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.

Prospecting 275

Prospecting Sales Qualified Lead Leads Marketing Qualified Lead 275

Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. Here are some of the tactics in the book to reach the rest of your market. Then buy the book !

Marketing 39

Marketing Intent Data Social Media eBook 39

Sales 2.0

AUGUST 22, 2022

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. The second book I’m covering is No Forms. Latané’s book covers an area of marketing that I have long wondered about: Should you “gate” or should you not “gate” your content?

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Sales 2.0

SEPTEMBER 6, 2022

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection.

Referrals 195

Referrals Account Demographics Competition 195

Understanding the Sales Force

NOVEMBER 15, 2024

” They were doing their version of the book, “Rich Dad, Poor Dad” and were playing “Good Parents, Bad Parents.” When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines. ” “I’m sorry – it won’t happen again.”

Prospecting 177

Prospecting Incentive Incentives Cold Calling 177

Sales and Marketing Management

JANUARY 4, 2019

He told me that he was reaching and having brief conversations with some prospects but those conversations went nowhere. He said he was trying to be consultative, to elicit details and to drill down on prospect objections. But no matter what he said or did, he would hear, “I’m not interested,” and a click as the prospect hung up.

Consultative Selling 254

Consultative Selling Prospecting Cold Calling Face-to-face 254

Understanding the Sales Force

NOVEMBER 29, 2023

Using email to book new meetings sounds awesome. Why would anyone, in any role, at any company, choose to waste the time, money, resources and effort to send out prospecting emails when in the worst of circumstances, they could make cold calls and one in fifteen calls will be answered? Using email to book new meetings sounds awesome.

Meeting 207

Meeting Cold Calling Inbound Outbound 207

Mr. Inside Sales

SEPTEMBER 2, 2023

As some of you know, today, September 5 th , my new book, The Owner’s Manual to Life: Simple Strategies to Worry Less and Enjoy Life More has been released! In this book, I’ve collected 100 of my favorite quotes and I write a brief, two-page essay on how to get the most from the wisdom the quotes contain. You can order your copy here.

Face-to-face 44

Face-to-face How To Gatekeeper Licensing 44

Sales 2.0

SEPTEMBER 15, 2022

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”. The book presents a framework for building relationships called “CAPITAL”. If you want a method for developing new habits, I recommend reading the book The One Thing and learning about the “66-day challenge.”.

Fashion 195

Fashion Networking Facebook Follow-up 195

No More Cold Calling

JUNE 27, 2024

This month, in celebration of 28 years of referral selling, both my books are on Kindle for $1.99 So, this book discusses how and when to rely on technology, and when to step away from the computer and make a human connection. My Kindle books are here and are available in countries around the world. each until July 4, 2024.

Referrals 156

Referrals Cold Calling Social Media Sales Qualified Lead 156

The Pipeline

NOVEMBER 14, 2020

Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2. That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success. Save your spot for this timely program and set yourself up for prospecting and sales success 2021 and beyond.

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

The Pipeline

SEPTEMBER 7, 2021

It’s a prospecting call, please stop apologising, it’s OK to do your job. Don’t say “I am hoping we may book a time to meet.” I am call specifically to set a time, book an appointment, schedule a meeting, but none of the softy stuff. In prospecting, that is asking a prospect who just blew us off, permission to call back.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Mr. Inside Sales

SEPTEMBER 6, 2022

By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better! The post Still Time to Book Best Virtual Speaker for Your 2023 Event! Get Access Today.

Face-to-face 31

Face-to-face Inside Sales Gatekeeper Licensing 31

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. By 2002-2003, people were continually asking if I had a book. I considered writing a book, but every author I knew said it was a grueling experience. He accepted my book, and I got an advance. Flash Sale.

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Bernadette McClelland

NOVEMBER 13, 2022

I guess name swapping may not be a part of their repertoire, although they did ask for ‘Alice’ They also asked me if I had heard of the Book of Mormon. I couldn’t help myself and asked them if they had seen the Book of Morman. They looked at each other and shook their heads. They did not. The reason I changed my mind?

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

The Pipeline

FEBRUARY 8, 2022

Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. When it comes to prospecting, there’s real, then there’s pipeline real. While many salespeople will call anyone that breaths a prospect, others want proof. By Tibor Shanto.

Pipeline 339

Pipeline Call-back Follow-up Quota 339

No More Cold Calling

MAY 28, 2020

This was even the premise of my second book, Pick Up the Damn Phone!: I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. How People, Not Technology, Seal the Deal. Since then, the problem has only gotten worse.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

The Pipeline

JUNE 23, 2020

There are a lot of prospecting and cold calling books out there, most trying to cash in on trends and fears. Done right, as Art outlines in the book, cold calling, sorry Smart Calling, is still one of the most direct and cost-effective ways to directly engage with your prospects. More Than a Book.

