The Sales Hunter

JUNE 18, 2019

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! The number of deals you have to close directly reflects the amount of time you spend prospecting. Always have a dedicated time to prospect each day and each week.

Prospecting 269

Prospecting Networking Banking Video 269

Sales 2.0

MAY 29, 2020

Prospecting. These days, it’s pretty much table stakes to do some digital research on your prospect to see if you share any common interests that may help you get that critical first (online) meeting. Do your online research to find out what is changing in your prospect’s environment. Progressing deals.

Commission 511

Commission LinkedIn Webinar Metrics Up-Sell 511

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

The Pipeline

JUNE 1, 2021

Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell?

Prospecting 222

Prospecting Cold Calling Lead Rank Research 222

Hubspot Sales

JULY 15, 2024

LinkedIn officially surpassed one billion users last year — yes, you read that correctly — making it one of the most (if not the most) effective, versatile resources sellers have to connect with buyers. Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

The Pipeline

MARCH 2, 2021

It’s not by pandering or pretending that the prospect is always right as many try to do. One is the notion of how they communicate with prospects. A key job of a salesperson is to help prospects move beyond their comfort zone. Prospect Not Sell. Well contrary to popular myth, that is not the same in a prospecting call.

LinkedIn 369

LinkedIn Prospecting Exact Buyer 369

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You message a second- or third-hand connection on LinkedIn without an introduction from your mutual friend. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. After 12 days XANT found that it is optimal to take a break for four to five days then start another sequence of eight attempts to reach your prospect.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales 2.0

JULY 17, 2019

I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Getting in-the-door with a cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. They didn’t plan agendas, do their research, or even check the clients’ LinkedIn profiles to identify shared interests, connections, and similarities. The Only Fail-Proof Prospecting System.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Zoominfo

NOVEMBER 30, 2020

And as it turns out, there are some very real benefits to using text as part of your prospecting strategy. Sure, being ghosted by your prospect is certainly a possibility, but at the very least, it gets your message read, and faster than if it had been sent via email. . Rules for Texting Sales Prospects. So, the jury is out.

Prospecting 195

Prospecting Face-to-face Cold Calling Benefit 195

Zoominfo

FEBRUARY 3, 2021

The answer is a tale as old as time: In 2014, LinkedIn acquired Bizo for $175 million, just six years after Bizo was spun out of its parent company. And just 18 months after the acquisition, LinkedIn said they had misjudged the amount of work it would take to integrate Bizo into their services. Why don’t I hear about Bizo?

Data 246

Data Advertising Advertising Lead Rank 246

Sales and Marketing Management

FEBRUARY 8, 2021

When others are not being innovative with the video phenomenon occurring in communications, it’s your chance to stand out by sending personalized video emails to your prospects. It’s capable of including other mediums, both visual and auditory, which means you can engage your prospects on a deeper level. LinkedIn Voicemail:?Yes,

Quota 296

Quota Channels Decision Maker Cold Calling 296

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

No More Cold Calling

DECEMBER 29, 2020

But all too often, this “cut to the chase” mentality precludes sales reps from taking the time to establish customer relationships before trying to convert people into prospects. They send a standard invitation or even worse, pitch their products in a LinkedIn Invitation. And they don’t pester prospects with unsolicited pitches.

Referrals 432

Referrals Customer Social Media Revelation 432

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! Most BDRs are atrocious at making outbound calls, sending emails and LinkedIn reach outs, and following up on inbound leads. They average only 1.5

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. If you don’t get the meeting, Part Two doesn’t matter.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

OCTOBER 1, 2021

LinkedIn invitations to connect from people who immediately send you a sales pitch. Nonstop pitching via LinkedIn Invitations and comments. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. (They often begin, “I hope you’re doing well.”

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

The Pipeline

JUNE 3, 2020

Other than a grey-haired sage, I am confident in saying none of the voice on LinkedIn have either. Lack of pretenses invites input, and by presenting a blank canvass allows the prospect to think out loud and paint. The more you can demonstrate that thinking and attitude to prospects and buyers, the more they will trust you.

Sage 361

Sage Airlines Enterprise Enterprise 361

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

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Not a cold calling stranger or someone pitching them on LinkedIn. percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. Suddenly it became almost impossible. Unless … Breaking News.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

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. In 2018, I was referred to LinkedIn Learning. LinkedIn Learning did a fabulous job of editing and adding quizzes. We ask for an introduction to our ideal prospect. Outwit the competition. What Else Is New?

Referrals 385

Referrals Cold Calling Webinar Metrics Inbound 385

Zoominfo

FEBRUARY 12, 2021

B2B social selling is the process where salespeople use social media to connect with prospects. You can use social networks like LinkedIn, Twitter, and even Instagram to find your best prospects, form relationships with them, and build trust. You can also follow hashtags on Instagram, as well as search for hashtags on LinkedIn.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. Just add them on LinkedIn. You will be absolutely shocked how few people ever talk to board members, VCs, CEOs (yes, there still aren’t many on LinkedIn), COOs or CFOs. When you're at work, prospect incessantly. Tony’s most recent book is “Combo Prospecting.”

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

No More Cold Calling

DECEMBER 27, 2022

Why I won an award for prospecting. Always be prospecting” is my motto. Yes, sometimes December is super quiet, which means either clients aren’t ready, or you stopped prospecting. The cold emails, voicemails, and LinkedIn messages have become an epidemic. It’s never too late for lead generation—or too early.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. What comes after prospects consume your content? Be the One Who Listens to Customers and Prospects.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI.

Prospecting 130

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 130

The Center for Sales Strategy

MARCH 28, 2024

Among the myriad of available options, LinkedIn stands out as a powerhouse for connecting businesses with ideal prospects. With an extensive professional network predominantly composed of business professionals, LinkedIn offers outstanding opportunities for lead generation.

Lead Generation 100

Lead Generation LinkedIn B2B Leads 100

Understanding the Sales Force

AUGUST 31, 2024

Here are the first twenty time-wasting tail-chasing things that came to mind and they all reflect some degree of lack of commitment, lack of discipline, lack of consistency and excuse making: Getting Ready to make calls but not actually making calls Making cold calls but not improving with each one Not following a world-class, best-practices sales (..)

Cold Calling 316

Cold Calling Call-back Follow-up Proposal 316

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

No More Cold Calling

JULY 20, 2018

Find out how they know your prospects, what’s important to the prospects, what their challenges are, what they value, how they communicate, and what might get in the way of your sales success. Or, would you rather spend your time on a cold outreach and try a dozen touches to reach your prospect? A referral is highly personal.

Referrals 288

Referrals Sales Qualified Lead Social Media B2C 288

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. Passion – Prospects smell fear. Tony Hughes is a bestselling author, award-winning blogger and the most read LinkedIn author globally on the topic of B2B sales leadership.

B2B 319

B2B Banking Conference Decision Maker 319

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 128

CRM Tools Ideal Customer Profile Prospecting 128

The Pipeline

APRIL 30, 2019

It doesn’t matter how much prior contact you may have had on LinkedIn, maybe they attended your webinar, or met at a network meeting. Which describes every prospecting call I make. While studies have shown that a balanced combination of e-mail, LinkedIn InMail and telephone lead to the best conversion results, it could be misleading.

Cold Calling 290

Cold Calling Call-back Commission Networking 290