The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. What You MUST Know About Cold-Calling and Your Website. This one is regarding cold-calling and websites. I’ve always been an advocate of cold-calling as part of an overall sales strategy. cold calling.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Today I listened to voice mails from 3 salespeople who cold called me. The good news is that 3 people actually made cold calls! Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I have ever heard.

Cold Calling 191

Cold Calling Call-back Hiring Decision Maker 191

Understanding the Sales Force

NOVEMBER 12, 2012

Understanding the Sales Force by Dave Kurlan Today I listened to voicemails from three salespeople who cold called me. The good news is that three people actually made cold calls! Despite the tools, training, coaching, video, audio and reading that are available, all three calls were as bad as I've ever heard.

Cold Calling 156

Cold Calling Hiring Call-back Decision Maker 156

The Sales Hunter

DECEMBER 5, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Cold Calling: Brother, Can You Spare a Sale? Harness The Trigger Events That Turn Prospects Into Customers. I know, you’re reading this wondering what this has to do with cold calling, but stay with me. cold calling.

Cold Calling 161

Cold Calling Motivation Hiring Ideal Customer Profile 161

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts. Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

No More Cold Calling

NOVEMBER 20, 2019

Get more inbound leads where prospects seek you out. And don’t forget to use my Black Friday gift code 50OFFJB — and NOT the BLACKFRIDAY discount code on the registration page and promotional ads. The post Selling with LinkedIn: Save 50% appeared first on No More Cold Calling. Hit the ground running in 2020!

LinkedIn 209

LinkedIn Referrals Cold Calling Inbound 209

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. In fact, they didn’t even need to talk to prospects, because they had great tech tools. Today’s the last day to get your discounted copy. The #1 Way to Land Top Prospects Now.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Zoominfo

DECEMBER 15, 2020

While digital automation has made outreach much easier, sending cold emails is still a tricky game. It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. It’s no secret that cold calling is a salesperson’s least favorite activity. Give me a discount, or we’re through.”. “I

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

The Sales Hunter

JANUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. The Slippery Slope of Discounting. If you as a salesperson — or worse, if you as a sales manager — do not believe in the price of what you sell, then that is a bigger problem than whether you have a tendency to offer a discount.

Discount 176

Discount Motivation Hiring Ideal Customer Profile 176

No More Cold Calling

APRIL 26, 2018

More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. We’ve trained our buyers to expect discounts and that everything is negotiable. appeared first on No More Cold Calling. Price isn’t an issue with referral business.

Negotiation 237

Negotiation Referrals Lead Qualification Discount 237

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Sales Prospecting Ideas That Work. 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. Voicemail as a Prospecting Strategy?

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Voicemail as a Prospecting Strategy? Cold-calling has never been more difficult. This has lead a lot of people to say cold-calling is dead — to which many salespeople say, “Good! Client List. Testimonials.

Motivation 168

Motivation Cold Calling Strategy Prospecting 168

Crunchbase

APRIL 22, 2020

Before reaching out to a prospect or customer, be sure you have an understanding of how COVID-19 may be impacting their business. . For salespeople, knowing about the potential impact of COVID-19 on a prospect’s business is only the first step. Invest In Personalization . It’s a small world, afterall. Offer Resources.

Prospecting 124

Prospecting Customer How To Decision Maker 124

Zoominfo

AUGUST 18, 2021

Mention Pricing on Cold Calls Talk About the Competition Prepare for the Discount Talk Master the Sales Call Monologue Bring in Your Customer Success Specialists Early Forecast Using Data, Not Instincts Find the right way to break a few sales call rules, and you can fast-track your company to a hefty market advantage.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

The Sales Hunter

SEPTEMBER 3, 2013

The typical response is, “I’m too busy with paperwork to follow-up with the prospect.” They give everyone a discount. Yes, in their opinion, list price is only a starting point from which to discount and the masquerading salesperson always believes the price is way too high right from the start.

Discount 238

Discount Cold Calling Consultative Selling Follow-up 238

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

DiscoverOrg Sales

JANUARY 15, 2019

Both men and women prefer email to cold calls. Here’s a finding that might affect your sales outreach: Both men and women prefer email to cold calls, but men are 50% more likely than women to pick up your cold call. Who prefers a phone call? In fact, there are some significant differences.

B2B 192

B2B Cold Calling B2C Fashion 192

Zoominfo

APRIL 13, 2020

Free Trial Both Men and Women Prefer Email to Cold Calls Here’s a finding that might affect your sales outreach: Both men and women prefer email to cold calls, but men are 50% more likely than women to pick up your cold call. Who prefers a phone call? 36% of men 23% of women Who prefers an email?

Cold Calling 130

Cold Calling B2C Fashion B2B 130

Hubspot Sales

FEBRUARY 9, 2021

Relying Heavily on Discounts. Ortiz also warns against leaning on discounts when conducting sales efforts in 2021. She says "It’s also important to know that putting the pressure on and relying heavily on discounts will be the least effective strategies. Cold Calling. Qualifying on the Connect Call.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Smooth Sale

MARCH 10, 2024

As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands. Likewise, evaluation articles, reviews, and testimonials can help prospects compare your products with alternatives.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Nutshell

JUNE 25, 2021

Newsflash: half of your prospects are a bad fit for the products and/or services you sell. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down. Fortunately, there are ways to identify and eliminate bad-fit prospects from your pipeline before they drag you down.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

The Pipeline

JUNE 30, 2014

But for the most part I can’t complain here, because the other big winner here is: COLD CALLING ! That’s right, book Renbor to deliver our world famous, road tested and proven Proactive Prospecting Program for your company, during July 2014, (to be delivered before September 15, 2014), and will give you a 20% Harper/CASL discount.