Cold Calling 250

Cold Calling Call-back Face-to-face Top of Funnel 250

No More Cold Calling

FEBRUARY 13, 2020

Put people before technology in your prospecting. An executive reads the latest book and declares the precepts in the book are the company’s new strategy. An executive reads the latest book and declares the precepts in the book are the company’s new strategy. Sales strategy isn’t yours or mine. Register anyway.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

The Pipeline

MAY 11, 2020

I have been looking forward to airing this episode, Jeff brings a no-nonsense approach to prospecting and sales. You may have caught my review of his new book last week hear on The Pipeline, and now you have a chance to hear Jeff expand on a number of points from the book.

Pipeline 283

Pipeline Prospecting Sales How To 283

No More Cold Calling

SEPTEMBER 26, 2024

That’s the first question @KristieJones asks in her new book: Selling Your Way IN. You’ll find Kristie’s questions in Chapter One: “You’ve Got to Meet Yourself Before You Meet the Prospect.” I’ve reviewed many sales books in my career, and I know a lot about sales. I hadn’t. Big problem!

Referrals 156

Referrals Meeting Scale Prospecting 156

SBI Growth

APRIL 12, 2024

This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments.

Prospecting 136

Prospecting Strategy Sales Sales Process 136

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Pipeline

AUGUST 10, 2021

But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. It’s an easy way to book more meetings and win more business.

Fashion 329

Fashion Campaigns Outbound Quota 329

Understanding the Sales Force

FEBRUARY 22, 2023

There are two ironic byproducts of the inbound phenomenon: Account executives who benefit from the appointment setting provided by BDRs not only don't prospect; they don't know how! meetings booked per week! Most BDRs are atrocious at making outbound calls, sending emails and LinkedIn reach outs, and following up on inbound leads.

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

The Pipeline

DECEMBER 14, 2020

Tony Morris is an International sales speaker, best-selling author of 5 books, and MD of an International sales training company. Tony shares a range of things, including his sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Ever feel stalled during a close? Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

The Pipeline

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Data is great, but it is best when used to open structure discussion where the prospect learns in the process.

Data 368

Data Objections ACT Lead Rank 368

Understanding the Sales Force

MARCH 20, 2024

My wife thought I would enjoy a book she found at the airport bookstore and I agreed that it looked compelling. Cold-Case Christianity is a book by J. Similarly, many prospects are also non-believers in your product or service. It will be worth it! As a detective, he always followed the evidence to find the truth.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

Sales and Marketing Management

SEPTEMBER 3, 2020

His most recent book is "Follow Up and Close the Sale.". Jeff Shore is the founder and president of Shore Consulting, Inc. , a company specializing in field-tested and proven consumer psychology-based sales training programs. Jeff hosts the sales podcast, The Buyer’s Mind.

Follow-up 207

Follow-up Prospecting Motivation Training 207

Zoominfo

AUGUST 6, 2024

With ZoomInfo, your go-to-market team can easily identify website visitors , engage prospects with website chat , and optimize web forms to transform anonymous visitors into actionable prospects. ZoomInfo automates lead routing based on criteria like location and company size, directing leads to the right representatives quickly.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

The Pipeline

JULY 9, 2019

Your clients and prospects are better served by a proactive professional, getting things done on their behalf. Get a book, listen to a podcast, meditate; you set the tone for your day, works for me. He gives a great example, what if you took that hour every day, and read a book? Take Back Control. Beyond the Small Stuff.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

No More Cold Calling

NOVEMBER 23, 2021

Without it, your prospects figure you’re not interested, and they tune out. It’s also my only way to make eye contact with many clients and prospects, so I’ve learned to live with it. Julie Hansen’s new book, Look Me in the Eye: Using Video to Build Relationships with Customers, Partners and Teams , is here for you to devour.

Video 289

Video Cold Calling Exercises Conference 289

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., Ghosted—just the sound of this is chilling.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Mr. Inside Sales

MARCH 17, 2024

What’s the number one blow off prospects use these days? Not only is it hard to get prospects back on the phone, when you do, you usually lead off with the ineffective opening line of: “Did you have a chance to review that email I sent you?” And then when a prospect blows you off with, “Can you email that to me?”

Face-to-face 243

Face-to-face Sales Qualified Lead How To Gatekeeper 243

No More Cold Calling

JANUARY 9, 2020

I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Sales 2.0

MAY 1, 2020

Take a look at Stu Heinecke’s books on this. He is cartoonist and sends cartoons to his prospects but our mutual friend Dan Waldschmidt sends swords! Conference commandoing : Keith Ferrazzi has a great chapter in his book “ Never Eat Alone ” about how to make conferences uber-effective.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416