The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 7 Sales Prospecting Ideas That Work. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects. Voicemail as a Prospecting Strategy?

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. Then, two days before the next scheduled call, they send you an email letting you know that they’re cancelling. 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?

Prospecting 234

Prospecting eBook Call-back Cancellation 234

Hubspot Sales

JULY 10, 2020

For B2B brands, connecting on a personal level is crucial to turn prospects into clients. There are many reasons you might have to cancel your upcoming B2B events. There are many reasons you might have to cancel your upcoming B2B events. If you have to cancel an event, try not to panic or feel it’s the end of the world.

Cancellation 124

Cancellation Opportunity B2B Conference 124

The Center for Sales Strategy

FEBRUARY 4, 2021

The old saying “ when it rains, it pours ” seems to apply to order cancellations, and it seems like when cancellations occur, they occur in bunches. Here’s what many sellers do when they experience a bunch of order cancellations: 1. Sell new prospects whatever they can sell without worrying about delivering results.

Cancellation 112

Cancellation Up-Sell Account Revenue 112

Zoominfo

MARCH 17, 2020

Maybe your entire office is working from home, or maybe you had a work-related trip cancelled. Or, worse: An upcoming conference or event was canceled. Now, a canceled event can be a minor setback or a major problem for your company, depending on the timing, scale, and your business’s specific plans for the event.

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Cancellation Leads Marketing Qualified Lead Webinar Metrics 100

MTD Sales Training

SEPTEMBER 11, 2012

However, in this short and sweet piece, I want to focus on one question you should NEVER ask the prospect, in particularly at the close. During the close, you want the prospect to be doing more “feeling,” than “thinking.” You do not want to prospect to turn to the logical mind BEFORE he or she has made a positive buying decision.

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Closing Cancellation Positioning Up-Sell 308

Sales and Marketing Management

NOVEMBER 28, 2018

An excited prospect who believes your value proposition is a “no brainer” can instantly turn cold and ignore your calls when it’s finally time to put ink to the contract. Have you ever been ready to pull the trigger on a purchase, but felt so uneasy about the decision that you decided to cancel it last minute? Buyer anxiety.

Sales Cycle 212

Sales Cycle Cancellation Hiring Remedy 212

Close.io

APRIL 8, 2020

First, it’s important to remember that you can’t stop every customer from canceling your service or software. How are they handling sales prospects under these circumstances? But remember this: Just because your customers haven’t reached out to you yet, doesn’t mean you’re not on their list of things to cancel.

Cancellation 118

Cancellation Churn Customer Software 118

SBI Growth

NOVEMBER 6, 2013

Execute the wins by canceling bloated, non-impact tactics. This action of canceling a non-performing program sets the right tone for the team. Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

MTD Sales Training

SEPTEMBER 4, 2012

Uncovering the price too soon in a sales interaction is actually a disservice to the prospect. Revealing price too early, inadvertently forces the prospect to make a buying decision before receiving all of the information. Even if the prospect decides to buy, it is an ill-informed decision.

Cancellation 300

Cancellation Retail Discount Benefit 300

MTD Sales Training

AUGUST 2, 2012

A poorly terminated call can result in cancelled orders, missed appointments or a totally lost of trust. On the telephone, when the prospect has agreed to buy or agreed to the appointment, he or she has made a buying decision, even if it is to buy the meeting. 3 – Wait for the Prospect to Hang Up First.

Cold Calling 287

Cold Calling Call-back Cancellation Meeting 287

Hubspot Sales

JULY 28, 2019

As salespeople, we see this every day with our prospects. Call it objections, going dark, or just plain ghosting -- but really, it’s your prospect trying to avoid telling you they’re not that into your product/service. Otherwise, your prospect might drag you along for weeks or months without giving a definitive answer.

Prospecting 138

Prospecting Cancellation Strategy Call-back 138

SBI Growth

JULY 16, 2013

Your B2B prospects are on Facebook. If you want to be found on Facebook as you do on Google, better start getting ’Likes’ from your network of buyers and prospects. Those who understand their buyers can adapt and target prospects at the right time. The key is finding the right mix of content that appeal to prospects.

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Facebook B2B Marketo Hubspot 331

SalesFuel

MAY 8, 2024

Even after significant effort to set sales meetings with prospects, they sometimes fall through. Prospects may get cold feet and cancel. Tips to Set Sales Meetings That Prospects Won’t Miss One of the first suggestions from Igor at Sales.Rocks is to seek assistance from a sales mentor. But don’t just check in.

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Sales Meeting Meeting Prospecting Cancellation 114

No More Cold Calling

APRIL 29, 2019

Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I just cancelled a shipping order with Office Depot for a standard metal filing cabinet. I told him to cancel my purchase and refund my money. If we’re a prospect, we go dark.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

Jeffrey Gitomer

MAY 9, 2011

Customers cancel a big order: Weakening your personal belief or causing severe money problems — or both. When you have the pressure to sell, the prospect senses it, and backs off. Speak Your Mind Cancel reply. Getting depressed: From any of the above. Then things get worse. I’m Slumping, And I Can’t Get A Sale!” Categories.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Marc Wayshak

APRIL 27, 2022

Have you ever had a strong, clear next step scheduled with a prospect —an accepted calendar invite on the books—only to suddenly have them cancel the meeting? In this video, I’m going to take all the guesswork out of how to respond to a canceled meeting. Here’s exactly what to do when a prospect cancels your meeting.

