The Sales Hunter

JANUARY 1, 2013

How’s your sales process? Do you have any sales trash? Sales trash is what I refer to as activities you do that really don’t bring any value to the sales process and ultimately don’t result in MORE sales. Personally, I think 2013 can look better than 2012. ” Sales Motivation Blog.

Motivation 230

Motivation Video Prospecting Sales Process 230

MTD Sales Training

JANUARY 4, 2012

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. Sales Professionals Will Finally Get Around To Using Social Media. Marketing & Sales Alignment For Early Engagement.

Social Media 149

Social Media Negotiation Lead Capture Margin 149

The Sales Hunter

NOVEMBER 17, 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.

Motivation 168

Motivation Survey Hiring Ideal Customer Profile 168

Score More Sales

AUGUST 29, 2012

As a sales-brained person (not marketing-brained) I tend to stay away from marketers, but these last two days have been different and very rewarding. I’ve spent time at Inbound 2012, Hubspot’s summit for marketers – an event which is growing dramatically year to year. Did you get to Inbound 2012?

Inbound 184

Inbound Hubspot Marketing eBook 184

The Sales Hunter

FEBRUARY 27, 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. 7 Sales Prospecting Ideas That Work.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

NOVEMBER 15, 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. FREE Resources.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

Anthony Cole Training

JANUARY 5, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

MTD Sales Training

JANUARY 4, 2012

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. Sales Professionals Will Finally Get Around To Using Social Media. Marketing & Sales Alignment For Early Engagement.

Social Media 120

Social Media Negotiation Lead Capture Margin 120

No More Cold Calling

DECEMBER 7, 2023

In my experience, at least half the people you ask for referrals will introduce you to your ideal prospect. Referred prospects convert to clients a minimum 50 percent of the time (most salespeople tell me it’s closer to 70 percent). 10 people introduce you to your ideal prospect. No more than 20. 5 are a perfect fit.

Referrals 194

Referrals Scale Decision Maker Sales Qualified Lead 194

The Pipeline

JULY 20, 2013

FREE WEBINAR: Getting Prospects to Return Your Calls. Date: Wednesday, July 24, 2012. It’s harder than ever to reach prospects. Today’s super busy, stressed-out prospects don’t answer their phones and hide behind voice mail. How can you sell when you can’t speak directly with your prospect? Time: 12:00 PM ET.

Webinar Metrics 257

Webinar Metrics Cold Calling Prospecting Lead Generation 257

No More Cold Calling

DECEMBER 20, 2012

What’s your best referral story of 2012? That’s way I created my referral contest, The Best Referral Story of 2012. Here’s an alternate (better) sales scenario: You receive a personal introduction from a common connection. Shorten your sales process by a minimum of 20%, and spend less time prospecting. Curious?

Referrals 176

Referrals Cold Calling Sales Qualified Lead Call-back 176

Sales and Marketing Management

DECEMBER 9, 2012

Issue Date: 2012-12-10. Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Author: Dan McDade. read more

B2B 302

B2B Lead Qualification Prospecting Lead Nurturing 302

The Sales Hunter

NOVEMBER 29, 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. Retail Sales Trends. 6 Great Sales Questions to Ask Prospects.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

The Sales Hunter

NOVEMBER 9, 2012

The number one issue people have in sales is sales prospecting — trying to find new customers. I think it ranks ahead of closing, negotiating and every other part of the sales process. Step 2: Engage the prospect. Email is a great prospecting tool, but only when it is used as a tool. That’s it.

Prospecting 206

Prospecting Negotiation Tools Motivation 206

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The Sales Hunter

DECEMBER 13, 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. FREE Resources.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

The Sales Hunter

MARCH 31, 2012

Where are you getting your prospecting sales leads? I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. I will then contend the focus needs to be on the quality of the prospecting sales leads, rather than on the quantity. This is key.

Lead Rank 225

Lead Rank Lead Scoring Leads Marketing Qualified Lead 225

HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors.

