The Sales Hunter

FEBRUARY 8, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. How “Social Media” Can Be Part of Your Prospecting Strategy. If you want more profits, you’re going to have to have the most comprehensive and effective “prospecting tool bag” possible.

Prospecting 75

Prospecting Negotiate Cold Call Drivers/motivators 75

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. 4 Things to Do Right Now to Get Better Sales Prospects. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Client List. Testimonials. FREE Resources.

Prospecting 72

Prospecting Negotiate Sales Drivers/motivators 72

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. 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. prospecting. prospecting.

Drivers/motivators 112

Drivers/motivators Negotiate Sales Technique 112

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Drivers/motivators 110

Drivers/motivators Negotiate Sales Cold Call 110

The Sales Hunter

FEBRUARY 14, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Voicemail as a Prospecting Strategy? What this means is you use cold-calling voicemails as one part of your prospecting strategy, and the other parts are going to include email, direct mail, networking, and so forth.

Drivers/motivators 67

Drivers/motivators Cold Call Prospecting Negotiate 67

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Phone Sales Tips When Contacting Customers. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Regardless of the market you sell to, take a moment and reflect on the number of people with whom you come in contact — sometimes just once, other times on a regular basis. prospecting. Site by Nebraska Digital.

Drivers/motivators 99

Drivers/motivators Negotiate Sales Cold Call 99

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. To all of the prospects I’ve talked to this past year — thank you for your time. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Drivers/motivators 89

Drivers/motivators Negotiate Cold Call Price 89

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Why “Social Media” Sucks for Prospecting. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. prospecting. Blog , Prospecting.

Drivers/motivators 63

Drivers/motivators Prospecting Negotiate Cold Call 63

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. When you contact each of your customers this time, you focus on thanking them for their business and asking them about how your company’s level of customer service has been. Again, you contact each customer. Client List.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Take the time to contact each one of your existing customers with one objective — get referrals. The best process to look at changing is the number of contacts you make. prospecting. Client List. Testimonials.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Referrals 84

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Always have something positive to say to people you come in contact. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. I’ve had many a conversation with senior level people who have said they’ve been following me on LinkedIn for some time before making contact. Sales Prospecting and LinkedIn. prospecting. prospecting.

Drivers/motivators 85

Drivers/motivators Negotiate Strategize Cold Call 85

The Sales Hunter

FEBRUARY 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. 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. prospecting. Site by Nebraska Digital. Client List. Testimonials. Negotiation.

Drivers/motivators 96

Drivers/motivators Negotiate Sales Price 96

The Sales Hunter

FEBRUARY 16, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Unbelievable to me how many never bother to follow-up, connect away from the event, or even fail to add who they met into their contacts file. Site by Nebraska Digital. Client List. Testimonials.

Networking 88

Networking Drivers/motivators Negotiate Price 88

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Here are the 5 people I believe salespeople should avoid having contact with: 1. It’s not always possible to minimize contact, but just as with a negative family member, you need to take a shower. prospecting.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Successful leaders realize the personal impact they make on the people they come in contact with every day. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. If they can’t give you eye contact when they’re demanding something, it will almost always mean they don’t believe their request is reasonable. prospecting. Site by Nebraska Digital. Client List.

Negotiate 82

Negotiate Drivers/motivators Sales Up-sell 82

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Negotiate 80

Negotiate Drivers/motivators Cold Call Sales 80

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Make it a commitment to be aggressive in getting key information out to customers and prospects that will keep your name in front of them. Commit on your calendar a dedicated amount of time each week to prospect. prospecting.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

DECEMBER 1, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Sales motivators can come in many forms, but some of the best motivators are those people with whom we come in contact either intentionally or unintentionally. prospecting. Site by Nebraska Digital. Client List.

Drivers/motivators 73

Drivers/motivators Non-Profits Negotiate Sales 73

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. If you can’t give your customer solid eye contact when you’re having this discussion, how in the world would you expect your customer to believe you? prospecting. Site by Nebraska Digital. Client List.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Spend all day figuring out who you should prospect. Interesting how when you spend endless amounts of time researching and profiling those you feel you should prospect, you never really get around to actually calling on them.

Drivers/motivators 85

Drivers/motivators Negotiate Price Cold Call 85

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. YOUR customer — the one you worked so hard to get — will suddenly contact your competitor to see if they can help them. 27 a day to do a phone blitz to customers and prospects to let them know you’re open.

Sell 78

Sell Negotiate Price Drivers/motivators 78

The Sales Hunter

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Negotiate 76

Negotiate Drivers/motivators Sales Cold Call 76

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. You can’t do your job without knowing something about your prospect or a scouting report. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. FREE Resources.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

DECEMBER 13, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer. Prospects: Call as many prospects as possible between now and the end of the year. prospecting.

Negotiate 68

Negotiate Referrals Cold Call Sales 68

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Negotiate 78

Negotiate Cold Call Price Drivers/motivators 78

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Cold Call 83

Cold Call Drivers/motivators Negotiate Price 83

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Stop spending on time on people who you think are prospects but are nothing more than suspects. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Negotiation.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. prospecting. Site by Nebraska Digital.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Drivers/motivators 67

Drivers/motivators Negotiate Cold Call Price 67

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. prospecting. Site by Nebraska Digital. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Negotiation.

Drivers/motivators 74

Drivers/motivators Negotiate Sales Price 74

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. Prospecting. Third, are your prospects really prospects or are they nothing more than suspects? Does your prospecting process truly identify those who are active buyers? prospecting. Client List.

Sell 74

Sell Process Negotiate Cold Call 74

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Contact Mark. You minimize the importance of prospecting. The salespeople who are exceptional actually like to prospect! Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales. prospecting.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80