Winning Your Prospect’s Prospect

The Pipeline

The common goal in sales is winning your prospect’s prospect. The fact is that most buyers only focus on pleasing their direct customer when we help them do that better, they win, and we win. How those change impacted their ability to do specific things for/with their customers.

Maximize Every Prospecting Call

The Pipeline

Every prospecting call needs to be maximized, while the prospect may not be ready, they have a network of customers and suppliers who may be, or may have asked for or welcome a recommendation from their network. 01 - Prospecting cold calling Prospecting prospecting tips Video

Do You Have Lousy Customers?

The Sales Hunter

Do you have lousy customers? If you’re saying yes, then why do you think your customers are lousy? Are your customers lousy because your sales process attracts the wrong customers? Your history in sales and the customers you have become your future reputation.

10 Key to Prospecting Success

The Sales Hunter

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” So what does it take to successfully prospect? Have a dedicated time on your calendar to prospect. Prospecting is about following up.

7 Must-Have Automated Documents for Sales Success

Many companies have adopted technologies like customer relationship management. Even if it’s all in Salesforce, crucial account data is spread across different objects— Accounts, Opportunities, Contacts, and custom objects—users must constantly. Customize content by recipient.

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. That would be the greatest customer, right? The fact is that too often leads don’t go anywhere and we’re left with a painfully slow journey to try to get the next customer.

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.

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?”:

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. Persistence means prospecting when you don’t want to or when you’d rather be doing easier, more enjoyable things.

Tips & Ideas to Get Better Prospects

The Sales Hunter

Prospecting does not have to be painful nor does it have to be as hard as you think. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity. Sales and integrity go together in the same way that integrity and prospecting do. Focus your prospecting not on what you share but on the questions you ask.

How Do I Build a Prospecting Plan That Will Work?

The Sales Hunter

Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things.

Get Clear on Your Prospecting

Engage Selling

Are you clear on your prospecting? You’re probably familiar with the saying “always be closing.” ” Sure, not a bad idea.

Should I Have a Presentation to Share When I Am Prospecting?

The Sales Hunter

A few weeks ago, I received a prospecting email that contained over 15 different links. Your focus while prospecting is on uncovering a need and creating confidence. The presentation is to benefit the customer not to feed your ego.

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. All prospects are not the same. By getting answers to these four questions, you’ll also help turn them into better customers by offering them more value.

Cheap Prospects Equal Cheap Customers

The Sales Hunter

Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. Doesn’t it make sense that cheap prospects would naturally become cheap customers?

Your best prospects are your present customers.

Jeffrey Gitomer

Looking for new prospects? your present customers. Who isn't! You probably have hundreds you're not paying attention to. Leadership Repeat sales

What Do I Do When a Prospect Goes Silent?

The Sales Hunter

You have the perfect prospect. Let’s shift gears now and talk about how you engage the prospect that will not respond. First, ask yourself: are you giving the prospect a reason to respond to you? Third, is the urgency the customer expressed in proceeding calls.

Impactful CMOs Develop Customer Experience Charters Instead of Agonizing over Renewal Rates

Sales Benchmark Index

It’s because they make it easy for their prospects to buy and to feel good about buying. Quick—why do top sales reps make big bucks? They personally differentiate their company and solutions at the crucial moment someone prepares to take.

6 Ways to Turn a Prospect Into a Customer: Great Insights from High-Profit Prospecting

The Sales Hunter

Prospects aren’t worth anything until they become a customer. There’s nothing worse than having prospects who never become a customer. In my new book, High-Profit Prospecting, I discuss this issue and share 6 things you need to remember if you want to turn a prospect into a customer: 1. Never provide the prospect with enough […].

Prospecting goggles

Sales 2.0

The problem is every deal seems great until you actually “get married” to your prospect and they become your client. One of the key ones is to get focused on who you really want as a customer. Try to avoid such “promiscuous prospecting”. ProspectingDon’t sell to anybody.

