INDUSTRY INSIGHTS YOUR PEERS ARE READING
With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. Either one leads to the same corner of no prospecting and any cross street in sales. So when is the best time to prospect? By Tibor Shanto. MORE
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. sales madness contacting prospects reaching prospects phone calls prospect engagement prospect outreach MORE
You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale. What are your prospect’s goals? MORE
I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline. General Sales Prospecting MORE
Many things have changed in sales, technology, means of evaluating, informed yet frustrated buyers, but some things have not changed in the least. Sure, they want the appointment but are willing to settle for so much less when the prospect answers. By Tibor Shanto. MORE
Prospecting isn't always the easiest task we are required to carry out in sales. qualifying prospecting prospecting skills centers of influence sales prospectingIt can be daunting, monotonous, and inconsistent. MORE
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? Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. MORE
Sales and marketing go hand-in-hand. Without marketing, salespeople will have a difficult time sharing their product and features with prospective clients. qualifying prospects sales prospecting contacting prospects reaching prospects prospect engagement prospect outreach MORE
If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Copyright 2019, Mark Hunter “The Sales Hunter.” MORE
No, I am not going to talk about green selling or climate change, not even sales change. Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Living it is exactly what prospects are doing when our call interrupts. MORE
Prospecting is about selling the next step. I’ll go old school here for a minute and talk about AIDA – the fundamental process of sales that was developed by St Elmo Lewis in 1898. Lastly, let’s go past prospecting to see how AIDA can be applied to presentations. MORE
hiring salespeople Sales Management Training hire better salespeople consultative selling increase sales leads, sales effectiveness training banking sales training consultative sales coaching sales training courses online sales training hire better people insurance sales training train the trainer MORE
The prospect agrees to take your meeting, and they even agree to your demo call. Find out more about how to sell to multiple decision makers in my video below: You can’t be in sales long before dealing w ith this issue. If you don’t ask, why should the prospect tell you? MORE
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. Copyright 2019, Mark Hunter “The Sales Hunter.” MORE
Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. To be great at prospecting, you don’t have to be born with the “sales gene.” Sales is not a destination, sales is a journey. Own your prospect’s process. MORE
There are a certain number of rules that must be followed when it comes to prospecting in sales. MORE
There is a major parallel between prospecting and leading. When prospecting, you have to make people see things that they might not otherwise see. Those good at prospecting do the same thing- they ask tough questions and create engaging conversations. Sales Motivation Blog. MORE
Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast. By Tibor Shanto. MORE
For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. By Tibor Shanto. MORE
Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? Prospecting is about following up. MORE
The problem is every deal seems great until you actually “get married” to your prospect and they become your client. I’m halfway through 10 posts explaining the steps you should take to be prepared for your new sales gig. Try to avoid such “promiscuous prospecting”. Prospecting MORE
Watch the video to learn more insights: Set your expectations on not using voicemail to close the sale, but rather, using voicemail to propel the process forward. Thank you again, this is Mark Hunter, with The Sales Hunter at 555-555-5555.”. Sales Motivation Blog. MORE
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 would I say is the strongest part of my sales process, and what can I do to leverage it more? What would my professional life be like if I could increase my sales performance by 50%? What can I change in my day to give me more time to prospect? Sales Motivation Blog. MORE
Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. Train The Prospect. MORE
There are many things that influence a sales cycle, some within our control, others not. Start by reviewing the things you do every day and through the sales cycle. They are but only for those who have developed the habit of making prospecting part of their ongoing routine. MORE
This is the best time to revisit core skills, especially prospecting. The next few posts I will be sharing five simple things you can do today and every day to ensure that you are optimizing your time, prospecting, and your overall sales results. By Tibor Shanto. MORE
sales motivation motivation action sales plans how to prospect prospect communication sales prospects ProspectingAnother day, another great resource available from us here at Anthony Cole Training Group. MORE
Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Ask each person what their prospecting objective is for the next day. MORE
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities MORE
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. MORE
How can you ever expect to achieve the results you need from prospecting if you aren’t prepared to prospect? Prospecting is tough enough, so you shouldn’t make it even harder on yourself. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. MORE
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. MORE
The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week. Prospecting introductions Cold Calling selling and social media time blocking 80/20 Principle MORE
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. Your greatest competitor in sales is the “no decision.” MORE
According to an excerpt in Don Miller's "Building a Story Brand," in order to help someone with a trust issue, the salesperson has to provide their prospect with a plan. sales prospecting prospect outreach getting introductions MORE
We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect. MORE
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. MORE
People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered. MORE
You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. Watch my video to learn how to use email to prospect: Use email as simply one of your contacting tools. Copyright 2019, Mark Hunter “The Sales Hunter.” MORE
Anthony Cole Training
JULY 1, 2019
Sales and marketing go hand-in-hand. Without marketing, salespeople will have a difficult time sharing their product and features with prospective clients. qualifying prospects sales prospecting contacting prospects reaching prospects prospect engagement prospect outreach
The Pipeline
JULY 16, 2019
For sales, that common purpose something other than an “enemy.” The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. By Tibor Shanto.
