The Sales Hunter

Prospecting and The 10 Rules You Need to Follow

The Sales Hunter

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! 1.The number of deals you have to close directly reflects the amount of time you spend prospecting.

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

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10 Reasons Why I Love Sales

The Sales Hunter

Not many people dream of having a career in sales. Let’s be real here: sales was probably not your first choice. For many of you, although afraid to admit, sales wasn’t even your second, third or fourth choice.

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What Do I Need to Do to Become Great at Prospecting?

The Sales Hunter

Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. Notice that each item on the list is an action. That’s right, they are things you can do! To be great at prospecting, you don’t have to be born with the “sales gene.”

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

The Parallel Between Prospecting and Leading

The Sales Hunter

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering.

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The Problem With Assumptions

The Sales Hunter

Do not assume anything! This is easy to say, but sometimes tough to do in the moment. It can seem painless to make an assumption from reading someone’s email, but the real question is what is your assumption, and is it correct? That is where the problem lies.

How Do I Use Email to Prospect?

The Sales Hunter

How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings.

Who Makes a Great Prospect? 4 Questions You Must Answer

The Sales Hunter

You cannot afford to waste your time with prospects that will not become your customers. Your time is too valuable! All prospects are not the same. The sooner you know who is good and who isn’t, the better off you will be.

Your Competitor is Not Who You Think It Is

The Sales Hunter

You probably think your competitor is the big evil company that just came out with a more superior product than yours. That big evil company is not your primary competitor. Your two biggest competitors are: 1. Your own self-limiting doubts about what you can’t do.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How to Turn Networking Into Prospecting

The Sales Hunter

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting.

10 Key to Prospecting Success

The Sales Hunter

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect?

How Do I Get Past the Gatekeeper?

The Sales Hunter

If there is one type of person every salesperson has more than a few pain-filled stories about, it is the gatekeeper. Relax! I’ve experienced my share of this too. You can’t make too many sales calls of any type without encountering one.

How Can I Tell If I Have Qualified Prospects?

The Sales Hunter

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our time on the best opportunities?

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

What is Your Attitude Towards Prospecting? 20 Things You Can Do

The Sales Hunter

Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. Relax! You’re not alone.

Sales Leadership Requires Being Authentic and Transparent

The Sales Hunter

You can’t just run and hide. You can’t exhibit one style on Monday and then be a completely different person on Tuesday. The days of faking it are over. We’ve all read stories and seen companies falsely live out their mission statement. News flash!

Set Yourself Up for Successful Prospecting: Truths 41-50

The Sales Hunter

Sales is not a destination; sales is a journey of continual learning. Throughout my many years of selling, I have been constantly gaining new insights and ideas. The discussion continues about whether sales is an art or a science.

How Can I Tell If I Have a Qualified Prospect: Confidential Information

The Sales Hunter

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Why Sales Is Not a Profession

The Sales Hunter

Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass.

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Sales Leadership and the Questions You Ask

The Sales Hunter

How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out?

Monday Motivation Video: What Do Successful People Believe?

The Sales Hunter

Successful people go out and make it happen without ever making excuses. They just do it! On the other hand, those who are victims blame this or that and never see themselves as being successful. If you want to be successful, believe that you are not the victim.

Why Relationships Matter in Sales and Business

The Sales Hunter

In our on-line world today, it’s easy to think that relationships aren’t as important as they used to be. I feel strongly that it’s the opposite, actually. Relationships are more important than ever, because most everything else in life has become automated.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Why Do I Have Bad Customers?

The Sales Hunter

Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”:

The Biggest Sale You Will Ever Make

The Sales Hunter

The biggest sale you will ever make is very similar to the biggest sale I ever made. The biggest sale you will ever make is the one you make to yourself when you start believing 100% that you can make a difference because of what you sell and the outcomes you create.

Every Problem is an Opportunity Waiting for a Solution

The Sales Hunter

View every problem as an opportunity. Instead of looking at what has gone wrong, focus your thinking on the solution. This will move you forward with your customers and make them see you in a different light. You have an opportunity to demonstrate leadership.

What Is Your Company’s Prospecting Culture?

The Sales Hunter

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Your Reputation Arrives Before You Do

The Sales Hunter

You can run, but you can’t hide. You can fake it, but you won’t make it. The era of thinking that you can behave one way in one situation and a different way in another is long gone. Your reputation arrives before you do.

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Fake Prospects, Fake Buyers, Fake News

The Sales Hunter

The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom!

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How To Get Past the Gatekeeper

The Sales Hunter

We’ve all been there. You make the call and boom, you’re blocked by the gatekeeper. They won’t let you get to the person you want to speak with. First off, remember that the gatekeeper is only doing their joy by guarding the gate. That’s what they’re supposed to do.

Monday Motivation Video: Setting Your 2nd Half Sales Goals

The Sales Hunter

What do you need to do over the next six months to close out 2019 strong? Look at last week’s success as well as your upcoming goals and up your game. You need to aggressively prospect and sell now through October so that November and December are bigger than ever.

Data-Driven Marketing 101

This eBook highlights how data-driven strategies empower marketing campaigns through personalization tactics.

Prospecting and the 3 Traits You Must Have to Succeed

The Sales Hunter

Effective prospecting can be summed up in three words. I refer to them as the 3 traits you need to have if you want to be successful at prospecting. The 3 traits are: · Persistence. Attitude. Process. I call this “PAP.”

Monday Motivation Video: Are You Giving Referrals?

The Sales Hunter

I bet you love getting referrals, but do you love just as much giving them? The next time you get a call for a job that just doesn’t quite fit you and your area of expertise, refer them to someone you know that does. By doing so, you’re helping others but also getting yourself excited.

How Do I Overcome My Lack of Confidence When Prospecting?

The Sales Hunter

I get asked this question a lot, and feel like it is one of the biggest reasons why salespeople are not successful and ultimately end up leaving the profession. Until you can overcome this fear, there is little chance that you will ever be successful.

Time Management: How Will You Use Your Day?

The Sales Hunter

We all say we have too much to do. Even my 84 year-old in-laws claim they’re too busy to get everything done in a day. I think the question is: do we have too much to do, or are we mismanaging our time?

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Best Practices for Marketing Database Cleanse

Finding a vendor to cleanse and optimize your marketing database can be difficult if you don’t know what to look for. Download the eBook to get the most out of your database cleanse and find an appropriate vendor for your B2B marketing objectives.