Cancellation 62

Cancellation Meeting Prospecting Call-back 62

Sales and Marketing Management

MAY 15, 2020

While making sales is, of course, the cornerstone of our profession, making purchases during this time is far from a priority – or even a possibility – for many of our prospects. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

Jeffrey Gitomer

AUGUST 10, 2011

The prospect seemed to be in agreement, even excited at times. Speak Your Mind Cancel reply. It’s not about RESPONSE. It’s about PREVENTION. Gitomer | August 10, 2011 | 1 Comment. Tweet Share You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. I need to think it over for a few days.”

Hiring 297

Hiring Training Social Media Loyalty 297

The Pipeline

OCTOBER 2, 2013

A friend who is a rep with a technology company, cancelled a meeting we had set for this afternoon, and you know it, his voice mail this morning at 8:00 simply said, “Man, I need to change our meeting, last day of the quarter, you know how it is.”. Being that Monday was quarter end, I was reminded again.

Revenue 267

Revenue Sales Qualified Lead Top of Funnel Cancellation 267

Jeffrey Gitomer

JULY 26, 2011

New prospective customer not looking to buy yet. New prospective buyer getting ready to buy. Speak Your Mind Cancel reply. Gitomer | July 26, 2011 | 2 Comments. Tweet Share There are 4.5 business lunch categories: 1.Building Building a relationship and trying to make connections. GREAT food. It just makes since. Categories.

Hiring 260

Hiring Social Media Referrals Loyalty 260

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Have a dedicated time set aside either daily or weekly to do your prospecting. Too many salespeople find themselves spending far too much doing everything else but prospecting. Sales Motivation: When is One of the BEST Times to Prospect?

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Hubspot Sales

MARCH 20, 2018

A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Sales reps who do their own prospecting and sales development reps encounter a myriad of objections in their attempts to connect with and qualify prospects. Prospecting is hard. How could they be?

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Objections Prospecting Call-back How To 145

Jeffrey Gitomer

APRIL 21, 2011

It never ceases to amaze me, that with all the options salespeople have, they choose to alienate, anger or cause doubt in the mind of the prospect by setting the wrong tone with their questions. And maybe the prospect feels that’s none of your business. It’s a waste of the prospect’s time. Good start.

Hiring 335

Hiring Social Media Loyalty Commission 335

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Click here to cancel reply.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Jeffrey Gitomer

JUNE 14, 2011

Tweet Share To maximize your networking effectiveness, you must follow one simple rule: Rule A1A — go where your customers and prospect go, or are likely to be. This is a great place to learn more about your customers AND get introduced to your prospects. Invite a prospect to dine. Then invite a prospect for him or her.

Networking 325

Networking Hiring Trade Show Social Media 325

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. prospecting. Cancel Reply. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation. leadership.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Understanding the Sales Force

NOVEMBER 3, 2013

Perhaps you have seen this in your company; A salesperson has been calling on a prospect for quite some time, perhaps years, and has developed a tremendous relationship. In some companies the obsession with relationships supersedes the need to generate business. Unfortunately, this occurs much more frequently than you think.

Cancellation 261

Cancellation Guarantee Analysis ACT 261

Sales 2.0

JULY 7, 2014

These unobservable trigger events are items like: which projects are getting funded, which projects are not getting funded or are getting cancelled. Closing Prospecting Sales 2.0 It won’t come to you in one neat dashboard or email every morning. I hope this answers the first part of your question Louis!

InsideView 301

InsideView Hiring Cancellation Account 301

Zoominfo

APRIL 21, 2021

Understanding hyper-specific terms and key performance indicators is the first step — then you should incorporate prospects’ pain points into your sales strategy. To hone in on messaging that targets prospects’ problems, identify healthcare organizations with below-average patient experience scores.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? Speak Your Mind Cancel reply. Information that provides insight.

Hiring 265

Hiring Lead Scoring Lead Rank Leads 265

SalesFuel

MAY 6, 2024

Not all prospects will be easy to deal with, and you’ll encounter many types of difficult prospects. As HubSpot’s Jay Fuchs notes, “difficult prospects are a fact of sales life.” But even the most difficult prospects can be worked with to reach a deal. Consider using these when you’re needing to nail down a busy prospect.

Prospecting 115

Prospecting How To Hiring Cancellation 115

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Prospecting 111

Prospecting Cancellation How To Revelation 111

The Sales Hunter

JUNE 18, 2017

It’s summer, and as most sales leaders like yourself know, it is a prime time when clients and prospects cancel appointments. Want to know how to increase the likelihood of them KEEPING the appointment?

Cancellation 159

Cancellation Motivation Video Sales 159

Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). Questions are the key element in creating an “I need to buy this” thought process on the part of your prospect.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

The Pipeline

AUGUST 22, 2011

Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. The other day I was talking with a couple of sales managers trying to help their people be more effective in prospecting. Click here to cancel reply. Prospecting.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255