Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Here are some areas to consider using digital selling, now and after the crisis is over.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. 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. prospecting.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Understanding the Sales Force

AUGUST 19, 2021

However, there are some misguided selling strategies that can be undone and in today's article we'll discuss the benefits of the single tool that is the real deal and a huge difference maker. The US Government has seriously botched the ABC's in 2021 and there's no way to easily undo what's been done.

Face-to-face 317

Face-to-face Tools Government Benefit 317

The Sales Hunter

JUNE 20, 2017

If you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […].

Tools 142

Tools Prospecting Social Media Media 142

Vengreso

OCTOBER 22, 2024

If you’re feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! But before we begin, ask yourself: Are you using the right tools to measure your sales team’s success? It’s time to rethink your sales tool strategy. A fool with a tool is still a fool.

Tools 71

Tools Social Media Channels Sales Methodology 71

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

The Sales Hunter

JUNE 26, 2012

Here’s my list of what I say are the 6 secrets you need to master if you’re going to become a sales prospecting expert: 1. The most important trait I believe you have to have to be a success in sales prospecting is confidence in yourself and your process. Confidence. Follow-through. Sorry, no way. Benefit statements.

Prospecting 214

Prospecting Lead Scoring Lead Rank Discount 214

The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. How “Social Media” Can Be Part of Your Prospecting Strategy. I’ve been using these tools for years and I generate a tremendous amount of new business from them. high profit selling.

Social Media 189

Social Media Media Strategy Prospecting 189

The Sales Hunter

NOVEMBER 14, 2017

Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […].

Conversion 186

Conversion Prospecting Tools How To 186

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.). What do you think?

Selling Skills 115

Selling Skills Face-to-face Banking Scale 115

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. Prospects and clients aren’t happenstance. Prospects and clients aren’t happenstance. Forget closing.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

The Sales Hunter

JANUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Selling a Price Increase. January is “Prospecting for Sales Month” Jan 06, 2012. I bet you didn’t know January is “Prospecting for Sales Month.” No, this means actively calling on prospects. Client List.

Motivation 188

Motivation Prospecting Hiring Ideal Customer Profile 188

The Sales Hunter

AUGUST 13, 2017

When you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. And you’ll build your sales motivation and prospecting skills as well. This gives you an easy way to build rapport, because you can ask them about their vacation.

Motivation 148

Motivation Prospecting Tools Video 148

The Sales Hunter

SEPTEMBER 21, 2013

The “Out of Office” auto reply feature can be a great tool to capitalize on sales opportunities. Think about it… your customer or prospect emails you. Blog Closing a Sale Customer Service Professional Selling Skills Prospecting email email tips prospect sales prospecting video video sales tip'

Video 218

Video Selling Skills Customer Service Motivation 218

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

AUGUST 27, 2013

The best way to engage your prospect or customer is by asking short questions. Short-questions are truly an amazing tool most salespeople never seem to grasp. Blog Closing a Sale Cold-Calling Consultative Selling Customer Service Professional Selling Skills Prospecting prospect prospecting questioning questioning skills'

Sales Process 250

Sales Process Cold Calling Consultative Selling Selling Skills 250

The Sales Hunter

NOVEMBER 25, 2013

Voicemail messages are a powerful tool if done right! There are 6 things you should definitely not do when leaving a voicemail message, regardless of whether it is a prospecting voicemail or a message for your best customer. Voicemail messages are an effective tool if used properly and it starts by not doing the stupid stuff.

Call-back 263

Call-back Consultative Selling Selling Skills Customer Service 263

Understanding the Sales Force

JULY 10, 2014

Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

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. By itself, this was not unusual because I receive 20-25 unsolicited emails per day.

Selling Skills 120

Selling Skills Advertising Advertising Sales Enablement 120

The Sales Hunter

JULY 30, 2013

Make a commitment to use the tools you have, and that includes your CRM system. 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

AUGUST 22, 2013

Treat email as one of the tools you have to communicate with a prospect/customer. While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Use email as a tool to engage and separate yourself from your competition.

Selling Skills 206

Selling Skills Motivation Customer Service Follow-up 206

The Sales Hunter

JULY 23, 2015

We’ve reached #10 in my list of reasons most prospecting plans fail. Sadly, too many salespeople fail to realize that the telephone is still a great prospecting tool. It doesn’t matter how much anyone says otherwise, I’m still a firm believer the telephone is an amazing prospecting tool.

