The Sales Hunter

DECEMBER 30, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 4 Easy Steps to Better Prospecting. Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need? Identify the prospect. Identify the prospect. Negotiation.

Drivers/motivators 71

Drivers/motivators Prospecting Negotiate Sales 71

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 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. Expand your prospecting funnel.

Prospecting 72

Prospecting Negotiate Sales Drivers/motivators 72

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 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. networking. prospecting. networking.

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. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

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. Networking. 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. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Negotiate 110

Negotiate Sales Price Drivers/motivators 110

The Sales Hunter

JANUARY 12, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 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. networking. prospecting.

Drivers/motivators 63

Drivers/motivators Prospecting Negotiate Cold Call 63

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

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. Networking. To all of the prospects I’ve talked to this past year — thank you for your time. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Drivers/motivators 89

Drivers/motivators Negotiate Cold Call Price 89

The Sales Hunter

NOVEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. Sales Prospecting and LinkedIn. Sales Training Tip #199: Network with Linkedin.com. Networking and the 6 Degrees of Separation. networking. prospecting. networking. prospecting. networking.

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. Networking. 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. networking. prospecting. Site by Nebraska Digital. FREE Resources.

Drivers/motivators 96

Drivers/motivators Negotiate Sales Price 96

The Sales Hunter

FEBRUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. Leaders create both formal and informal communication networks within their organization. Leaders recognize that establishing and nurturing mentoring networks is essential in high-performing organizations. networking.

Negotiate 81

Negotiate Drivers/motivators Cold Call Price 81

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. Use the tail-end of 2011 and the first few days of 2012 to network like mad. 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. networking.

Drivers/motivators 85

Drivers/motivators Negotiate Sales Objectives and Key Results 85

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Drivers/motivators 84

Drivers/motivators Negotiate Sales Cold Call 84

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Negotiate 80

Negotiate Drivers/motivators Cold Call Sales 80

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. The focus this time is purely to network and wish them the best for the holidays (depending on when exactly you call them). Related posts: 5 Secrets to Get Better Prospecting Leads. Prospecting for Clients: Getting Referrals.

Drivers/motivators 80

Drivers/motivators Referrals Negotiate Cold Call 80

The Sales Hunter

JANUARY 27, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. Seek out others by building a network of sales peers — those you know and ones you read about. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Negotiation.

Negotiate 81

Negotiate Sales Drivers/motivators Cold Call 81

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. What I’m talking about is creating a unique selling proposition that is so special and different that your current customers, prospects and other people are encouraged to tell others about it. networking. prospecting.

Drivers/motivators 84

Drivers/motivators Negotiate Technique Sales 84

The Sales Hunter

DECEMBER 1, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. What I would encourage each salesperson do is to create a peer network of one to three other high-performing salespeople who you can share ideas with and more importantly help to motivate. Networking and the 6 Degrees of Separation.

Drivers/motivators 73

Drivers/motivators Non-Profits Negotiate Sales 73

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 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

DECEMBER 9, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Negotiate 76

Negotiate Drivers/motivators Sales Cold Call 76

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. Stop spending on time on people who you think are prospects but are nothing more than suspects. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Closing 81

Closing Process Negotiate Sales 81

The Sales Hunter

FEBRUARY 4, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Negotiate 82

Negotiate Drivers/motivators Sales Up-sell 82

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. You can’t do your job without knowing something about your prospect or a scouting report. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Cold Call 83

Cold Call Drivers/motivators Negotiate Price 83

The Sales Hunter

DECEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Negotiate 78

Negotiate Cold Call Price Drivers/motivators 78

The Sales Hunter

NOVEMBER 10, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Negotiate 76

Negotiate Drivers/motivators Cold Call Price 76

The Sales Hunter

JANUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Drivers/motivators 77

Drivers/motivators Negotiate Sales Cold Call 77

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 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. networking. prospecting. FREE Resources.

Drivers/motivators 73

Drivers/motivators Negotiate Price Sales 73

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Price 80

Price Drivers/motivators Negotiate Sales 80

The Sales Hunter

NOVEMBER 11, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Drivers/motivators 74

Drivers/motivators Negotiate Sales Price 74

The Sales Hunter

NOVEMBER 18, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 22 — letting everyone, especially prospects, now you’re going to be open, available and capable of filling orders. 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

NOVEMBER 17, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Drivers/motivators 67

Drivers/motivators Negotiate Cold Call Sales 67

The Sales Hunter

NOVEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 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? networking. prospecting.

Sell 74

Sell Process Negotiate Cold Call 74

The Sales Hunter

FEBRUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. 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. networking. prospecting.

Negotiate 80

Negotiate Drivers/motivators Price Cold Call 80

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. And positivity carries over into how you talk about other people, be that colleagues, other customers, or other people at your prospects company. Site by Nebraska Digital. FREE Resources.

Clients 81

Clients Negotiate Drivers/motivators Price 81

The Sales Hunter

JANUARY 24, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Networking. networking. prospecting. Site by Nebraska Digital. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Purchasing Departments and Buyers. Negotiation. Sales Motivation. discounting.

Negotiate 77

Negotiate Drivers/motivators Price Cold Call 77