The Sales Hunter

MARCH 6, 2014

Maybe it’s not LinkedIn that stinks, but rather it’s people who use LinkedIn that stink, especially when it comes to prospecting. If you want to use LinkedIn as a prospecting tool, that’s fine but do it right. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

LinkedIn 221

LinkedIn Tools Prospecting Licensing 221

Hubspot Sales

JULY 22, 2018

Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. Top 10 Sales Representative Skills. Collaborate with prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

No More Cold Calling

OCTOBER 1, 2020

In fact, new research from the Sandler Center shows that while most companies still focus on cold calling and emailing, referrals are far more effective at generating qualified leads. It takes roughly eight touches for sales reps to reach cold prospects. 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Hubspot Sales

APRIL 25, 2018

Advanced Selling Skills. Question every piece of information you receive from a prospect, and benefit from unexpected insights that set you apart and make you a top salesperson. What has this company bought from us in the past? How do they operate/make money? How does/could my solution impact their performance?

Selling Skills 144

Selling Skills Face-to-face Call-back Commission 144

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. They include things like… My name is… I work for… My company does… We’ve helped… We’re responsible for… Want to know what is wrong with those? They scream, “I’m trying to sell you something!

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

The Sales Hunter

MARCH 5, 2013

What would it mean to you or your company, in real dollars, if the prospecting emails you’ve sent turned into customers? There are three fatal mistakes most people make when email prospecting: Mistake 1: Subject Line. A rule to live by is a prospecting email should never be more than 80 to 100 words.

Prospecting 223

Prospecting Email Marketing Training Customer 223

The Sales Hunter

SEPTEMBER 16, 2014

Recently I was having a conversation with a VP of Sales and the top two salespeople for their company. Blog Closing a Sale Cold-Calling leadership pricing Professional Selling Skills Prospecting leader price sales leadership sales motivation top performer' What became very […].

Cold Calling 263

Cold Calling Selling Skills Sales Leadership Motivation 263

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Prospecting 226

Prospecting Strategy Lead Gen Email Marketing 226

Steven Rosen

APRIL 30, 2024

Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. Visibility and Accountability : In many SaaS companies, there is a high level of accountability for achieving sales targets.

Selling Skills 120

Selling Skills Coaching Scale Compensation 120

The Sales Hunter

MARCH 19, 2014

Most likely you’re writing your sales prospecting emails while working on a desktop or laptop computer and that alone is going to hurt you. Putting a graphic of your company logo in your signature line. Your company logo isn’t that impressive! Chances are you’re making one of the following fatal mistakes.

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

The Sales Hunter

APRIL 26, 2014

Many salespeople and companies are missing out on a lot of business simply by not having a presence on the internet. If prospects were to search […]. Blog Professional Selling Skills Prospecting Sales Motivation internet prospect sales video testimonials video video sales tip'

Video 233

Video Selling Skills Motivation Prospecting 233

The Sales Hunter

MARCH 27, 2018

The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too.

Prospecting 206

Prospecting Company Selling Skills Marketing Qualified Lead 206

Partners in Excellence

NOVEMBER 27, 2018

Even concepts of insight based selling are repackaging of consultative, solution, customer focused selling programs of the 60s, 70s, 90s. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.). But there are limitations to this.

Selling Skills 116

Selling Skills Face-to-face Banking Scale 116

The Sales Hunter

OCTOBER 24, 2014

It’s amazing how far a number of companies and sales teams have come in the last couple of years. I’m having many more conversations with sales leaders, CEOs and others who are telling me business is outstanding and life is good. When I hear comments like this, I get scared for one simple reason. […].

Consultative Selling 225

Consultative Selling Selling Skills Prospecting Conversion 225

The Sales Hunter

MAY 17, 2014

Salespeople need to be out interacting with prospects and customers. They will miss opportunities that are vital to the company. Too much office time will kill a salesperson’s drive and ultimately hurt the bottom line. I talk […].

Video 210

Video Consultative Selling Selling Skills Motivation 210

The Sales Hunter

DECEMBER 28, 2012

Every salesperson has had at one time or another a prospect who just won’t move forward and buy. It might be time to put the conventional selling process you use on hold and break out what I refer to as the “engagement process.” Again, what you’re doing is engaging the prospect.

Prospecting 212

Prospecting Customer Insurance Insurance 212

Partners in Excellence

JANUARY 13, 2022

Like everyone, I get inundated with emails and social platform prospecting outreaches. We’ve helped companies similar to yours, and please accept [our invitation for an exclusive session (attached deck here) ] (link removed) to learn more. Sadly, 49% of the prospecting emails I receive are unreadable.

Selling Skills 98

Selling Skills Face-to-face Social Media Google 98

No More Cold Calling

JULY 5, 2018

Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

Understanding the Sales Force

OCTOBER 13, 2016

Earlier this week I received an unsolicited email from the founder of a company who introduced himself and asked me to try his new tool for speakers. Unlike most, this particular email was actually formatted and the sender signed his complete name, title and company. Image Copyright 123RF Stock Photo.

Selling Skills 120

Selling Skills Advertising Advertising Sales Enablement 120

The Sales Hunter

JULY 30, 2013

You must use your CRM system to its full potential or you are robbing yourself and your company of more success. Blog Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting Purchasing Department Sales Development Training Sales Motivation CRM customer customer service sales information'

CRM 261

CRM Cold Calling Consultative Selling Customer Service 261

The Sales Hunter

OCTOBER 29, 2013

Second, accelerate the level of activity you’re having with prospects you’re close to closing. Many companies have experienced a good year and are looking to spend money this year. Third, devote an extra 30 minutes per day to telephoning warm prospects. You’ll be amazed at what this simple approach can deliver.

