3 Rules on the Right Way to Make Prospecting Calls

Recently I was on a call with sales managers discussing prospecting calls and the right way to make them.  The universal response I heard was how their salespeople almost always lead with what they do and the services they can provide. I asked how many of the calls lead to a next call. The numbers were abysmal! But I’m not surprised. Your prospects didn’t wake up this morning expecting you to call, and they certainly don’t care about who you are and what you do.  What they do care about are their issues, their challenges, and their problems. We MUST start the call framing it with a question about issues they have, not solutions we offer. Here are my 3 rules on the right way to make prospecting calls: 1. Engage immediately with a question or statement that links to a need they have. You’re wasting your time when you lead with your title, the name of your company or,
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Telephone is Still a Prime Tool for Sales Prospecting

Sadly, too many salespeople think the phone is an outdated method of prospecting. Guess again! It’s a great tool for prospecting, and you should definitely have it in your tool bag if you want to be successful. I cover telephone prospecting extensively in my book High-Profit Prospecting. I even give you scripts, specific tips and proven techniques when dealing with gatekeepers, CEOs and more! Be sure to snag your copy of the book today! A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
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Sales Motivation Video: Morning Exercise Can Make All the Difference

What is your morning exercise? This isn’t necessarily about having an elaborate exercise routine.  But you do need to do something to get your blood pumping. Engage yourself and get moving! Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
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Leadership Must Be Self-Serving

You’re wondering if I’ve lost my mind by this headline.  Don’t ask my kids if I’ve lost my mind, because they’ll be happy to share with you their opinion.  My only hope is as they get older that their opinion becomes more favorable. Self-serving leadership is not an oxymoron.  I find far too many situations where people are forcing their “leadership” on others while ignoring themselves.  This is no different than the habit too many people have where they say they love change, but in the end they want everyone else to change so they don’t have to. Leadership is far more than barking out orders and pushing your agenda on others.  Leadership is done through modeling behavior, and this means doing what is expected of others. Ask anyone who they respect as a leader, and I’m sure they’ll say somebody who they feel not only leads others, but leads themselves by practicing what they preach. It’s time we take
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Are You Planning for High-Profit Customers?

I often meet salespeople who say they want the most profitable customers possible. But they don’t prospect for that type of customer. Want to plan for high-profit customers? I suggest you dig deep into the specific tips I cover in my book High-Profit Prospecting. The truth is that we won’t have the most profitable customers until we become effective and efficient at finding those customers. A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
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Should Sales or Marketing Own the Prospecting Process?

If you’re in Sales and you get your leads from Marketing, quit trying to kid anyone. You like it that way.  Let’s come clean on the reason — you hate having to prospect. It’s time to grow up, put on your big boy or big girl sales pants and accept responsibility.  As much as you don’t like having to prospect, by having Marketing gather your leads it gives you an easy out when you miss your number. You can admit it quietly. Nobody will hear you. But by having Marketing gather your leads, they become an easy scapegoat when you fall short on your sales quota. I’m tired of this nonsense between Sales and Marketing. It’s time for Sales to take control and own the entire prospecting process, including all lead generation. Don’t go whining over your quarterly spreadsheet about this, but rather own up to it. If those of us in Sales are going to be responsible for quarterly
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Sales Motivation Video: Why Settle for Average?

Are you settling for average? I challenge you to push yourself in ways others are not willing to do. Be an outlier.  Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
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How Should You View Those You Lead?

How do you view others around you?  If you have kids like I do, then you undoubtedly view them in the context of long term and what you think they will become.  If we only focus on what our kids are today, then it negates our ability to help them become who they’re capable of becoming. Same thing applies to everyone you lead and, for that matter, everyone with whom you come in contact.  When we view people long term and see them for what they will become, it changes significantly how we communicate with them today.   The person who is in the gatekeeper role today may in time become the VP of Sales. People and the potential they hold are no different than a stock you might buy.  You wouldn’t buy a stock for its value today. That would be pointless.  You buy stock today in anticipation of what you feel it will be worth in the future. The relationship
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Prospecting Myths: Fact or Fiction

It’s time for me to let loose again regarding prospecting myths.  I find all of them to be as bizarre and funny as the myth that claims the Beatles never existed and the Cubs only won the World Series because President Obama wanted them to. Why do people keep creating and perpetuating myths about prospecting?  It’s simple. People love to do this because they want to validate why they’re too afraid to do what has to be done and that is find new customers.  With that said, let me share with you prospecting myths I hate and believe to be totally false: Marketing is in charge of prospecting and creating leads. False! Salespeople buy into this so they have someone to blame when they miss their number.  Fact is everyone needs to be prospecting, regardless of your role in sales.  Nobody can be excused from developing prospects.  A sales team will never have a prospecting culture until everyone is involved. Nobody
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Do You Have Prospects or Only Suspects?

Do you have prospects or are they only suspects?  I cover this in-depth in my book High-Profit Prospecting. You can be more efficient and successful at prospecting. I’m always amazed at how many times a person’s pipeline can become filled with nothing but suspects who have zero potential to become prospects and ultimately customers. A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
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