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

The Sales Hunter

To be great at prospecting, you don’t have to be born with the “sales gene.” Commit to prospecting, regardless of what else needs to be done. Use multiple processes that fit each segment they prospect. Commit to help other people beyond their customers.

Stop Sabotaging Your Prospecting

The Pipeline

Take telephone prospecting, yes cold calling, certainly a real and often emotional thing for all involved. One of my core beliefs, supported by real world experience, and empirical data, is that my customers benefit in very specific ways when they follow my programs.

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.

Prospecting is Not About Selling

John Barrows

Prospecting is about selling the next step. Lastly, let’s go past prospecting to see how AIDA can be applied to presentations. Most corporate presentations have the exact same first three slides – company background, customer list and awards.

Prospecting For Pearls

The Pipeline

That’s one way I like to look at prospecting, specifically telephone prospecting, yes cold calling. I like to think of a cold call, the very start of an engagement with a prospect, as being very much like the start of the process in the making of a pearl.

Quit Chasing Every Customer!

The Sales Hunter

Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. Blog pricing Prospecting high-profit prospecting price prospecting sales prospecting

How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

DiscoverOrg Sales

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? It takes time, money, and people to attract, convert, and delight new customers. What is an Ideal Customer Profile?

How to Find and Cultivate Prospects That Fit Your Business

Anthony Cole Training

Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. Questions for Prospects qualifying prospects sales prospects consultative selling how to prospect

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? How much time do I spend customer facing? What can I change in my day to give me more time to prospect? What does my perfect customer look like? What outcomes do I help my customers achieve? What do my customers say about me?

Set Yourself Up for Successful Prospecting: Truths 41-50

The Sales Hunter

This is where prospecting has to come in. I want you to be successful, so my last 10 truths are to help you have success in your prospecting. When you put all of the “50 Prospecting Truths” into action, I promise that you will achieve your sales goals and more!

Prospecting Differentiation

Partners in Excellence

We want our prospecting efforts with customers to stand out. To, somehow, differentiate ourselves from the dozens of other prospecting calls or emails our customers receive. Why can’t you keep focused on the customer?”

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. The easiest way to determine who your best future buyers are is to take a look at your best current and past customers.

The Human Side Of Prospecting

The Pipeline

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. I recently read a piece presenting the case as to why prospecting should be automated. By Tibor Shanto.

Sales Myth: If I Provide Great Customer Service, I Will Never Have to Prospect

The Sales Hunter

Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more focus that is placed on taking care of existing customers and providing them with great service, the less need there will be to prospect. Blog Professional Selling Skills Prospecting customer service prospect prospecting sales prospectingSure, that sounds great.

Who Is Your Best Prospect?

The Pipeline

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. They were a customer once, then they left”. The post Who Is Your Best Prospect?

Are You Spending More Time on Fewer But Better Prospects and Customers?

The Sales Hunter

At the start of the year, I challenged you to focus your time by minimizing the amount of time spent on prospects that ultimately go nowhere. Blog Professional Selling Skills Prospecting prospect prospecting sales prospecting time management

What are customer service skills?

MTD Sales Training

When you hear the term ‘customer service’, what connotations spring up? Whatever you think customer service is, it often needs to be revisited in order to be kept front-of-mind. What customer service skills will we need that will set us apart from others in the future?

How Effective is Your Prospecting? 10+ Questions to Ask Yourself.

The Sales Hunter

The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […]. Blog Professional Selling Skills Prospecting customer lead leads prospect prospecting sales prospecting

How to Prepare to Prospect – 10 Things You Need to Do

The Sales Hunter

This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Take 5 minutes and write down all of your customer’s outcomes that they have received because of buying from you. Ask yourself: who is your perfect customer and what outcomes can you help them achieve?

How Well Do You Know Your Customer’s Customer?

The Sales Hunter

Now, ask that same question about the prospect you’re about to call on? Don’t tell me it doesn’t matter because they’re only a prospect. Blog Sales Motivation customer high-profit prospecting prospect prospecting sales prospectingHow would you answer that question with regard to your biggest account? I’d suspect you’d say you know a pretty good amount.