The Sales Hunter

10 Steps to Speed the Prospecting Process

The Sales Hunter

Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear.

Executive Sales Leader Briefing: How to Motivate Others

The Sales Hunter

Whenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. My answer is simple — nobody can motivate anybody! What did I just say? You read it right. Nobody can motivate anybody.

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10 Ways to Overcome the Fear of Selling

The Sales Hunter

The number of people who are out there offering solutions via email to help you sell without ever having to pick up a phone or face rejection is driving me nuts. The only thing these people are doing is fleecing scared salespeople.

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It’s Time to Cut the Excuses as to Why You Don’t Like to Prospect

The Sales Hunter

Every time I hear one of the below excuses, I cringe. It’s a shame, because there’s no reason at to feel so negative toward prospecting. The leads we get are not worth anything! Nobody wants to be bugged, so there’s no reason to prospect. I’ll wait for them to call me. I can’t believe they […]. Professional Selling Skills prospect prospecting sales

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12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

Travel Tips from a Road Warrior

The Sales Hunter

People ask me how I put up with traveling so much. (I I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.) My response is travel has never been easier, despite all of the hassles of full planes, security lines, bad weather […].

Executive Sales Leader Briefing: Do Others Aspire to Be More Like You?

The Sales Hunter

Phil Graef played a huge role in my life. He taught me more about leadership, integrity, communication and how to run a business than anyone else. You’re scratching your head trying to think of who this person is. Don’t waste your time.

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Email vs. the Telephone: Which is Better for Prospecting?

The Sales Hunter

Email or the Telephone: Which one do you use more for prospecting? I can’t speak to a group of salespeople, whether it be a keynote or a training session, without being asked for my views on which one I feel is better for prospecting. The argument I hear is nobody answers the phone, and in […]. Blog Professional Selling Skills Prospecting email prospect prospecting sales prospecting telephone

Big Prospecting Mistake Too Many People Make

The Sales Hunter

If you’re like me, you grew up with parents who drilled into you the art of being courteous to others, especially with regard to introductions. Challenge is when it comes to prospecting, the courtesy taught to us as a child can work against us very quickly. Put yourself in the shoes of a prospect receiving […]. Blog Prospecting high-profit prospecting prospect prospecting

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

Each Prospecting Call is an Opportunity to Learn

The Sales Hunter

I wrote the best-selling book High-Profit Selling with one goal in mind — to help you prospect more effectively. Just because a prospect rejects you on a call doesn’t mean there isn’t something for you learn. Check out this 50-second piece where I talk about learning from every call, regardless of how it goes: […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting selling

Measuring Your Prospecting Process

The Sales Hunter

A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. Sounds simple, but the answer is far more complex and not easily answered despite […]. Blog Professional Selling Skills Prospecting prospect prospecting sales

Sales Motivation Video: Is Your Energy Infectious?

The Sales Hunter

Think about the energy you cast and share with others. Are you energetic? Do people love hanging around you? Your energy and body language have a great impact on your connection with others, as well as your influence on their success and your success.

10 Things Salespeople Need to Do to Save Time

The Sales Hunter

The most valuable asset any salesperson has is their time. It’s not what they sell or the customers they sell to; it’s their time. How we use our time is what will make a much bigger impact on our success than nearly anything else.

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […].

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

10 Ways to Leverage Social Media in 10 Minutes or Less Each Day

The Sales Hunter

Social media is powerful. No doubt about that, but what it can also do is suck up your time so fast you suddenly find yourself with not only no sales, but also no leads. Here are 10 things you can do to leverage social media, and best of all, once they’re set up they […].

8 Things Top Performing Salespeople Do Each January

The Sales Hunter

You’re ready to make this your year to break out from the pack and become a top performer. Thinking about success is simply not going to be enough. It takes a plan and one of the best things you can do is emulate what other top performers do. Don’t build your plan to […].

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Sales Motivation Video: Two Most Important Words in Sales Success

The Sales Hunter

If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” ” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation sales process sales success success

Closing by Using Micro-Commitments

The Sales Hunter

One of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […]. Blog Closing a Sale Professional Selling Skills Prospecting closes closing a sale closing strategies prospecting sales strategies

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

10 Ways to Stop Being an Average Salesperson and Become a Top-Performing Salesperson

The Sales Hunter

If you’re content being average, then don’t read any further. If you’re content being average, then don’t be surprised when you wake up one day and find yourself struggling to make anything happen.

