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. Blog Professional Selling Skills Prospecting prospect prospecting salesSounds simple, but the answer is far more complex and not easily answered despite […].

Why Your Prospecting Strategy Is Failing

Pipeliner

4 Innovative Strategies To Prospect Like a Pro. Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. . Most sales people hate to prospect. So if prospecting is so important why do sales people hate to do it?

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10 Steps to Speed the Prospecting Process

The Sales Hunter

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. Blog Professional Selling Skills Prospecting prospect prospecting sales prospect sales prospecting

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

5 Keys to Better Prospecting

Pipeliner

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Like it or not, prospecting is the key to your sales success. We will not experience the urgent need to prospect as long as we delude ourselves.

The “Prospecting” Disease

Sales and Management Blog

And a great deal of the time when you ask them what they’re doing they tell you they’re prospecting. Why are a few really good at finding prospects and brining in business and most aren’t? The successful sellers spend their time prospecting. The problem is although they have been busy, they haven’t been prospecting. They confuse preparatory and busy work for prospecting, with the actual activity of interacting with a qualified prospect.

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. Blog Professional Selling Skills Prospecting prospect prospecting prospecting tools sales prospectingThis is why a lot of salespeople fail when they think all they need is social media. It will reach […].

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Your Success Starts with Great Prospects

The Sales Hunter

Yes, this can be a problem, but far more often I find the problem is at the top of the sales process and how you prospect. There’s a simple equation we can’t forget: Bad Prospects = Bad […]. Blog Prospecting coaching prospect prospecting prospectsIt’s time you quit thinking that your inability to close sales is the reason you’re not more successful.

Prospecting Dynamics

The Pipeline

Proactive Prospecting Summer – Part 6. In this segment of Proactive Prospecting Summer, we look at the importance of the unspoken in prospecting calls. Telephone prospecting, after all, is an exercise in communication. By Tibor Shanto – tibor.shanto@sellbetter.ca.

Seventeen Things to Do Before Engaging a Prospect

Pipeliner

The post Seventeen Things to Do Before Engaging a Prospect appeared first on Pipeliner CRM Blog. They say that people buy from people they like and people like people who know them. More and more B2B salespeople must become trusted advisors rather than transactional order takers.

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. Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting selling

Don’t Put Sales Prospects Into Fight-or-Flight Mode

Pipeliner

While it’s important to engage a prospect company’s buyers, be sure to prepare for one more entity: your buyer’s reptilian brain. Let’s take a look at two areas of the sales process where you might be sending the prospect into fight-or-flight mode. #1:

Should I Leave a Voicemail When Prospecting?

The Sales Hunter

Blog Phone Sales Tips Professional Selling Skills Prospecting phone phone skills prospecting sales prospectingI get asked this question all the time. The argument people say is nobody listens to them, and even if they do, they never call back anyway, so it’s a waste of time. There are a lot of reasons I don’t agree with that, and they’re spelled out in my book, but one that […].

5 Traits of the Prospecting Expert

The Sales Hunter

While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others. Blog Professional Selling Skills Prospecting prospect prospecting prospecting skills sales prospect sales prospectin

5 Questions to Qualify a Prospect Faster

The Sales Hunter

Few things can take up as much time as spending time with a prospect that turns out to not be a prospect. Every time I speak, someone comes up to me afterward and shares with me their frustration with qualifying a prospect.

Prospecting = Pipeline

Igniting Sales Transformation

Kelly to talk about prospecting on a webinar hosted by John Golden from Pipeliner CRM. Prospecting for new business is an essential part of selling, but it is an aspect of sales that many salespeople try to avoid like the plague. Why do you think many people don’t like Prospecting?

Using CRM Software to Build a Better Prospecting Strategy

Pipeliner

Dave Kurlan says that 50 percent of salespeople do not prospect , which makes one wonder where they’re getting their leads? Lead prospecting is more than building a target account list once a quarter or reading through your Twitter feed to find contacts who share the same kind of content.

Engage the Prospect via Your Follow-Up

The Sales Hunter

Blog Closing a Sale Customer Service Prospecting customer follow-up prospect prospectingHow many times have you had a sales call that you walk away from feeling great then turn into the customer going silent on you? We’ve all had that issue, and the typical way salespeople handle this is by thinking if they just send a great follow-up note immediately after the meeting, everything will be […].

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. Blog Prospecting prospect prospecting sales prospectingBut 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 […].

Prospecting Using Linkedin

The Sales Hunter

If Linkedin isn’t creating for you the prospects and business you need, then it’s time to ask yourself if you’re using Linkedin correctly. Blog Prospecting high-profit prospecting linkedin prospect prospectingIt’s easy to think all you need to do is buy one of the Linkedin premium services and suddenly you’ll have all the business you need. False assumption! Yes, having one […].

