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

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. Try free tools to help monitor activity of your buyer – companies and individuals.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Pipeline

MAY 23, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. What happens when social-ism meets capital-ism? Prospecting. Sales Meetings. Sales Tool. 3 R’s of Prospecting Success. December 2011.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. December 2011. November 2011.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Prospecting. Sales Meetings. Sales Tool.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

MARCH 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Prospecting. Sales Meetings. Sales Tool.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

APRIL 8, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Battle Reparation Tactics Meet Marketplace Strategies. Show them you’re willing to meet their needs and you’re building bridges. Battle Reparation Tactics Meet Marketplace Strategies [link]. December 2011.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

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

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. Close for the meeting.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SBI

DECEMBER 15, 2020

Prior to 2020, sales development reps used about 6 tools on average. Many sales leaders now recommend up to 11 tools in the “essential” tech stack—some say you should have 30. Why so many tools? But there aren’t many strong tools to support during because of the distraction factor. Remote meetings are still meetings.

Conversion 127

Conversion Sales Cycle Energy Tools 127

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. Set the days of the week and the duration of these meetings. All Rights Reserved.

Tools 121

Tools Top of Funnel Ideal Customer Profile Call-back 121

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

SBI Growth

NOVEMBER 23, 2012

Creates cheat sheets and sales tools because the ones from Marketing are useless. Download a time study tool at this event. Figure out how much time you spend creating your own Content Marketing tools. This is how I will meet your goals. Technical product fact sheets and manuals your prospects don’t care about.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

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. Ken@AcumenMgmt.com. How to leverage the power of social media networks. •

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. But there are a couple major caveats: Too much time online means not enough face time with clients, prospects, and referral sources. He advises: “Make friends first, do business last.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

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 115

Solutions Selling Exact Buyer Sales Methodology 115

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Second Stat of the Day : You are almost 5 times more likely to schedule a first meeting if you have a personal LinkedIn connection. Hands down. Still not convinced?

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

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. It’s well known that by the time a prospect engages a salesperson, they’ve already done 70-80% of their research on their own.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

SBI Growth

FEBRUARY 3, 2013

This post describes the Social Seller's strategy to grow their prospect list through LinkedIn. I provide the Account Networking Tool to build a referral database around your customer. They’re missing the real value of the platform: it’s a sales tool. LinkedIn provides tools that facilitate social gifting. Find the link.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Your prospects and customers are doing the same. Your prospects and customers are doing the same. Let’s assume you have a meeting with a big prospect.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

A Sales Guy

JANUARY 18, 2012

They still have to feel the solution will meet their needs. The tools available to influence the sale and how we sell have changed. There are more tools available to help people sell than ever before. Capitalizing on these tools is where the win will be. It keeps you on your prospects and customers radar.

Tools 109

Tools Social Media Lead Generation Media 109

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. Prospecting. Sales Meetings.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

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

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble. Download this Sales Metrics that Matter Tool and go into the office armed with data they want. The storm clouds have passed.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. Prospecting. Sales Meetings.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. Your email address will not be shared. December 2011.

Pipeline 275

Pipeline Hiring Travel Twitter 275

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 Meetings. Sales Tool.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

The Pipeline

FEBRUARY 24, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The sales person armed with a wheel full of “synergies”, “efficiencies”, and “value propositions”, all they are missing is a prospect to drop into the right slot, just like the ball at the casino. Prospecting.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

OCTOBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As a result many reps have developed the habit of having a next step strategy ( or two ) going into any sales meeting. They go through the meeting, executing their plan, and moving towards their next step or advance. Prospecting.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

FEBRUARY 20, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As a result that next step is the most important thing you can get out of any given meeting. Many reps still wait to the end of the meeting to both develop and present the next step to the buyer. Prospecting. Sales Tool.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Make sure you have at least one positive piece of information you can share with each customer you meet. Keeping a journal of your successes can give you a great tool to refer back to anytime you need a lift. prospecting. February 2012.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Pipeline

NOVEMBER 23, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

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

The Pipeline

JANUARY 11, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

JANUARY 18, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting. Sales Meetings. Sales Tool. 3 R’s of Prospecting Success. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253