Sales 2.0
DECEMBER 6, 2019
You’ve heard this before but how much do you “walk the talk” when it comes to knowing your prospects? Information is power in sales. The more you know about your prospect and their situation, the more likely you are to make a sale. What are your prospect’s goals?
The Sales Hunter
JULY 30, 2019
Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” Here’s a simple fact: you can’t close a sale until you have someone to sell to. So what does it take to successfully prospect? Prospecting is about following up.
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
The Pipeline
MARCH 19, 2019
With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. Either one leads to the same corner of no prospecting and any cross street in sales. So when is the best time to prospect? By Tibor Shanto.
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The Sales Hunter
AUGUST 13, 2019
You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. Watch my video to learn how to use email to prospect: Use email as simply one of your contacting tools. Copyright 2019, Mark Hunter “The Sales Hunter.”
The Pipeline
APRIL 9, 2019
This is the best time to revisit core skills, especially prospecting. The next few posts I will be sharing five simple things you can do today and every day to ensure that you are optimizing your time, prospecting, and your overall sales results. By Tibor Shanto.
Anthony Cole Training
NOVEMBER 15, 2019
hiring salespeople Sales Management Training hire better salespeople consultative selling increase sales leads, sales effectiveness training banking sales training consultative sales coaching sales training courses online sales training hire better people insurance sales training train the trainer
John Barrows
MAY 21, 2019
I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline. General Sales Prospecting
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don’t move as quickly as they’d like--especially when it comes to sales teams. Sales teams, in particular, waste precious time and resources on repetitive tasks and manual data. entry when preparing quotes, proposals, and contracts--so much so that sales reps. Sales reps have.
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The Sales Hunter
OCTOBER 4, 2019
There is a major parallel between prospecting and leading. When prospecting, you have to make people see things that they might not otherwise see. Those good at prospecting do the same thing- they ask tough questions and create engaging conversations. Sales Motivation Blog.
Anthony Cole Training
SEPTEMBER 10, 2019
Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection. sales prospecting contacting prospects reaching prospects prospect outreach creating new sales opportunities
The Pipeline
MARCH 5, 2019
Many things have changed in sales, technology, means of evaluating, informed yet frustrated buyers, but some things have not changed in the least. Sure, they want the appointment but are willing to settle for so much less when the prospect answers. By Tibor Shanto.
Sales 2.0
JUNE 2, 2018
The problem is every deal seems great until you actually “get married” to your prospect and they become your client. I’m halfway through 10 posts explaining the steps you should take to be prepared for your new sales gig. Try to avoid such “promiscuous prospecting”. Prospecting
Anthony Cole Training
NOVEMBER 22, 2018
sales motivation motivation action sales plans how to prospect prospect communication sales prospects ProspectingAnother day, another great resource available from us here at Anthony Cole Training Group.