5 Ways to Speed Up Your Selling Process

The Sales Hunter

Too many times we get bogged down with the customer. Sure, the reasons can be many, but it doesn’t matter. Anytime things bog down, it eats into your time and your earnings. Below are 5 things we can do right now to accelerate the process: Skip the presentation and ask more questions.

10 Ways to Be Seen as a Sales Leader by Your Customers

The Sales Hunter

A sales leader is one who helps their customers see and achieve things they didn’t think were possible. If your customer doesn’t see you as a sales leader, don’t go thinking you’re not about to be replaced.

Sales Motivation Video: Call Your Best Customer to Boost Your Confidence

The Sales Hunter

When a call goes badly, what do you do next? My suggestion is that you immediately call your best customer! By calling your best customer, not only will you boost your confidence and motivation, you will also potentially have the opportunity for more business. You both will be encouraging each other, which is exactly what […]. Blog Professional Selling Skills Sales Motivation motivation sales motivation

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Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

10 Ways to Start Your Prospecting and Make it Enjoyable

The Sales Hunter

Let’s face it. You can’t prospect if you don’t start, and starting is the problem too many salespeople have. The number of excuses salespeople can come up with range from logical to just plain avoidance.

10 Questions to Challenge You Next Year

The Sales Hunter

What are you planning to do differently next year? When I say “differently,” I mean really different. Too many times we make only minor changes, and then we wonder why we achieve only minor improvements.

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5 Ways to Overcome Stress in Sales and Business

The Sales Hunter

All of us experience stress to one degree or another. We’ve all heard where some stress can be good for you, because it keeps you focused. But at the same time, we all know what can happen when we’re too stressed. Here are 5 Things you can do to help minimize stress and allow […].

10 Rules You Need to Follow if You Email a Prospect

The Sales Hunter

A few weeks ago, I shared 10 mistakes you can’t afford to make if you use email to prospect, so it’s only right I share with you 10 things you need to do. These are from my new book, High-Profit Prospecting, which people are raving about and I believe you will too when you read […].

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Sales Motivation Video: Call Your Favorite Customer

The Sales Hunter

Who is your favorite customer? I challenge you to start this week by calling that customer. It will boost your sales motivation and set you on a course for success. Starting your week right is all about setting the tone, and there’s no better way to start on a positive tone than a conversation with […]. Blog Professional Selling Skills Sales Motivation customer motivation sales motivation sales success

How To Prospect: Don’t Start What You Can’t Finish

The Sales Hunter

You need a prospecting strategy that is focused — a strategy that is based on looking for quality, not quantity. Key to that strategy is being consistent in your follow up. That’s right! Don’t start what you can’t finish. Check out the video to see what I mean: For the month of June, Amazon has […]. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting

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10 Ways to Tame the Pre-Sales Call Nervousness and Stress

The Sales Hunter

You’ve got the big call and you know you need it, which alone is stress, but making it worse is your boss told you how important the call is to both the company and your career. This is a common occurrence. The stress getting ready for a call can be immense, and in the end, […].

Are You Guilty of Making These Prospecting Mistakes?

The Sales Hunter

You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? Are you following up by saying or writing things such as: “Did you see my last email?” ” “I’m just […]. Blog Prospecting prospect prospecting sales prospecting

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

10 Ways to Increase Your Value as a Salesperson with Your Customers

The Sales Hunter

Recently after a conference where I spoke, a salesperson asked for ideas on how he could increase his value. The question got me thinking, so here’s my list of what you need to be doing to become a top-performing salesperson: 1. Ask your customer questions both you and your customer can’t answer.

Quit Chasing Every Customer!

The Sales Hunter

United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit.

What Prospecting Tools are You Using?

The Sales Hunter

If you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […]. Blog Professional Selling Skills Prospecting prospect prospecting prospecting tools sales prospecting

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Overcoming the Fear of Prospecting

The Sales Hunter

To think you’re the only one who has a fear of prospecting would be a lie. They say the two most dreaded things are public speaking and taxes. I say there’s a third — having to prospect. It’s OK if you feel that way. I too felt that way at one time. You’re probably thinking, […]. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.