funnel

SEPTEMBER 12, 2012

The most frequently used web tool in my tool kit currently is TimeTrade. As I began writing this series, I lined up a list of the newest, most interesting web tools that I have come across in the last few months. Here is an example of one of the appointment settings that I have set up. All Rights Reserved.

Tools 121

Tools Top of Funnel Ideal Customer Profile Call-back 121

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. With many tools comes overwhelm.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Finally, the tools vary and new ones seem to come out daily.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. 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. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Sales Hunter

MAY 29, 2012

The person’s perspective was he doesn’t need to sell because he works on building a relationship with the prospect and then they wind up buying. He was allowing the relationship he created with the prospect to be the foundation for the confidence the prospect needed to make a decision to buy.

Channels 201

Channels Up-Sell Motivation Prospecting 201

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. Much easier to show value to a customer than to a prospect. March 2nd, 2012. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! Prospecting. Sales Tool. December 2011.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

SBI Growth

FEBRUARY 6, 2013

All 2012 did was buy me some time. With a simple tool, a slingshot, he toppled the giant Goliath. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. The first example showed Charlie how the SPB helped launch a new product. We made the number.

Banking 288

Banking Software Software Competition 288

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

SBI Growth

SEPTEMBER 9, 2012

Equip them with tools to succeed. This article provides the insight and access to tools to make a successful transition. We are provided with writing tools and Personas. Evaluate the quality of writing with a content evaluation tool. Below you will see an example content grading template. The answer is simple.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

The Sales Hunter

MARCH 27, 2012

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Here are some examples: 1. These are just three examples. ” Sales Motivation Blog.

Industry 174

Industry Motivation Examples Positioning 174

Score More Sales

JANUARY 8, 2013

Jen also is considered America’s Expert Talker and speaks with corporations about the power of communication internally for a company as well as with customers and prospective customers. When you are calling a prospect, how did you choose the “script” you are using? Let’s be blunt.

Travel 258

Travel Outbound Influencer Buyer 258

The Pipeline

MAY 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2010. . • 85% offer quotes or proposals too early in the sales process. • 86% take prospects at their word – they trust enough to not ask a clarifying question. Your email address will not be shared. December 2011.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Sales Hunter

JUNE 20, 2012

I’ll use myself as an example. And more and more people are using their smart phone as their primary email screening tool. If this is helpful to you, I encourage you to buy my complete Sales Prospecting Program. Click on the below link or the image: Sales Prospecting Strategies that Work!

Selling Skills 192

Selling Skills Study Prospecting Motivation 192

SBI

MARCH 1, 2021

There are some tools out there suited to industries that don’t rely on face-to-face selling (think of a conversation tool like Gong for a company selling software), but those are typically not practical during in-person meetings or for consultative sales conversations, like capital equipment or highly engineered solutions. Likely not.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. There are a million tools out there (Zoominfo) to help with that. We’ll let this example speak for itself. We’ve experienced this no-nonsense attitude firsthand. KeenanTakeover ”. Keenan’s response? Only do what helps you sell.

Journal 171

Journal Influencer Case Study Sports 171

Fill the Funnel

SEPTEMBER 21, 2012

Radius provides the first sales intelligence web tool exclusively focused on the SMB market, “ a huge market – 65% of the U.S. You can now realize the benefits of a strong set of customer data like that available for larger companies including these: Increase Call Performance - Turn cold prospects into meaningful conversations.

Small Business 113

Small Business Small Business Jigsaw Prospecting 113

The Sales Hunter

DECEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Let me share with you an example. 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. prospecting. Archives Select Month March 2012. February 2012.

Motivation 163

Motivation Ideal Customer Profile Hiring Negotiation 163

Score More Sales

AUGUST 14, 2012

Here are a few examples. You can use this idea internally (showcase your sales team, for example) or outside of your organization (showcase your industry or next trade event). I take just 30 minutes going through 5 social tools every morning. I get credit as curator, but they get visibility so they want to share with others.

Social Media 233

Social Media B2B Strategy Media 233

Score More Sales

FEBRUARY 20, 2013

Inconsistent prospecting activity – low impulse control or delayed gratification. Then, when he or she encountered a tough prospect, all their good selling skills went out the window. LR: Can you give me a specific example of how emotional intelligence can help salespeople achieve hard sales results? He goes along to get along.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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. EXAMPLE: You work for a professional services firm and sell services. The third tip talked about setting next actions.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Score More Sales

SEPTEMBER 13, 2012

Customers, partners, prospective customers and employees from around the world participated in a huge but fantastic event. Marketers can replace best guesses with factual information (analytics) courtesy of data their technology team will be offering up dissected and interpreted thanks to new tools being used now.

Company 192

Company Customer Conference Twitter 192

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. December 2011.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Zoominfo

FEBRUARY 25, 2018

Remember, both customers and prospects are following your social channels – don’t miss an opportunity to convert. The rise in social media has led to an increase in social media management tools. Take the American Rifleman for example. On the morning of July 20 th , 2012, the magazine tweeted, “Good morning, shooters.

Social Media 147

Social Media Media B2B Marketing 147

Score More Sales

NOVEMBER 30, 2012

your prospect [helpful, value-added]. You rarely can go wrong with any ONE of these, and if you did the trifecta, well – you could shine this holiday season: THE GIFT OF AN INTRODUCTION (or two) – Who can you connect one of your clients, prospects, or partners to that would help them and their business?

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

The Pipeline

APRIL 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. We were schooled to throw as many prospects in the funnel as we could find.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

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. For example, the first caller was from a hardware/software catalog/online retailer with whom we've done a little business over the years. c) Copyright 2012 Dave Kurlan Am I judging? Register. (c)

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

The Sales Hunter

AUGUST 2, 2012

For example, if you talk too fast — and it’s difficult for people to follow what you are saying — you can learn to slow down. In the world of sales, your voice is a vital tool! Copyright 2012, Mark Hunter “The Sales Hunter.” Truth is that many negative voice characteristics can be improved.

Face-to-face 168

Face-to-face Exercises Coaching Positioning 168

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Prospecting. Sales Tool.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Score More Sales

MARCH 28, 2013

Your LinkedIn profile now is an Inbound marketing tool for you and your company. 4) As a value-added gift to clients and prospects, remind them about getting their recommendations and endorsements upgraded. Post your success stories about them here, as that helps others with real life examples.

LinkedIn 237

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 237

MTD Sales Training

NOVEMBER 29, 2011

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers. “Sean is an inspiring and well prepared presenter. Happy Selling!

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. For example, if I can get a buyer to see that my training will bring in an extra three sales a year, and he tells me that each nets $1,200, that’s $3,600. Prospecting. Sales Tool. 3 R’s of Prospecting Success.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271