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 Sales Hunter

JUNE 19, 2012

The most popular sales prospecting strategy used by salespeople is what I refer to as spraying and praying. This means if you expect to have any success in prospecting, you must have a process. The best sales prospecting processes are built on discipline by the salesperson. Are you focused in your strategy?

Prospecting 185

Prospecting Strategy Call-back Benefit 185

Score More Sales

AUGUST 29, 2012

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. Did you get to Inbound 2012? 2, Cyndi Lauper can sing the blues.

Inbound 184

Inbound Hubspot Marketing eBook 184

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Small Goals Now Mean Big Results in 2012. But still continue to read my strategy for helping you achieve your 2012 goals. Many of you are starting now to get a sense for what your 2012 goals are going to be. prospecting.

Motivation 178

Motivation Ideal Customer Profile Negotiation Hiring 178

Anthony Cole Training

JANUARY 5, 2012

Four ‘Have To’ Strategies for Closing Sales. Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Sales Strategies (28). Sales Strategy (29). Achieve Greater Sales Success in 2012. Posted by Tony Cole on Thu, Jan 05, 2012. Tonys Top Ten.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. prospecting.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

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

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. In reality, I’ve watched so many salespeople employ such a strategy, only to end up failing miserably. must spend a certain percentage of their time prospecting.

Networking 256

Networking Prospecting Call-back Motivation 256

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 Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The Best Way to Get Ready for Your 2012 Price Increase. The best way to get ready for your 2012 price increase? Taking the time now to begin preparing your strategy will pay major rewards down the road. prospecting. Client List.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

HeavyHitter Sales

JANUARY 1, 2012

Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople. Martin: Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success.

Trends 121

Trends Decision Maker Study Analysis 121

The Sales Hunter

JANUARY 10, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Negotiation Strategies Checklist. Jan 10, 2012. It’s critical you know what your sales negotiation strategies are to ensure you have the ability to achieve your objectives. Determine the tactics / strategies. Client List.

Negotiation 181

Negotiation Motivation Strategy Hiring 181

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 Targets 216

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. Ask for the order. If they buy, fine.

Prospecting 210

Prospecting Google Up-Sell Follow-up 210

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 Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 5 Sales Negotiation Strategies that Work. Here are 5 sales negotiation strategies you can use: 1. Want more ideas on sales negotiation strategies? prospecting. Archives Select Month March 2012. February 2012.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

Understanding the Sales Force

NOVEMBER 15, 2012

Prospects must think that salespeople are morons. Know they need to do something but don't know what they should do (Lack of situation appropriate strategies and tactics). How do these weaknesses affect their ability to execute your strategies? c) Copyright 2012 Dave Kurlan They must think we are morons.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

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

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. In an inbound marketing world, is there still need to call people?

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. In an inbound marketing world, is there still need to call people?

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 5 Steps to a Negotiation Strategy that Works. Jan 03, 2012. Before you begin negotiating, you really need to ask yourself if you have a negotiation strategy. The 5 steps to a negotiation strategy that works: 1. prospecting.

Negotiation 177

Negotiation Motivation Strategy Ideal Customer Profile 177

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. Communication Strategy. December 2011. October 2011.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

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? At that moment, a light goes off and a weak attempt is made to find prospects.

Prospecting 190

Prospecting Motivation Sales Sales Process 190

Score More Sales

JANUARY 10, 2013

Since we encourage clients to make small improvements every day, we are less concerned about your global strategies and more interested in you taking some small specific actions. A big win for your sales team would be to find more prospective customers and start listening to what they are saying.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Sales Hunter

MAY 12, 2012

” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” One thing that is imperative in all email prospecting campaigns is to have the prospect receiving information they will find of value. Copyright 2012, Mark Hunter” The Sales Hunter.

Prospecting 175

Prospecting Campaigns Motivation Pipeline 175

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

The Sales Hunter

APRIL 8, 2012

Sorry, this is not a strategy for success. If you’re going to use email as a sales prospecting strategy, take the time to view the email as a sales prospecting letter. No, the best sales prospecting letter is supported by an integrated campaign that includes phone calls and a web presence.

Prospecting 175

Prospecting Direct Mail Campaigns Motivation 175

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why “Social Media” Sucks for Prospecting. Jan 12, 2012. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Client List. Testimonials. FREE Resources.

Social Media 157

Social Media Media Motivation Prospecting 157

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. Far more prospecting systems fail due to user than due to the system.

Prospecting 195

Prospecting Microsoft System Follow-up 195

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. Stored in Attitude , Business Acumen , Guest Post , Proactivity , Sales Strategy , Sales Success , Sales Technique , Sales Tip , e-mail , execution. December 2011. August 2011.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Sales Hunter

JUNE 8, 2012

If the strategy is to reduce your price to close more sales, you first have to ask if price is even an issue with the prospect. This same strategy applies even when the salesperson is working in an environment where what they’re selling is a commodity. Copyright 2012, Mark Hunter “The Sales Hunter.”

Discount 189

Discount Strategy Guarantee Motivation 189

The Sales Hunter

APRIL 1, 2012

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect. Sorry, but sales prospecting is the salesperson’s responsibility.

Tools 195

Tools Prospecting Cold Calling Software 195

The Sales Hunter

OCTOBER 23, 2012

Don’t kid yourself — the prospect with whom you’ve set up a meeting knows more about you than you realize. The same thing applies to you and the prospect meeting you’re either about to have or are looking to have. See what they are doing in completing their profile and follow similar strategies.

Prospecting 188

Prospecting Social Media Airlines Ideal Customer Profile 188

The Sales Hunter

JUNE 18, 2012

Everyone wants to believe they’re only going after high-value prospects, but the truth is far too many times the strategy being used is one that attracts low-value prospects. . If anything in your sales prospecting strategy is price-oriented, then guess what? Don’t over complicate things.

Sales Qualified Lead 166

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 166

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. Black and white. Right or wrong. Don’t think you can only be reactive now.

Social Media 233

Social Media B2B Strategy Media 233

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

No More Cold Calling

JUNE 10, 2021

I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. I developed an online program in 2012. (I Outwit the competition.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385