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?

SalesGenie 237

SalesGenie Prospecting eBook Lead Scoring 237

DiscoverOrg Sales

APRIL 11, 2019

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. This alone may set this book apart from a lot of other sales dev books by some sales training professionals.). And no, the MIT-trained engineer did not have a business background. it’s not beach reading, and b.) Sound familiar?).

Hiring 210

Hiring Outbound Cold Calling Top of Funnel 210

Mr. Inside Sales

MAY 1, 2019

Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! This training will literally change your company and your life. And, this training is affordable! Read about our training here.

Training 172

Training Gatekeeper Workbooks Face-to-face 172

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.

Prospecting 215

Prospecting Real Estate eBook Objections 215

Sales 2.0

MAY 6, 2020

Perhaps it’s time to breathe a huge sigh of relief and get back to partying like it’s 2019. The opportunity here is to get back to business and be better than we were in 2019. Do you have training for new hires documented and readily available? Is your training available in different formats, for example video?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

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.

Prospecting 190

Prospecting Hiring Video Coaching 190

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. Don’t say that, say this!

Gatekeeper 147

Gatekeeper Face-to-face Inside Sales Cold Calling 147

The Sales Hunter

JUNE 4, 2019

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. I bet prospecting would be on the list too if everyone had to do it.

Harvest 215

Harvest Prospecting Lead Scoring Lead Rank 215

Mr. Inside Sales

OCTOBER 8, 2018

Book Mike Brooks, Mr. Inside Sales, early to ensure your 2019 sales kickoff gives your team both the motivation and the sales skills they need to make next year your best year yet! Click here to watch the video and forward to those in your company who are planning your 2019 sales kickoff or convention! Qualifying without interrogating.

Inside Sales 27

Inside Sales Decision Maker Call-back Motivation 27

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 can I change in my day to give me more time to prospect? Ask yourself how you can improve at selling and prospecting today.

Prospecting 158

Prospecting Face-to-face Survey Motivation 158

SBI

DECEMBER 12, 2018

I asked thought leaders from various sales technology firms, how they think SalesTech will change the way salespeople sell in 2019. In 2019, that all changes. 2019 is going to be a great year to be a sales professional. How will technology change the way salespeople sell in 2019? Here’s what they had to say.

Sales Qualified Lead 139

Sales Qualified Lead Lead Rank VanillaSoft Lead Scoring 139

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.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

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.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

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.

Prospecting 153

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? 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. First, it indicates that the prospect trusts in you.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect. Your goal is to build on the customer’s ego in the prospecting phase and not when you’re trying to close the deal.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

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. There is ZERO reason to do a presentation in the prospecting phase.

Prospecting 158

Prospecting Lead Scoring Lead Rank Conversion 158

Mr. Inside Sales

MAY 11, 2019

If yes, then do what I did: Get the best training you can and use what you learn. Enroll yourself or your team in next week’s 7-week online training program. Here’s an example of a training tip that you’ll learn, and that I used, to handle a frustrating objection I used to get all the time: “The price is outside of our budget.”.

Closing 165

Closing Training Gatekeeper Face-to-face 165

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Scoring 131

Lead Scoring Lead Rank Sales Qualified Lead Prospecting 131

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Alice Heiman

DECEMBER 26, 2018

So, we decided to ask a group of sales experts this one question: What is the biggest trend you expect to see in the sales industry in 2019? . Sales Trends of 2019 . Companies who recognize this and create more role specialization in this area will be the winners in 2019 and 2 020. One of the trends I see for 2019 is focus.

Trends 114

Trends Face-to-face Scale Direct Mail 114

Women Sales Pros

APRIL 19, 2019

I hope you find value from my take on the four trends that will improve your success in 2019. It’s not that your training stinks. Have a clear process for how you interview and train managers in effective interview tactics, including role play. Should you focus on AI, technology, enablement or something else?

Trends 129

Trends Hiring Ideal Customer Profile Churn 129

Vengreso

JANUARY 7, 2019

Vengreso’s leaders, or the “Fantastic Eight” as Mario calls them, share their best sales or sales leadership tips for 2019 in the video below. The Vengreso leaders, or the 'Fantastic Eight' as CEO @M_3Jr calls them, share their best tips about #Sales and #SalesLeadership for 2019. Vengreso’s Best Sales Tips for 2019.

Ideal Customer Profile 99

Ideal Customer Profile LinkedIn Video eBook 99

Gong.io

FEBRUARY 12, 2019

Looking for a list of the BEST sales blogs to read in 2019? Here are the 18 best sales blogs for 2019, from the horse’s mouth. They cover every topic that matters to you, from prospecting strategies to effective coaching techniques and more. David Priemer has quickly risen to the top of the sales training field.

