Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. Find triggers that affect your prospects, and tie them into your messaging.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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

JUNE 13, 2012

Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. If you want greater success in prospecting — and more sales! Focus by key industry. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 206

Prospecting Automotive Health Care Segment 206

Score More Sales

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. Try searching for topics and terms in your industry. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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

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

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

HeavyHitter Sales

JANUARY 1, 2012

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Closing Techniques Using Sales Linguistics » January 01, 2012. Top 7 Critical Sales Trends for 2012. Top 7 Critical Sales Trends for 2012. What are the top sales trends for 2012? What are the top sales trends for 2012?

Trends 121

Trends Decision Maker Study Analysis 121

The Pipeline

DECEMBER 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Sales Hunter

AUGUST 6, 2012

It’s time to put to rest the belief that unless you know exactly what it is you want to say to a sales prospect, you should not call them. The problem I have with this is that far too many people use it as an excuse to get them out of making sales prospecting calls. Copyright 2012, Mark Hunter “The Sales Hunter.”

Prospecting 182

Prospecting Strategy ACT Exact 182

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Sign up for our Email Newsletter.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Score More Sales

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. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

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. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Sales Hunter

DECEMBER 12, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. When I started DEEB Realty in 1993 after more than 10 years in the real estate business, I decided to build a real estate company that would specialize in treating agents better than they were treated by competitors in my industry. prospecting.

Motivation 147

Motivation Real Estate Training Hiring 147

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. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales.

Social Media 134

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

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. How to create long term profitable client relationships. •

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 03, 2012. However, for some industries it is the best time to call. Copyright 2012, Mark Hunter “The Sales Hunter.” Phone Sales Training: Cold Calling Article. prospecting. sales training. training tip.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

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

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. We predict 2019 will be the year B2B organizations get serious about collecting user data and start using it to dictate action – revealing the most popular features, customers most likely to churn, users in need of additional training and more. Prediction #2: B2B Intent Data will (start to) go mainstream.

Data 196

Data Intent Data Intent Customer 196

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. If you’re in a competitive industry where price and service mean the difference between making a sale and not making a sale, then it’s absolutely essential you don’t allow the holidays to work against you. prospecting.

Ideal Customer Profile 196

Ideal Customer Profile Hiring Negotiation Facebook 196

Score More Sales

MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. Even if my prospective buyer does not answer, I am building trust because I did what I said I’d do. I call on Thursday at 9AM.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. As a speaker and consultant, I spend time with salespeople, managers and company leaders across a wide spectrum of industries. Related posts: Sales Training Tip #406: Never Compromise on Your Personal Ethics. prospecting. sales training.

Motivation 187

Motivation Hiring Ideal Customer Profile Negotiation 187

Score More Sales

MAY 24, 2012

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Prospecting and LeadGen Tools (in no particular order). Subscribe to news services that serve each market your prospects are in. We are assuming you are doing inbound marketing in your b2b business.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The beauty of the articles is they contain the same techniques and ideas I’ve shared with thousands of salespeople across numerous industries. prospecting. sales training. sales training tip. training tip. February 2012.

Negotiation 190

Negotiation Motivation Hiring Ideal Customer Profile 190

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 10, 2012. Other times, sales negotiations should be seen as opportunities to take a stand or to send signals to a customer or even an industry as to how you will behave. Copyright 2012, Mark Hunter “The Sales Hunter.”

Negotiation 181

Negotiation Motivation Strategy Hiring 181

Score More Sales

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. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI

MARCH 1, 2021

Many are in complex industries like manufacturing, machinery, chemicals, and healthcare where reps are accustomed to in-person meetings where they can engage in the dialog necessary for effective consultative selling. Industries where collecting data was more problematic (i.e. Will they make the most of this opportunity? Likely not.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Sales Hacker

OCTOBER 13, 2022

The sales profession often drives people away because its training methods need updating. And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. In 2012, Daniel Pink proposed a new ABCs of selling in his book, To Sell Is Human: Attunement, Buoyancy, and Clarity.

Social Media 88

Social Media Ideal Customer Profile Lead Rank Lead Scoring 88

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Let’s get this straight — the sales industry is about helping people. prospecting. sales training. sales training tip. training tip. Archives Select Month March 2012. February 2012. January 2012.

Ideal Customer Profile 190

Ideal Customer Profile Negotiation Hiring Facebook 190

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 30, 2012. They wanted to talk about the sexy, glamorous side of the industry. It consists of the most fascinating aspects of your job, company or industry. Related posts: Sales Prospecting: Office Phone or Cell Phone? E-mail RSS.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 10, 2012. You might share with them the latest economic numbers (only if they’re good) or something pertaining to their industry. Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Prospecting: Office Phone or Cell Phone?

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

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. You can accelerate business transformation by 23%. Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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? We talk with frustrated sales reps all the time who want more or better tools for prospecting, analysis, and for helping them do their job better. Don’t just read the post but read all the comments too.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

The Sales Hunter

NOVEMBER 28, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. No matter your position in the sales industry, glean from this post tips you can put in place to excel. Usually only a highly trained interviewer can determine if the candidate is truly cut out for the job and has the potential to succeed.

Hiring 160

Hiring Ideal Customer Profile Negotiation Facebook 160

Score More Sales

MARCH 5, 2013

One is our automatic prospecting tool and the other is Job change alerts. Our prospecting tool, Prospector allows you to use Google to search for LinkedIn contacts, and to easily export them to a spreadsheet so that you can speed up sales campaigning. They allow me to stay in the know about my industry.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Score More Sales

MARCH 8, 2012

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Your prospect. To be successful in complex deals, you must understand why the prospect is looking at solutions now as opposed to before or later.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203