MTD’s MD Named As Top Sales Influencer For 2012

MTD Sales Training

Sean has been named as one of the Top 25 Sales Influencers For 2012 , which he is obviously very excited to know. Sean has been tipped as “one to watch” in 2012, so make sure you log on to the MTD Sales Blog every day to get your quick fix of expert sales knowledge. .

Sean McPheat’s 6 Sales Predictions For 2012

MTD Sales Training

It’s that time of the year again when everyone is second guessing what’s going to happen in 2012 so I thought I’d put together my top 10 predictions for the sales industry. WIIFM will be superseded in 2012 with PISB (Prove I should buy) Demonstrating and explaining “The What” is not enough.

Top 9 Sales Hunter Posts of 2012

The Sales Hunter

Below are what you all thought were the best posts of 2012! 7 Sales Prospecting Ideas that Work. Copyright 2012, Mark Hunter “The Sales Hunter.” Check them out again for great insights that may fuel your sales motivation heading into 2013.

Top Two Marketing Tips from Smarter Commerce 2012 Summit

Score More Sales

Liz shares the importance of building trust before making offers to prospective customers. Click here to view the embedded video. In this time of the “Chief Executive Customer” there has been a lot of talk about specific ways and ideas to help boost revenues.

5 Marketing and Sales Lessons from the Inbound 2012 Event

Score More Sales

I’ve spent time at Inbound 2012, Hubspot’s summit for marketers – an event which is growing dramatically year to year. Users will now have more tools in a convenient location to do everything they need to draw more prospective customers their way.

The Pipeline ? Top 25 Sales Influencers for 2012

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Prospecting.

What do you Know about your Prospect?

Sales 2.0

This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. Persona marketing ends up with marketing people having sheets of paper with fictional prospect characters on them.

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

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?

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Prospecting the Hard Way

Sales 2.0

Customers ProspectingPhoto by delphaber va Flickr. I’m not that keen on banging my head off walls. But some sales people are. Mostly sales people that have been trained in “old school selling techniques”.

Prospecting and the Success Multiple

The Pipeline

The two posts were 8 By 8 and 5 After 5 , and Your Most Important Sales Appointment , both emphasizing the need for a disciplined approach to prospecting. So if you have 15 real prospects in your funnel, you will close three, and twelve will say no, that is your number.

From Prospect To Contact

MTD Sales Training

Account Management Sales Planning Sales Process turn prospects into contactsI often talk about the importance of detailed record keeping and the usage of CRM (Customer Relationships Management) software. Indeed, you need to have a transparent view of exactly what is. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Dreamforce 2012: A Spectacular Spectacle #DF12

Smart Selling Tools

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. The vendors I spoke to said they had higher quality conversations with higher qualified prospects.

How To Handle The Price FIRST Prospect

MTD Sales Training

Two minutes into the sales interaction, the prospect is demanding to know the price. You do what you can do avoid divulging the price too soon, but the prospect insists. Simply ask the prospect if they normally make important decisions in such a manner.

Prospecting by Text

The Pipeline

My friend Keenan, The Sales Guy , is conducting a survey on his blog asking if texting is a viable and legit means of prospecting , please go and participate. It is amazing how little progress there has been in sales over the last couple of years, despite all the talk.

Are You Too Smart for Prospecting?

The Pipeline

Prospecting is a unique skill set, this is why hunters are always in greater demand and earn more than people who can sell but can’t prospect. Doing research on a prospect is a must, you need to know the facts, their potential objectives, opportunities, etc.

How To Handle The Prospect Who Trusts No One

MTD Sales Training

Invariably you will run into prospects who trust no one and are afraid of everything and everyone. Often there is good reason for prospective buyers to share such a sentiment. However, usually the prospect overemphasizes takes these fears and takes them way out of context.

The Reality Of Prospecting Rejection

The Pipeline

Talk to any group of sales people and ask why they don’t like prospecting , specifically cold calling, and rejection is at the top of the list.

SiriusDecisions Summit 2012 Recap: Alignment Key to Revenue & Profit Growth


Synchronize the client/prospect/employee experience across all channels. This year's SiriusDecisions Summit was attended by over 1,100 executives and had to be their most successful event yet. While there, I heard that they plan for 1,500 attendees next year. Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 times more revenue and 6.2 times the profit of average firms.

How do salespeople REALLY scare their prospects?

Bernadette McClelland

How do salespeople REALLY scare their prospects? Your prospects or existing customers may be curious about the solution you have to their inconvenient and expensive problems but is it enough to make them get out their pen and sign your contract?

