Question:  “What percentage of your marketing is cold-calling?  What percentage of my marketing time & effort should be cold-calling?  I am asking because, although I have had some success at cold-calling, it doesn’t seem like the “answer” to the situation I am in right now. In other words, it doesn’t seem like it is going [...]

Now is the time to creatively use invoicing to benefit both you and your customers.  Use the year-end as a tool to help you sell more by allowing the customer to bill you according to what fits their fiscal year needs the best. Cash flow is the life-blood of any business and, in particular, to smaller ones.  [...]

On December 12 from 1:00 – 2:30 pm EST, Mark Hunter will be conducting a teleconference through Lorman Education Services entitled, “Phone Selling Success Strategies.”  If you are in sales and you use the telephone as a means of contacting your customers, this is for you!  The program is designed to explore ways to overcome the [...]

Sales development never takes a holiday.  In the US this week, we celebrate Thanksgiving Day on Thursday.  For many people, it means a short work week.  However, even though it might be short and it might be even more difficult to contact customers, it doesn’t mean it has to be anything less than productive.  Use [...]

Are you a “morning person”? Even if you are, it’s imperative to remember that those first moments on the job can set the tone for your entire day. Mark’s article, “The First 30 Minutes of the Day”, gives informative hints of how you should be spending this important part of your work day to close [...]