Tools 100

Tools Prospecting Selling Skills Sales 100

criteria for success

OCTOBER 20, 2022

Whether through group sales team meetings or one-on-ones, here are the top 3 exercises to work into your coaching sessions to build your sales team’s consultative selling skills. A great question will also guide your prospect toward discovering the value of your product or service. Keep Practicing Consultative Selling Skills.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

SBI Growth

NOVEMBER 14, 2012

Build those skills by utilizing the tools around you. Your manager is one of those tools. In order to improve your selling skills, you need to improve your competencies piece by piece. It’s to “get better at discovering prospect needs” – which in turn leads to more sales. Your HR department may be another.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

JUNE 26, 2015

There are 10 Reasons Most Prospecting Plans Don’t Work. Today I’m giving further explanation on reason #5: Relying on email as your primary tool to prospect.

Tools 100

Tools Prospecting Pipeline Selling Skills 100

The Pipeline

FEBRUARY 1, 2013

Selling to business can be a great profession for talented sales people who want to work in ‘big time’ sales. Especially as you work with medium and large size companies, B2B sales can mean large transactions and more opportunity to showcase advanced selling skills.

Telecommunications 312

Telecommunications Real Estate ROI Enterprise 312

Closer's Coffee

MAY 20, 2019

For Parts 1-3 of the Essential Selling Skills Bootcamp, click here. Telephone Prospecting. The Five Steps of Telephone Prospecting. Social Prospecting. Best Sales Prospecting Tools. The Reality of Telephone prospecting. The Five Steps of Telephone Prospecting. Social Prospecting.

Selling Skills 77

Selling Skills Prospecting Social Media Trade Show 77

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

The Sales Hunter

FEBRUARY 15, 2013

An easy way to help you control this urge is by always carrying with you a list of all of the customers/sales prospects that are in your pipeline. ” The answer here is to make sure you always have with a list of the next 20 prospects you’re going to call on. Copyright 2013, Mark Hunter “The Sales Hunter.”

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

The Sales Hunter

NOVEMBER 19, 2013

The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. The internet continues to open up new areas and this means prospects can come from more places. Prospects are going to engage you later than ever in the process.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Sales Hunter

MAY 28, 2015

I am making good on my promise that I would unpack in detail the 5 Ways Can Work for Prospecting. Today we’ll look at the first thing to remember: #1: Voicemail works when used as ONE of your prospecting tools, rather than the only one. When voicemail is combined with emails and even postal […].

Tools 100

Tools Prospecting Cold Calling Selling Skills 100

Mr. Inside Sales

JUNE 20, 2021

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. Here’s the thing: the average closing rate is two or three deals out of ten prospects pitched.

Face-to-face 217

Face-to-face Gatekeeper Decision Maker Licensing 217

No More Cold Calling

AUGUST 7, 2014

Perhaps you didn’t equip them with the skills and tools to do their job. So if you’ve provided all the tools and training they need to succeed long-term, and they’re still more trouble than they’re worth, it’s time to make some tough decisions. Get rid of deadwood as fast as you can. Well, maybe not so fast.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Score More Sales

FEBRUARY 20, 2013

From a personal standpoint, I once lost a position running a corporate university because, in part, some of the C-level team felt it was too focused on “soft skills” See if any of these sound familiar for you or someone on the sales team: Discounting and getting price shopped – lack of self-regard or assertiveness.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Mr. Inside Sales

JANUARY 2, 2023

As you speak with your clients and prospects this week, realize that they are all feeling the same stress as well. If I get an, “Ah, I don’t know,” then I once again use layering questions like: “Have you heard of my new On Demand Inside Selling Skills Training?” The point is to ask questions and LISTEN to your prospect’s needs.

Face-to-face 223

Face-to-face Gatekeeper Decision Maker Licensing 223

A Sales Guy

SEPTEMBER 23, 2019

Too much reliance on selling tools. Little respect for prospects and buyers time. To be successful selling just a decade ago meant you had to hone your skills. From prospecting and cold calling, from discovery and engagement to problem-solving and solution development to closing, you had to do it all on your own.

Sales Tools 108

Sales Tools Tools Cold Calling SalesForce 108

SBI Growth

MARCH 29, 2013

Online networks such as LinkedIn provide tools that facilitate social gifting. This Social Selling skill works with your customers and prospects. Download this tool to help you construct your virtual sales support team. Social Debt Economics. When you give, others are more inclined to give back.

B2B 293

B2B Commission Incentives Incentive 293