Hiring 133

Hiring Hubspot Inbound InsideSales 133

The Sales Hunter

MARCH 24, 2019

Copyright 2019, Mark Hunter “The Sales Hunter.” Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. You have an opportunity to demonstrate leadership. Will you choose to lead in the next problem that you face? Sales Motivation Blog.

Opportunity 212

Opportunity Face-to-face Motivation Leads 212

Vengreso

JANUARY 3, 2019

When I set it out to curate a list of the top 21 sales podcasts for 2019, I had two motivating forces in mind. Take these 21 #sales podcasts with you to the gym to get even more value from your workouts in 2019. 21 Sales Podcasts for 2019. Without further ado check out my curated list of sales podcasts for your playlist in 2019.

Scale 111

Scale Outside Sales B2B SalesForce 111

Hubspot Sales

DECEMBER 26, 2018

Business skills like consultancy are generally the most profitable, as you can charge much more for your time -- but it's usually harder to find clients, and many of your bookings will be one-off training sessions. In fact, it has become super easy to make the leap out to independence heading into 2019. Get Into Real Estate.

Small Business 145

Small Business Small Business Opportunity Outsourcing Services 145

The Sales Hunter

FEBRUARY 18, 2019

Copyright 2019, Mark Hunter “The Sales Hunter.” Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. Don’t forget: A coach can help you excel in your sales career. Invest in yourself by checking out my coaching program today! Sales Motivation Blog.

Motivation 188

Motivation Video Coaching Positioning 188

The Sales Hunter

MAY 7, 2019

I think far too much time is wasted on thinking that the answer to a sales slump and to even finding great prospects is developing a solution to beat a competitor. If you have the right mindset, you will be able to select the right prospects. The right mindset will allow you to properly diagnose the prospect.

Intent 237

Intent Lead Scoring Lead Rank Prospecting 237

Openview

DECEMBER 12, 2018

Over the past few weeks, myself and Jeff Rosset have seen our fair share of sales trends for 2019. In 2019, curating feedback from across the web, and arming sales to be prepared with it proactively will become as important as knowing what your competitors are saying about you. The Rise of Feedback. Sales stack overload.

Trends 100

Trends Hiring Sales Talent Scale 100

The Center for Sales Strategy

NOVEMBER 13, 2019

All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople.

Report 75

Report Media Training Industry 75

Hubspot Sales

JANUARY 4, 2019

Heading into a closing conversation with a prospect is always nerve-wracking. You need to understand your company's offerings so you can find the products and services that will work best for the prospect you're working with. And throughout the sales process, do your research on the prospect's company. Do your research.

Closing 145

Closing Objections ACT Buyer 145

Mr. Inside Sales

MARCH 21, 2019

What do you say when you get this objection while prospecting ? Let’s face it: This blow off is just a variation that prospects have been using for years. All you have to do is have an email already prepared while you’re prospecting. Training dates: Every Tuesday, from Tuesday, May 7, 2019, to Tuesday, June 18, 2019.

Face-to-face 137

Face-to-face B2C Sales Qualified Lead Inside Sales 137

The Sales Hunter

MARCH 31, 2019

Copyright 2019, Mark Hunter “The Sales Hunter.” Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. Be a leader this week by reaching out and helping somebody see and achieve what they didn’t think was possible. Sales Motivation Blog.

Motivation 189

Motivation Objections Video Leads 189

Mr. Inside Sales

MARCH 21, 2019

Join Our Next Training: Agenda 7-Week, Comprehensive B2B & B2C Inside Sales Training Program. Training dates: Every Tuesday, from Tuesday, May 7, 2019, to Tuesday, June 18, 2019. Training start time: 11:00 am, Eastern Daylight Time (New York). REGISTRATION DEADLINE: 5/03/2019.

Face-to-face 138

Face-to-face B2C Inside Sales Gatekeeper 138

The Sales Hunter

SEPTEMBER 17, 2019

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. What about my prospecting process is compelling to the customer?

Ideal Customer Profile 129

Ideal Customer Profile Prospecting Segment Referrals 129

Sales and Marketing Management

APRIL 24, 2020

In the 2019 edition of his Supergraphic , he documented more than 7,000 companies offering data management, marketing automation, customer experience tools, social media monitoring and more. Make smart buying decisions, strive for a solid integration, involve end users in the process and provide adequate training. Use Your Data.

Data 240

Data B2B Ideal Customer Profile Strategy 240