by Mark Hunter | Dec 20, 2023 | Sales Process, Sales Prospecting
It’s much easier to get an existing customer to buy more than it is to get a new customer. If you’ve got customers that you don’t normally produce as much volume, or you just have a long sales cycle, land and expand is a strategy you need. What is...
by Mark Hunter | Apr 26, 2023 | Uncategorized
If we don’t prospect properly, there’s no way we can close. Step 1 in the Sales Logic System is Contact. Of course, a clear subset of Contact is prospecting. Didn’t catch last week’s blog on the Sales Logic System? Click here to read the overview. Our close ratio...
by Mark Hunter | Nov 9, 2022 | Sales Process
Your current customers are an untapped source for sales. Of course, current customers can’t be your only focus. That would lead to a dry or clogged pipeline. But if your pipeline is looking okay, and you need another year-end sales strategy to meet your goals, it’s...
by Mark Hunter | Jul 6, 2022 | Sales Process
The first half of the year is now in the books. Time to kick back and relax…. Just kidding! Time to figure out the game plan for the second half. Regardless of whether you made your first half number or missed it, here are 6 things that you need to do right now for a...
by Mark Hunter | Mar 23, 2022 | Sales Prospecting
Is your pipeline a water tap or a sewer line? Too many salespeople have a pipeline that is really nothing more than a sewer line because stuff is just plugging it up. I’m talking about prospects that are sitting there, but not going anywhere. So how do I keep this...