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 […].

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

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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, […].

Big Prospecting Mistake Too Many People Make

The Sales Hunter

Challenge is when it comes to prospecting, the courtesy taught to us as a child can work against us very quickly. Put yourself in the shoes of a prospect receiving […]. Blog Prospecting high-profit prospecting prospect prospectingIf you’re like me, you grew up with parents who drilled into you the art of being courteous to others, especially with regard to introductions.

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

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.

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

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 […].

The 5 Why Questions Sales Prospects Ask

Anthony Cole Training

answering prospect questions sales prospects the why sales questions

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 […].

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 […].

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! […].

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 […].

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

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.

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 […].

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.

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

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.

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.

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.

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.

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.

Prospecting the CEO: 5 Things You Must Know

The Sales Hunter

Put the prospecting process you’ve been using on the shelf. Blog Breakthrough Sales University Prospecting breakthrough sales university ceo prospect prospecting sales prospectingStop immediately!

Prospecting Is a Marketing Activity

Increase Sales

Confusion abounds about what is prospecting and what is marketing. In other words, prospecting is an operation within marketing. You would not be marketing if you did not need new sales leads or prospects. People who prospect well are also market well.

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.

7 Steps to Building a Prospecting Plan that Works

The Sales Hunter

Do you have the number of high-quality prospects you need to not just make your annual number but exceed it? Before you answer that question, you may need to ask yourself if your prospecting plan is working as well as you need it to.

3 Ways to Guarantee Referral Prospecting Success

No More Cold Calling

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Spend more time with customers and less time prospecting. Convert prospects into clients at least 50 percent of the time (Most clients report a conversion rate of more than 70 percent.).

Prospecting Using 14-Second Voicemail

The Sales Hunter

Blog Phone Sales Tips Prospecting high-profit prospecting phone tips prospect prospecting sales prospecting voicemailToo many salespeople overlook the impact of voicemail. One excuse I hear from salespeople is, “Why leave a voicemail?

HOW TO Increase Prospecting Results for Sales Leaders

The Sales Hunter

Have you thought about the impact you as a sales manager have on the prospecting results your people achieve? I’ve encountered far too many situations where the sales manager is blaming the lack of new customers on the failure of the sales team to prospect.

Phone Prospecting - the Key to Scheduling Meetings

Understanding the Sales Force

Then watch the video below that to hear me talk about how to get your prospects to pay attention to you on the phone. Cold calling is dead. Cold calling doesn't work. Untrue. Cold calling is a waste of time. True if you suck at it. False if you're good at it.

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. Blog Prospecting high-profit prospecting prospect prospecting sales prospecting

Quit Talking About You. Your Prospect Doesn’t Care.

The Sales Hunter

Blog Prospecting customer needs prospect prospecting sales prospectingYesterday I received 2 voicemails and at least 4 emails that were nothing but, “Hey look at me! I’m awesome and that’s the reason you need to buy from me!” ” Hmm, I didn’t care one bit about how good they were. I did the most expedient thing I could — I hit delete! Come to […].

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”.

Thinking About Prospecting is Not Prospecting. It’s Not.

The Sales Hunter

The argument I hear is, “I don’t have time to prospect due to everything else I have going on.” The argument is by the time you take care of all the existing customers, there’s no time left to do any prospecting. Blog Professional Selling Skills Prospecting high-profit prospecting prospecting sales prospecting” Yes, I’ve even been guilty of saying it too.

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.)