Anthony Cole Training
APRIL 10, 2019
There are a certain number of rules that must be followed when it comes to prospecting in sales.
The Sales Hunter
AUGUST 27, 2019
If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. Copyright 2019, Mark Hunter “The Sales Hunter.”
The Sales Hunter
FEBRUARY 20, 2019
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 would I say is the strongest part of my sales process, and what can I do to leverage it more? What would my professional life be like if I could increase my sales performance by 50%? What can I change in my day to give me more time to prospect? Sales Motivation Blog.
The Sales Hunter
MAY 21, 2019
We all wish every lead turned into a great prospect and in less time. Here are 10 things you need to do to prospect faster: 1. Use this list to as a guide as you prospect. Block enough time in your calendar to both lead development phase and qualify the prospect.
The Sales Hunter
JUNE 18, 2019
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.
The Sales Hunter
JUNE 28, 2019
Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Ask each person what their prospecting objective is for the next day.
The Pipeline
JANUARY 26, 2019
Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast. By Tibor Shanto.
Anthony Cole Training
JUNE 7, 2019
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. sales madness contacting prospects reaching prospects phone calls prospect engagement prospect outreach
The Sales Hunter
SEPTEMBER 24, 2019
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. Your greatest competitor in sales is the “no decision.”
The Pipeline
AUGUST 10, 2017
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.
Anthony Cole Training
JUNE 13, 2019
The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week. Prospecting introductions Cold Calling selling and social media time blocking 80/20 Principle
The Pipeline
OCTOBER 24, 2019
Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. Train The Prospect.
Anthony Cole Training
AUGUST 20, 2019
Prospecting isn't always the easiest task we are required to carry out in sales. qualifying prospecting prospecting skills centers of influence sales prospectingIt can be daunting, monotonous, and inconsistent.
The Sales Hunter
OCTOBER 22, 2019
The prospect agrees to take your meeting, and they even agree to your demo call. Find out more about how to sell to multiple decision makers in my video below: You can’t be in sales long before dealing w ith this issue. If you don’t ask, why should the prospect tell you?
The Sales Hunter
JULY 1, 2019
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. Copyright 2019, Mark Hunter “The Sales Hunter.”
The Sales Hunter
AUGUST 6, 2019
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? Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
The Sales Hunter
JULY 9, 2019
How can you ever expect to achieve the results you need from prospecting if you aren’t prepared to prospect? Prospecting is tough enough, so you shouldn’t make it even harder on yourself. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.
The Sales Hunter
SEPTEMBER 10, 2019
Watch the video to learn more insights: Set your expectations on not using voicemail to close the sale, but rather, using voicemail to propel the process forward. Thank you again, this is Mark Hunter, with The Sales Hunter at 555-555-5555.”. Sales Motivation Blog.
The Pipeline
JANUARY 22, 2019
People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. Look at it as an opportunity to educate the prospect or correct a misunderstanding they have, or highlight a blind spot they hadn’t considered.
The Pipeline
SEPTEMBER 26, 2016
There are many things that influence a sales cycle, some within our control, others not. Start by reviewing the things you do every day and through the sales cycle. They are but only for those who have developed the habit of making prospecting part of their ongoing routine.
Anthony Cole Training
AUGUST 6, 2019
According to an excerpt in Don Miller's "Building a Story Brand," in order to help someone with a trust issue, the salesperson has to provide their prospect with a plan. sales prospecting prospect outreach getting introductions
The Sales Hunter
JULY 23, 2019
Below is a list of 20 things I have found in common with the top 1% of all sales prospectors. To be great at prospecting, you don’t have to be born with the “sales gene.” Sales is not a destination, sales is a journey. Own your prospect’s process.
The Sales Hunter
SEPTEMBER 3, 2019
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.
John Barrows
SEPTEMBER 24, 2018
Prospecting is about selling the next step. I’ll go old school here for a minute and talk about AIDA – the fundamental process of sales that was developed by St Elmo Lewis in 1898. Lastly, let’s go past prospecting to see how AIDA can be applied to presentations.
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