15 Questions Your Prospect Wants Answered

The Sales Heretic

When it comes to making a buying decision, prospects have a lot on their minds. The challenge is, prospects don’t always voice their fears and doubts. [.]. Sales benefits business buyer concerns consumer doubts fears features prospectWhether they’re consumers or business buyers, they have a lot of fears, concerns and doubts. And as long as those uncertainties remain unresolved, they’re going to be hesitant to buy.

3 Crucial Steps to Help Stop Chasing Bad Prospects

Sales Benchmark Index

The day was extremely productive…until we landed on a prospect he had been calling for 6 months. The prospect was courteous, polite, and even sounded happy. Do you have prospects that are dragging you down? If not – cut bait and move on to more fertile prospects.

Land More Prospects By Broadcasting Your Customer's Voice

Sales Benchmark Index

With so much information at their fingertips, prospects are more empowered. But your job as a sales rep is to influence the prospect's buying decision. What do prospect consume before you interact with them? Causes the prospect to build a preference for them over all others.

Grab Your Chance to Win the Referral Contest of 2012

No More Cold Calling

What’s your best referral story of 2012? That’s way I created my referral contest, The Best Referral Story of 2012. Shorten your sales process by a minimum of 20%, and spend less time prospecting. Convert your best prospects to clients more than 50% of the time.

4 Reasons Why Prospects Fear Cold Calls

MTD Sales Training

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!

Why Networking is Not Prospecting

The Sales Hunter

People love to tell me how they don’t need to prospect , because they already network, and that’s enough, in their opinion. The problem is I can’t rely solely on my network to provide me with the prospects I need , no matter how robust my network is.

How To Push Your Prospect’s Hot Buttons

MTD Sales Training

“Find the prospect’s hot buttons!” “ Push their hot buttons !” Is it to say that as a sales person you should try to discover your prospect’s primary areas of interest? They think, ‘find a benefit the prospect likes and push it to make the sale.’

Why did the last five prospects say no? | Jeffrey Gitomer | Best Sales.

Jeffrey Gitomer

Why did the last five prospects say no? Gitomer | January 10, 2012 | 1 Comment. Tweet Share Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they say no, they’re not telling the truth.

The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

MTD Sales Training

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales Mindset prospecting for new business Prospecting mistakes top 5 B2B prospecting mistakesSales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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How to Nurture Prospective Leads through Remarketing Advertising

Sales Benchmark Index

Those prospects will spend time reviewing your content , then leave to compare your products/services with those of your competitor. A world class marketer today leverages remarketing to recapture those prospective leads.

Are You Over Qualifying Prospects?

MTD Sales Training

You need to spend your time talking to and working with those prospects that CAN do business with you. I talk a lot about qualifying the buyer. So you do need to qualify potential buyers to your minimal levels and try to screen out those that may prove to be a waste of time. However,

Sales Prospecting: Less is More!

The Sales Hunter

Recently I was talking to a salesperson about their sales prospecting process. One of the questions the person asked me was how many people should he be trying to prospect at one time. They think if 30 prospects are good, then 300 would be really good.

2013 will NOT be better than 2012! Unless you do this…

Smart Selling Tools

There are tools for you to: Find prospects from within your social circles. Sales Effectiveness decision influencers lead generation methodical approaches opportunity management revenue velocity sales leads Sales Process Sales Prospecting sales techniques solution selling

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How To Prospect On LinkedIn Through Your Connections

MTD Sales Training

So how exactly do you prospect on LinkedIn ? But these connections might not be potential prospects for you, so how can you get to the key decision makers who you really want to engage with? It quite literally is a prospecting power tool…in the right hands.

How To Use Company Buzz To Prospect And Network On LinkedIn

MTD Sales Training

As always, my focus in these Techy Tuesday blogs is to keep you update to date with the latest and greatest ways you can use social media and other internet based resources to prospect, network and engage with key decision makers online – and this week is no different!

Speed Dating with Your Prospects

The Sales Hunter

Most salespeople – and I’ll put myself in this group – set aside time during the week to make prospecting calls, including following up on leads, etc. To use these small windows of time to your advantage, do what I refer to as “speed dating with your prospects.”

Top Sales Books To Read in 2012

Fill the Funnel

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. ©2012 Fill the Funnel. © MASP -

What To Do When The Prospect Tries To Bash Your Competition

MTD Sales Training

While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. Relived the prospect’s fears.

Even After All Of This “Web Stuff” You Still Need To Engage With Your Prospects

MTD Sales Training

You then directed the prospect to your company website for additional information. Will the prospect have time to talk? Email and other e-prospecting and communication avenues are a critical part of doing business today. Does the prospect speak very fast or slow?

Are all Sales Prospects Worth Your Time?

The Sales Hunter

You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. If not, move them off of your prospecting list and place them on your marketing list. Copyright 2012, Mark Hunter “The Sales Hunter.”

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers? Copyright 2012, Mark Hunter “The Sales Hunter.”