The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. Client List. Testimonials. FREE Resources.

Motivation 217

Motivation Prospecting Hiring Ideal Customer Profile 217

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.”

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. 5 Secrets to Get Better Prospecting Leads. There are 5 secrets used by top-performing salespeople to get better prospecting leads. Client List.

Motivation 195

Motivation Prospecting Leads Marketing Qualified Lead 195

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. How “Social Media” Can Be Part of Your Prospecting Strategy. Copyright 2012, Mark Hunter “The Sales Hunter.” discounting.

Social Media 189

Social Media Media Strategy Prospecting 189

The Pipeline

AUGUST 5, 2013

So who is likely to be in the office, who is likely to have time to just “talk”, rather than being out at client/prospect meetings; who lacks the discipline to not stop what they had scheduled, and shoot the breeze with the new guy? Sales Perfomance Management Sales Process Tibor Shanto'

Hiring 275

Hiring Discount Sales Talent Groups 275

Sales 2.0

OCTOBER 22, 2012

” The result of this “product presenting” sales approach is that the company is only selling its core legacy products and very few of its new products that are strategically important to the company. In addition, there seems to be a large amount of discounting going on even for the company’s core products. and Social Selling?

Social Selling 312

Social Selling Hiring Solutions Selling Travel 312

Pipeliner

MAY 22, 2020

Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure , proclaims one recent headline. Done right, discounting is hardly a mark of shame. Net worth: $16.7

Discount 98

Discount Vendor Buyer Retail 98

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Have a dedicated time set aside either daily or weekly to do your prospecting. Phone Sales Tips: Smartphone Messages That Work. discounting.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

MTD Sales Training

DECEMBER 19, 2011

Even if you are new to sales, management has told you that you have to wait until the closing stages before you tell the prospect the price. For your product or service to have any value to the prospect, the prospect must have a NEED for that product or service. In a word… YES!! This is not about money.

Discount 297

Discount Up-Sell Education Prospecting 297

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. By Tibor Shanto.

Course 235

Course Hiring Video Discount 235

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 Buyer 300

The Pipeline

JULY 15, 2011

Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. This is one way in which discounting can work – sign up before midnight tonight to get 35% off. Prospecting. Sales Cycle.

Pipeline 243

Pipeline Twitter Discount Hiring 243

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Of the new prospects your reps reach out to, how many convert to customers ? Are lower-performing reps approaching bad-fit prospects?

Lead Rank 145

Lead Rank Lead Scoring Sales Management Scale 145

The Pipeline

AUGUST 14, 2013

I see this in all aspects of sales, those who just make ten calls to ten sequential names on a list, and call it prospecting; versus those who initiate contact and engagement with ten 10 prequalified, researched, planned and targeted viable potential buyers, using all the tools available to them, from traditional to social and everything between.

Scale 293

Scale Forecasting Call-back Account 293

MTD Sales Training

JANUARY 30, 2012

I will make this short and sweet: “If you qualify as a prospect for what you sell, then the first sale you should make should be to yourself.”. I want to stress, that the prerequisite is that you must be able be a qualified prospect for the product or service. Can’t Afford It. I Understand How You Feel. Come Back Next Month.

Objections 279

Objections Commission Discount Benefit 279

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. To all of the prospects I’ve talked to this past year — thank you for your time. discounting. phone sales tips. prospecting.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Too many sales are lost because the salesperson isn’t confident. When the salesperson isn’t confident, they miss opportunities to close sales.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

Hubspot Sales

JANUARY 7, 2019

Conducts little to no research on a prospect before a call. Relies too heavily on discounts, resulting in lower margins. Prospecting and presentation skills are improving, but they rarely hit their monthly quota. Doesn't understand the core product offerings of [X company]. Provides limited data/information in the CRM.

Sales Management 144

Sales Management Quota Margin Hubspot 144

The Pipeline

MARCH 6, 2012

In these times of shrinking margins and diminishing returns, Mark’s insights will change the way you think about discounting, price, negotiating, and, above all, the all-important concept of value. Prospecting. Random Walk Down Sales Street. Sales Bloggers Union. Sales Compensation. Sales Cycle.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Sales Hunter

FEBRUARY 2, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Sales leadership is being able to ask customers and prospects questions that both you and the customer are not going to know the answer to.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Want to know the best way to get your 2012 sales off to a great start? Commit on your calendar a dedicated amount of time each week to prospect.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Pipeline

JULY 18, 2011

Every December the “Leadership”, would roll out the same special offer, an annual subscription for $30,000 if the customer committed before the all-important year-end, a $6,000 discount for those who bit. The other obvious lesson learned was not to sell at a discount. Prospecting. Random Walk Down Sales Street.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Sales Hunter

FEBRUARY 25, 2013

Additionally, they help increase revenue by ensuring sales are made at full-price without any discounts. That is what I see as the primary role of sales. Sales managers, what behavior are you rewarding? When needed, price increases are handled properly. In fact, it should be occupying at least 90% of their time.

Customer Service 251

Customer Service Customer Discount Maximizer 251

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Related posts: Sales Training Tip #388: Which LinkedIn Groups Should You Join? Sales Prospecting and LinkedIn. discounting. sales tips.

LinkedIn 214

LinkedIn Motivation Ideal Customer Profile Hiring 214

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. If you aren’t the type who can motivate yourself — and motivate yourself consistently — then you have no business being in sales.

Ideal Customer Profile 200

Ideal Customer Profile Negotiation Hiring Discount 200

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. Efforts to work with these prospects require patience.

Prospecting 115

Prospecting How To Hiring Cancellation 115

Pipeliner

AUGUST 22, 2019

Regardless of the pricing model, you have worked hard to develop when push comes to shove, and often even before push comes to shove, salespeople cave in and offer discounts. If key stakeholders are not invested in the relationship with your company, they will have no qualms about pushing for discounts that hurt your bottom line.

Discount 73

Discount Negotiation Forecasting Proposal 73

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. discounting. phone sales tips. prospecting. sales goals. sales manager. sales motivation. sales negotiation.

Networking 222

Networking Motivation Hiring Negotiation 222

Anthony Cole Training

MARCH 22, 2012

One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint calls. As a president of a company occasionally I have sales people call on me. Why is the manager with the salesperson? EcSell Sales Management Summit.

Maximizer 183

Maximizer Discount Sales Coaching 183

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Spend all day figuring out who you should prospect. The research you are doing is really good stuff, even if it never results in a sale. discounting.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Related posts: 5 Secrets to Get Better Prospecting Leads. Prospecting for Clients: Getting Referrals. Why You Should Prospect During the Holidays.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

The Sales Hunter

MARCH 7, 2014

Hesitation to call customers and especially to call prospects. ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. .” ” A desire to spend too much time preparing to make sales calls as an excuse to not actually have to call. Any responses jump out at you?

Cold Calling 226

Cold Calling Territories Consultative Selling Motivation 226