Trends 121

Trends Decision Maker Study Analysis 121

The Sales Hunter

JANUARY 6, 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. No, this means actively calling on prospects.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

APRIL 14, 2012

The number one issue salespeople struggle with the most is sales prospecting. Sales prospecting is not easy — I’ll admit it. Prospecting and ultimately closing customers takes dedication. What is dedicated time do you block out each day or each week for prospecting? That’s the issue.

Prospecting 200

Prospecting Call-back Follow-up Motivation 200

Sales 2.0

OCTOBER 14, 2012

Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using 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”.

Prospecting 323

Prospecting Face-to-face Google Segment 323

The Sales Hunter

JUNE 26, 2012

Here’s my list of what I say are the 6 secrets you need to master if you’re going to become a sales prospecting expert: 1. The most important trait I believe you have to have to be a success in sales prospecting is confidence in yourself and your process. ” Sales Motivation Blog. Confidence.

Prospecting 214

Prospecting Lead Rank Lead Scoring Discount 214

Sales and Marketing Management

SEPTEMBER 26, 2012

Issue Date: 2012-09-27. A few simple "who" and "why" questions provide a great way to narrow the field of prospects. A few simple "who" and "why" questions provide a great way to narrow the field of prospects. Author: Mike Weinberg. read more

Prospecting 214

Prospecting Account Customer 214

The Sales Hunter

APRIL 5, 2012

Sales prospecting is where the salesperson makes their money. Yes, we love business like that, but our focus as a salesperson needs to be on generating sales and profit from customers who would not have found us otherwise. It’s prospects that buy; not suspects. Selling to your mother is not prospecting.

Motivation 213

Motivation Prospecting Customer Service Networking 213

The Sales Hunter

JANUARY 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. 5 Secrets to Get Better Prospecting Leads.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

JULY 10, 2012

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. The prospect hasn’t provided you with any indication such as proprietary information or sense of time to lead you to believe they may buy from you. ” Sales Motivation Blog.

Prospecting 210

Prospecting Google Up-Sell Follow-up 210

The Sales Hunter

JANUARY 31, 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. Feb 01, 2012. FREE Resources. Negotiation.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Alice Heiman

MAY 19, 2022

People are bombarded with emails and sales messages. The number of quality interactions with prospects has declined. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. 12:09] An eye-opening experience in sales. [21:17]

Face-to-face 136

Face-to-face Software Software LinkedIn 136

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

Comparison 310

Comparison Lead Rank Lead Scoring Hiring 310

The Sales Hunter

NOVEMBER 26, 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. Retail Sales Trends. Why You Should Prospect During the Holidays.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

The Sales Hunter

MARCH 30, 2012

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. must spend a certain percentage of their time prospecting.

Networking 256

Networking Prospecting Call-back Motivation 256

The Sales Hunter

JUNE 14, 2012

Maybe the question should be, “Do you even have a sales prospecting process?” Sure, scrambling and hustling is one way to work, but don’t you think you would be a lot more effective if you had a sales prospecting process that worked? When a few prospects are found, the prospecting process shuts down.

Prospecting 190

Prospecting Motivation Sales Sales Process 190

The Sales Hunter

APRIL 6, 2012

How is your sales prospecting plan working for you? Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are a series of questions you can ask yourself regarding your sales prospecting plan to help you gauge how effective it is and what areas you may want to change.

Prospecting 190

Prospecting Cold Calling Referrals Intent 190

The Sales Hunter

DECEMBER 30, 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. Retail Sales Trends. 4 Easy Steps to Better Prospecting.

Motivation 178

Motivation Prospecting Hiring Ideal Customer Profile 178

The Sales Hunter

MAY 14, 2012

Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. I talk a lot about the need to have a very clear sales prospecting process. Once you have your sales process established, then stick to it.

Prospecting 195

Prospecting Microsoft System Follow-up 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! Click on the below icon now, and you will be on your way to upgrading your sales.

Prospecting 206

Prospecting Automotive Health Care Segment 206

The Sales Hunter

JUNE 15, 2012

Do you want a sure-fire way to set yourself apart from the competition while prospecting? Here’s how: Find an on-line news link that your prospect or person with whom you want to network would find of value — and you send them the link. If prospecting is a key part of your business, then I would suggest you do it every day.

Competition 240

Competition Prospecting Transportation Networking 240