by Mark Hunter | Sep 27, 2023 | Sales Process
If my objective is to go someplace and I don’t have a map, how will I know when I get there? You’d be just as lost in prospecting without a plan. No need to get frustrated, great salespeople own it. They don’t create excuses. Whether your plan is bad, or...
by Mark Hunter | Sep 20, 2023 | Sales Process
I hear excuses all the time as to why someone can’t prospect. One I hear frequently is, “I’ve got to take care of all these existing customers. I’ll prospect when I get done with that.” Oops—then you never get time because those existing customers just...
by Mark Hunter | Sep 13, 2023 | Sales Prospecting
If I had time to prospect I would, and if I had time to prospect, I know I’d be really good at it. Liar, liar, pants on fire. You are making a big fat excuse, and it comes down to poor time management. When you start viewing time as your most valuable...
by Mark Hunter | Sep 6, 2023 | Sales Prospecting
Are ghosts of prospecting past haunting your sales? One of the excuses I hear from salespeople about why they don’t prospect is something just didn’t go right in the past. And as a result, that negative experience sticks with them going forward, and they...
by Mark Hunter | Aug 30, 2023 | Sales Prospecting
I’ve never been trained how to prospect. While it’s easy to play the blame game, your ability to improve your skills is in your hands. All it takes is a little initiative. The truth is, you can stay where you are—average—and mope. Or you can take charge of your...