Cold Calling 302

Cold Calling Government Direct Mail Advertising 302

Mr. Inside Sales

JUNE 6, 2017

Here are just five examples of cold call rebuttals (there are five more in the book PLUS examples from the other calls (call-in and existing accounts)! Get Copies for your Entire Team & Get a Discount: Shop Here for multiple copy discounts and give your team the edge it needs to succeed!

Cold Calling 136

Cold Calling Gatekeeper Discount Decision Maker 136

Zoominfo

JUNE 11, 2021

Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. These statistics should not discount the lost businesses during COVID.) Call mobile numbers as prospects enter hybrid work schedules. Prospect with video. Source: U.S.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

JUNE 11, 2021

Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. These statistics should not discount the lost businesses during COVID.). Call mobile numbers as prospects enter hybrid work schedules. Prospect with video.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

No More Cold Calling

APRIL 29, 2018

Find out about my new LinkedIn Learning course—plus, what you might have missed from No More Cold Calling this month. What it takes to earn introductions to prime prospects. Check out this month’s blog posts from No More Cold Calling: How to Harness the Power of Business Referrals. Want even more referral examples?

Referrals 136

Referrals LinkedIn Examples Cold Calling 136

Mr. Inside Sales

JUNE 6, 2017

Here are just five examples of cold call rebuttals (there are five more in the book PLUS examples from the other calls (call-in and existing accounts)! Get Copies for your Entire Team & Get a Discount: Shop Here for multiple copy discounts and give your team the edge it needs to succeed!

Cold Calling 120

Cold Calling Gatekeeper Discount Decision Maker 120

Chorus.ai

FEBRUARY 20, 2020

Incorporating these proceeding breaks from tradition into your sales call strategy can help you to build up a priceless advantage over your competitors. And yet, our research has shown that pricing is mentioned one to two times on cold calls that lead to closed-won deals. See the Data for Yourself. And it makes sense.

Discount 96

Discount Cold Calling Sales Qualified Lead Lead Rank 96

Crunchbase

JUNE 7, 2023

As a salesperson, much of your success relies on prioritizing the right prospects. By focusing on the right prospects, you can streamline your efforts, speed up the sales cycle and ultimately close more deals. A particularly strong fit is a good reason to prioritize that prospect during outreach.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Buyer Intent 52

Hubspot Sales

DECEMBER 4, 2023

Stalled deals are often a byproduct of a salesperson locking in on more superficial, symptomatic issues their prospects are dealing with — as opposed to the actual problem those issues stem from. Misaligned problem-solving often stalls deals — and not getting to the why behind a prospect's problems is often where misalignment starts.

Hubspot 84

Hubspot Closing Hiring Cold Calling 84

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. How “Social Media” Can Be Part of Your Prospecting Strategy. I’ve often said that the problem with a “social media strategy” is that it really should be called a “business marketing strategy.” discounting.

Social Media 189

Social Media Media Strategy Prospecting 189

Hubspot Sales

MAY 5, 2023

33% of sales reps say they average 2-4 interactions with prospects in the sales process. However, selling in a recession often entails more touchpoints, more objections, and slower decision-making from prospects. If you're feeling the pressure of a downturned economy, your prospects are too. Change up your pitch.

Consumer 103

Consumer Trends Strategy Data 103

SBI

MAY 30, 2018

If your prospects are so smart, why don’t they always make optimal choices? I wanted to illustrate the reasons prospects don’t always make the right decision based on first-hand experience – what I’ve seen personally over the past two decades of Sales. #10 6 Prospects don’t know what they want.

Prospecting 123

Prospecting Software Software Cold Calling 123

No More Cold Calling

MAY 19, 2016

That IT guy taught me a valuable lesson: Don’t discount anyone when it comes to your referral network. Perhaps one of them has a brother who works at your prospect company. Connect with everyone you know on social media—clients, prospects, co-workers, former employees, friends, and other social acquaintances.

ACT 260

ACT Referrals Social Media Cold Calling 260

The Pipeline

JULY 15, 2013

If you prospect regularly, a common push back you get from potential buyers is “it’s not a good time”, or “the timing is wrong”, or any variations on that theme. What the Status Quo prospect is saying is that they don’t have time to waste on another value proposition, or you history of accomplishments. Not for you, the time is now.

Cold Calling 303

Cold Calling Objections Vendor Call-back 303

The Sales Hunter

NOVEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 6 Great Sales Questions to Ask Prospects. What are some great sales questions to ask prospects? I think the great questions are the ones that determine if the prospect is even a valid prospect. Client List. Testimonials. Negotiation.

Motivation 219

Motivation Prospecting Hiring Ideal Customer Profile 219

No More Cold Calling

JULY 30, 2017

Here’s what you might have missed from No More Cold Calling this month. Even better, Jonathan Farrington at Top Sales World has generously offered my readers a discount rate—£295 instead of £495—but only for the next two days. Too many sales teams over-rely on technology to reach their prospects. Please spread the word.

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120