SBI Growth

JANUARY 17, 2019

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan. You revisit a familiar framework that has always proved helpful in the past- People, Process,

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Hiring Revenue Sales Resources 245

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. Make your prospects earn the right to become prospects.

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Prospecting Sales Qualified Lead Marketing Qualified Lead Leads 275

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! The number of deals you have to close directly reflects the amount of time you spend prospecting. Always have a dedicated time to prospect each day and each week.

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Prospecting Networking Banking Video 269

The Sales Hunter

JANUARY 23, 2019

Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. Furthermore, sales is what business is built on, and business is what drives the economy. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly.

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Prospecting Face-to-face Networking Motivation 51

DiscoverOrg Sales

JANUARY 2, 2019

We expect major gains in the sophistication – and volume – of B2B data in 2019. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. Sales Development Reps still don’t know what to say,” TOPO’s analysts add. “We BIG business.

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Data Intent Data Customer Intent 196

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.” Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it.

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Prospecting Buying Cycle Social Media Segment 242

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. Do you engage the prospect with your questions? Sales Motivation Blog.

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Prospecting Marketing Qualified Lead Leads Conversion 217

The Sales Hunter

FEBRUARY 20, 2019

Sales is not a destination; sales is a journey of continual learning. The discussion continues about whether sales is an art or a science. People are quick to point out the number of new sales tools created by advances in technology; however, all of this is just noise. This is where prospecting has to come in.

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Prospecting Social Media Call-back Media 236

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. All prospects are not the same. What I mean by this is that the prospects in their pipeline are only doing one thing: plugging things up. So, here’s the first question: is the prospect asking you great questions?

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SalesGenie Prospecting eBook Lead Rank 237

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.

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Prospecting Top of Funnel Exercises Funnel 210

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. How can smart, experienced sales reps let their customer relationships wither? But not all sales teams make those investments. Far too many sales organizations are so focused on bringing in new business that they neglect their current customers.

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Referrals Customer Social Media Revelation 432

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. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. It’s not about you.

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Prospecting Real Estate eBook Objections 215

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With so much money – and excitement – on the line, how do you connect with new prospects? f their entire budget.

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Trade Show Marketing Qualified Lead Leads Lead Generation 227

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? Check out my ebook on prospecting “10 Reasons Most Prospecting Plans Fail”: 10 Reasons Most Prospecting Plans Fail eBook.

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Prospecting eBook Call-back Cancellation 234

Zoominfo

JULY 9, 2019

Today’s round-up features content about collecting better customer testimonials, building sales pipeline, executing data-driven business strategies, and more! 8 Ways to Collect Better Customer Testimonials in 2019. 6 Creative Ways to Build Sales Pipeline Today. And there you have it— our July 2019 B2B Blog Post Round-Up.

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B2B Retail Segment Scale 180

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 can I do to shorten my sales process?

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Prospecting Face-to-face Survey Motivation 158

No More Cold Calling

FEBRUARY 13, 2020

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. What does this mean for sales leaders? Your sales strategy is your legacy. Not much has changed over the years.

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Webinar Metrics Strategy Cold Calling Customer 339

The Pipeline

OCTOBER 8, 2019

We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. Not Your Daddy’s Phone.

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Prospecting Call-back Face-to-face Lead Scoring 241

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. Your role as a sales manager/leader is not to be the best prospecting person. Culture starts at the top.

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Prospecting Hiring Video Coaching 190

The Pipeline

AUGUST 21, 2019

TORONTO, Canada (August 15, 2019) – The Canadian Professional Sales Association (CPSA) and Renbor Sales Solutions today announced a new accredited partnership. Graduates of Renbor Sales Solutions’ Proactive Prospecting program will now earn credit toward CPSA’s professional sales designations.

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Education Banking Lead Rank Objections 52

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. The issue I have is that networking by nature operates on a different timetable than prospecting.

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Networking Prospecting How To Quota 203

Zoominfo

MAY 21, 2019

These blog posts typically explore topics related to B2B marketing, B2B sales, recruiting, or business growth. If that content sends the wrong message, misses the mark, or leaves a prospect or customer with a bad impression of your business, it can be extremely difficult to get back in their good graces. Continue reading.

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B2B Lead Generation Lead Rank Consumer 189

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. percent of salespeople made quota in 2019, according to CSO Insights. None of us stands out during prospecting. How do you ensure that your sales team gets in the door before your competitors? Try this instead. That’s a fact.

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Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Mr. Inside Sales

APRIL 29, 2019

Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. We are deeply honored to be singled out as the top inside sales training and coaching firm among the many other fine companies in this space. So thank you very much!

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Gatekeeper Face-to-face Inside Sales Cold Calling 147

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. This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects.

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Sales Qualified Lead Prospecting Decision Maker Pipeline 190

The Sales Hunter

JUNE 25, 2019

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. Focus on prospecting with the people who align closest to your perfect customer.

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Prospecting VanillaSoft Gatekeeper Decision Maker 192

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. Prospecting effectively includes getting ready and this always has to involve working a day ahead. Sales Motivation Blog.

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Prospecting eBook Motivation Video 153

The Sales Hunter

OCTOBER 1, 2019

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you.

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Sales Qualified Lead Prospecting Video Negotiation 182

Zoominfo

APRIL 1, 2019

Technographic data is having its moment in the B2B sales world. But unlike other passing sales trends, it looks like technographic data is here to stay. Technographic data provides necessary context to important selling activities– enabling sales organizations to close more deals, faster. About This Research.

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B2B Data Survey Report 197

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. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect.

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Buyer Prospecting Sales Qualified Lead Face-to-face 160

Zoominfo

FEBRUARY 5, 2019

But, we’re back and better than ever with our February 2019 installment. Create a practical exercise or project that mimics the actual responsibilities of the role—such as a writing prompt for content writers or a practice sales call for sales reps. Imagine a prospect researching two similar products. Continue reading.

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B2B Buyer Persona Hiring Ideal Customer Profile 150

Zoominfo

AUGUST 7, 2019

Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. If not for the sake of your sales and marketing campaigns, do it for the sake of your bottom line. The Impact of Bad Data on B2B Sales. Our stance on B2B data is no secret.

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Data B2B Lead Nurturing SalesForce 150

The Sales Hunter

SEPTEMBER 13, 2019

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. Your focus while prospecting is on uncovering a need and creating confidence. Still, this only applies to a long way down in the sales process.

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Prospecting Lead Rank Lead Scoring Conversion 158

The Sales Hunter

JULY 7, 2019

What do you need to do over the next six months to close out 2019 strong? You need to aggressively prospect and sell now through October so that November and December are bigger than ever. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Don’t let the summer slow you down!

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Motivation Sales Goal Video Up-Sell 185

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. In my book, High-Profit Prospecting, I share voicemail samples and in this blog’s video, I break this process down even further. Sales Motivation Blog.

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Prospecting Objections eBook Video 161

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. You won’t be able to fake it until you make it, not in sales!

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Prospecting Guarantee Objections Energy 169

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. You can ask: During the sales process when you’ve added value.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323