The Sales Hunter

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.

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.

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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How Important is Credibility to the Sales Process?

The Sales Hunter

Maybe the right question is: how do customers define credibility? The issue is that customers can’t see someone’s good intentions; they only see the results. This is the big issue when it comes to credibility and why oftentimes there is a disconnect between a salesperson and the customer.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

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.

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.

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!

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?

Is Your Ego Keeping You From Listening / Sales Leadership Lessons

The Sales Hunter

Show me an egotistical person, and I will show you a person who isn’t listening. If someone feels like they have all the answers and know it all, then why should they listen to anyone else? Primarily, to an ego driven person, everyone else is purely there to make them look good. That’s it!

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

Monday Motivation Video: Do You Believe In Yourself?

The Sales Hunter

Your customers will never accept what you have to offer unless you are confident in what you’re selling. The first thing you are selling is not the product or service but actually yourself. Have confidence and work with integrity.

Am I Productive or Just Busy? Sales Leadership Lessons

The Sales Hunter

It is easy to think that just because you’re busy, you are productive. Nothing could be farther from the truth. The words “busy” and “productive” are often polar opposites. I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets.

Who Is The Best Person to Motivate Me?

The Sales Hunter

Motivation doesn’t come from me, your boss, your spouse, or anybody around you. Motivation comes from within. It’s your destiny. It’s how you choose to see things. Motivate yourself this week, because you are the one who determines your success.

Sales Leadership Lessons from OutBound

The Sales Hunter

Many of you reading this blog post are aware of one of the largest sales event that I have the honor to co-host each year called OutBound. Today is the last day of the conference and just like in years past, the response has been amazing. Thank you from the bottom of my heart for your support.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

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.

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.

Monday Motivation Video: What Is the Objective of Sales?

The Sales Hunter

It must be to help others see and achieve things they didn’t think were possible. This should be your goal not just in the workplace but in your life every single day. Help your family. Help your friends. Help the stranger that catches your eye while out to lunch.

What Is Sales?

The Sales Hunter

Sales leadership is nothing more than interacting with others to make a positive impact. We can break it down even further and say that sales leadership is just people connecting with people. Sales and leadership are one and the same. Sales is only as complicated as we want to make it.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Monday Motivation Video: Celebrate Success!

The Sales Hunter

Look back at all that you accomplished last week. Take a moment to celebrate your successes! Don’t dwell on your failures. Keep your mind focused on the good and positive. This will give you the jumpstart you need to be successful this week!

Thank You For the Privilege to Share With You the Past Year

The Sales Hunter

I can’t say thank you enough. I am grateful for the opportunity to share my insights on sales, business and life. I count it an honor and I take it very seriously, because I know how important your time is.

What’s The Value Of Your Name?

The Sales Hunter

What company do you work for? The name of your company is seen in your email address, email signature, business card and many other places. I can even look at your profile on social media and see the name of the company you work for. This begs the question: what’s the value of your name? I am not talking about the name of the company you work for. I am referring to your individual name. What do people think of when they see your name?

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.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Your Sales & Prospecting Assessment

The Sales Hunter

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What is my plan to do something about it? What would I say is the strongest part of my sales process, and what can I do to leverage it more? What is the weakest part of my process and why? How much time do I spend customer facing? What can I do to increase that?

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.

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 […].

10 Ways to Increase Your Motivation and Your Sales

The Sales Hunter

Does your level of sales drive your motivation or does your motivation drive your sales? Yes, it is a chicken or egg type of question. In my mind they drive each other, but in the end I want to close as many sales as possible, so it means my motivation needs to be at […].

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 Close Deals Faster Without Cutting Your Price

The Sales Hunter

We all want to close deals faster. Too many times the way salespeople close a deal faster is by cutting the price, thinking a lower price will create a faster decision. Here are 10 things you can do right now to close deals faster, and not one of them involves changing your price: 1. […].

10 Time-Saving Techniques for Salespeople

The Sales Hunter

Who among us doesn’t want to save more time, better use time and essentially get more out of our day?! Here are 10 ideas to get you started: 1. Check email using your smartphone. We delete messages much faster when we view them on our smart phone.

10 Ways to Increase Your Motivation

The Sales Hunter

Motivated people achieve more. Pretty simple when you think about it, and yet getting motivated and, more importantly, staying motivated can be a challenge. Here are 10 things you can start doing now to increase your motivation: 1.

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.

Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

Presentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint. What you (and your learners) want is dynamic, visual, interactive content that’s compelling and memorable. That’s the kind of content that engages learners, and develops lasting behavior change. In this session, you’ll see how you can do all of that using only PowerPoint - and once that’s finished, we’ll look at how you can take this engaging eLearning content and easily repurpose it to create sales collateral for your teams to use with clients.

10 Things Top Performing Salespeople Do Regularly

The Sales Hunter

Without a doubt, there are things that top salespeople do in order to excel in their professional and personal lives. Top salespeople… 1. Plan their week and work their plan. Do not allow email and other routine activities to consume their time or their mental focus.

10 Rules for Using Social Media to Prospect

The Sales Hunter

Don’t think social media is going to replace traditional prospecting methods. View social media as another tool to help you prospect. Most of all, never allow yourself to take the quality time you devote to prospecting and spend it doing social media.

It’s Not the Number of Leads You Have. It’s the Quality that Counts!

The Sales Hunter

What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […]. Blog Professional Selling Skills Prospecting lead lead generation prospect prospecting sales prospecting

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Why Salespeople Fail

The Sales Hunter

Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […].

Customer-Centric Websites: Successful Strategies to Engage B2B Buyers

Speaker: Kellie de Leon, Vice President of Marketing & Strategy, The Mx Group

Chances are, you’re under the gun to convert more leads from your website. To increase conversion, your site needs high-quality content, user-friendly navigation paths, and calls to action that appeal to your target customers. But how do you go about this? And wouldn’t it be great to see some real-world examples from B2B companies that are doing it successfully? Kellie de Leon, VP of marketing and strategy at B2B agency The Mx Group, works with marketers every day to help them create and execute customer-centric strategies and content that increase web engagement and conversion. In this webinar, she'll discuss how to make your website more customer-centric.