Prospecting Myths: What Keeps Salespeople from Prospecting

The Sales Hunter

Recently I sat down via the Internet to discuss with Anthony Iannarino the issue of prospecting and, more specifically, some of the myths that keep people from doing it. Professional Selling Skills high-profit prospecting prospect prospecting sales prospectingI reached out to Anthony, because not only do I value his opinion, but I also wanted to talk about his new book (which I strongly believe you […].

Text Messaging for Prospecting?

The Sales Hunter

Blog Phone Sales Tips Professional Selling Skills Prospecting phone skills prospect prospecting sales prospecting text textingThe last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose and a customer to gain by texting someone. Boom! […].

10 Reasons Why I’m Proud to be Prospecting

The Sales Hunter

Without a doubt, the number one reason people don’t want to get into sales is because they don’t like rejection, and the thought of having to prospect makes their stomach curdle. Call me weird or call me an outlier, but here are my 10 reasons why I’m proud to have the privilege to prospect. (I’m Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

The 5 Why Questions Sales Prospects Ask

Anthony Cole Training

answering prospect questions sales prospects the why sales questions

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?

Does Your Prospecting Plan Work? 11 Questions to Ask Yourself

The Sales Hunter

Unfortunately, this exemplifies the expectations of too many sales prospecting plans. Below are 11 questions you can ask yourself regarding your sales prospecting plan. These questions will equip you to gauge how effective your prospecting plan is and what […].

5 Ways to Increase Your Prospecting Results

The Sales Hunter

Blog Prospecting prospect prospecting sales prospectingWe no more than end one quarter and we start all over again looking for new leads and new sales.

How Do I Follow Up with a Prospect?

The Sales Hunter

What’s the best way to follow up with a prospect? by repeating or asking about something the prospect shared with you the last time you talked. When we start the next conversation by restating what the prospect shared […]. Blog Prospecting prospect prospectingFor starters, begin the next conversation (regardless of what form it might be — email, phone, etc.)

10 Ways to Start Your Prospecting and Make it Enjoyable

The Sales Hunter

You can’t prospect if you don’t start, and starting is the problem too many salespeople have. Here are 10 things you can do right now to help you stop procrastinating on doing the prospecting you know […]. Let’s face it.

Is Prospecting an Activity or a Lifestyle?

The Sales Hunter

Blog leadership Professional Selling Skills Prospecting executive sales leader briefing prospect prospecting sales leadership sales prospectingAsk yourself that question and, more importantly, ask yourself why you answered the way you did. Each week I receive phone calls and emails from salespeople and sales managers who say they aren’t hitting their sales goals.

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingIt’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.

7 Strategic Questions Regarding Your Prospecting Process

The Sales Hunter

Today I want to give you an excerpt from my new book, High-Profit Prospecting. Consider the below strategic questions as you look at your own prospecting process: 1. What about my prospecting process is compelling to the customer? Blog Professional Selling Skills Prospecting high-profit prospecting prospect prospecting sales prospecting

How to Uncover Your Customer and Prospects Trust Criteria

Pipeliner

We can mistake good will and sales opportunity for strong enough trust to win over a customer or prospect. Most people believe themselves to be of great character but yet fail to win over their customers, friends and prospects.

Prospecting Has Changed, But Have You?

The Sales Hunter

Blog Professional Selling Skills Prospecting prospect prospecting sales prospectingNews flash. Social media is nothing more than the telephone. It’s simply a way to make contact — nothing more, nothing else.

Does Your Prospecting Plan Need Fixing?

The Sales Hunter

I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process.

10 Ways to Prospect with Integrity

The Sales Hunter

When you prospect with integrity, you will get customers who have integrity. Today there are too many people using stupid tactics to prospect that lack integrity. Blog Professional Selling Skills Prospecting high-profit prospecting prospect sales prospectingThink about what the previous sentence means. Integrity is an asset that is undervalued and underappreciated in today’s business world, yet it means more than ever.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives.

3 Simple Ways to Engage Prospects and Win More Deals

Pipeliner

The post 3 Simple Ways to Engage Prospects and Win More Deals appeared first on Pipeliner CRM Blog. How do the top salespeople continually blow away their quotas so effortlessly? Do they have some kind of secret formula they follow to ensure success consistently?

Success Breeds Prospects

The Pipeline

Most sales people tend to ease off on their prospecting when they have a healthy pipeline. All kinds of opportunities to close at the peak, desperately prospecting (praying and hoping), at the bottom. I don’t need to prospect, look at all the things in the pipeline I can work on”.

Sales Prospecting in the 21st century - Part 4

Increase Sales

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. Sales prospecting is the first phase of the sales process. This company is clueless about sales prospecting through email marketing.