Consultative Selling 246

Consultative Selling Call-back Discount Selling Skills 246

The Pipeline

FEBRUARY 1, 2013

Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills. But B2B selling, especially to large corporations has evolved into a complicated process. We’ll use enterprise software as an example to make our points.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Vengreso

JANUARY 17, 2025

With technological advancements and the growing demand for remote work solutions, virtual sales programs offer numerous benefits that can transform how companies engage with prospects and clients. This shift in consumer behavior means businesses must adapt by equipping their teams with digital selling skills.

Webinar Metrics 98

Webinar Metrics Selling Skills Sales Cycle Coaching 98

The Sales Hunter

APRIL 30, 2013

Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. Two weeks after the purchase, call the customer again and ask for their feedback as to how things are going. You also want to begin building more on needs the customer might have. ” Sales Motivation Blog.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Pipeline

FEBRUARY 6, 2013

As the economy continues to show hints of progress, and business picks up, it is important to understand the nature of the improvements in sales you and your company experience. If you have a 4:1 lead to prospect rate, then it goes without saying that you’ll have more sales from six leads than 4, 1.5 sales vs. 1. sales vs. 1.

Lead Rank 296

Lead Rank Proposal Top of Funnel Benefit 296

The Sales Hunter

DECEMBER 8, 2014

Keep moving at full speed in your prospecting and selling efforts now through Dec. There are many companies with money to spend before year end, so if you are in B2B sales especially, you need to be contacting all of your customers. Blog Professional Selling Skills Sales Motivation sales motivation'

Motivation 204

Motivation Video Selling Skills B2B 204

The Sales Hunter

SEPTEMBER 20, 2013

We’re on the verge of the 4 th quarter, and for many companies, that means the race is on to make the number. One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Sooner you make the calls, the better. Objective of the calls is three-fold.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Understanding the Sales Force

SEPTEMBER 11, 2013

Understanding the Sales Force by Dave Kurlan Most of the calls and emails we receive come from companies with flat or declining sales. However, some of the greatest successes occur when we help companies that are already kicking ass. A steady flow of inbound leads. That sure helps new salespeople get started, doesn''t it?

Lead Rank 286

Lead Rank Lead Scoring Hiring Hubspot 286

The Sales Hunter

DECEMBER 10, 2013

Year-end discounts send a message not only to your customers, but also to your prospects, that the best way to get a deal is to wait. Double-check your company’s ability to process orders. Nothing will create more panic for a salesperson than getting the year-end order, only to find your company unable to process it.

Discount 224

Discount Commission Selling Skills Prospecting 224

The Sales Hunter

JUNE 25, 2013

Their objective is to help reduce the cost of buying for their company. Blog Closing a Sale leadership Negotiation pricing Professional Selling Skills Prospecting Purchasing Department buyer negotiating negotiation price professional buyer prospect prospecting purchasing department'

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

Understanding the Sales Force

DECEMBER 1, 2020

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%. The candidate scored 60% on Caliper and 92 on OMG. Coachable or not.

Comparison 313

Comparison Lead Rank Lead Scoring Hiring 313

The Sales Hunter

SEPTEMBER 5, 2013

Talk to the prospect. Waiting for that perfect time to reach out to the prospect might make sense if the one you’re contacting is the CEO of a Fortune 500 company. Waiting for that perfect time to reach out to the prospect might make sense if the one you’re contacting is the CEO of a Fortune 500 company.

Selling Skills 204

Selling Skills Motivation Prospecting Up-Sell 204

The Sales Hunter

JULY 12, 2013

Know that whatever you talk about and what you do while in the company of the salesperson is going to be repeated to others on the sales team immediately after you leave the salesperson. When you follow-up, it shows that you take your involvement seriously and you value the role the sales team plays in the success of the company.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

The Sales Hunter

JULY 30, 2013

Keep in mind the outcome is unique to the individual or company, but the more customers you can learn from, the better off you’ll be with the next new customer with whom you meet. Make that the primary piece of what you’re trying to determine with each customer and prospect you meet. ” Sales Motivation Blog.

Discount 250

Discount Selling Skills Energy Benefit 250

The Sales Hunter

MARCH 31, 2015

Here are 5 things you can do write now to improve your prospecting emails: 1. Big mistake salespeople make is they use the first paragraph to introduce themselves and their company to the prospect. Any prospect viewing this will delete it in a […]. Think newspaper headline, not a letter. This is a huge waste!

Prospecting 100

Prospecting Selling Skills Company Sales 100

Understanding the Sales Force

OCTOBER 30, 2013

First, I received a cold call that went like this: " Hi Mr. Kurlan, this is [name withheld] from [huge company name withheld]. We''re a company that.oh The same day, I was asked about a salesperson at a client''s company. having a hard time telling if the prospect is interested (26%). Okay, so that''s the first incident.

Decision Maker 271

Decision Maker Survey Follow-up Margin 271

Mr. Inside Sales

JANUARY 2, 2023

Most companies are under immediate pressure already to begin accomplishing their new goals and sales targets. You can probably feel it in your company, too. As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. Qualifying prospects. Identifying decision makers.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223