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 | Aug 9, 2023 | Sales Process, Sales Prospecting
What is it that I’m selling? Being uncertain of your value proposition could certainly derail your prospecting efforts. Use these six questions in the prospecting phase, and by the time you put the value prop on the table, they’re going to be buying....
by Mark Hunter | May 10, 2023 | Sales Process
Are you in charge of your sales process, or is your process in charge of you? This is a big issue, and becoming a bigger issue with the advent of AI. I’m finding more and more companies are overcomplicating their sales process. As the economy weakens, they think they...
by Mark Hunter | May 3, 2023 | Sales Process, Sales Prospecting
What does connecting with prospects look like for you? You’ve identified who to prospect and you’ve made contact. Now it’s time to Connect. Are you losing prospects during this phase? This is part II of our 3-step process of how to simplify selling. Contact, Connect,...
by Mark Hunter | Apr 18, 2023 | Sales Process
Uncomplicate your sales process. Do you think our customers are eager to participate in an 8-step process? A 12-step process? Something I’ve noticed in the advent of ChatGPT and all these AI tools is it’s becoming even more complicated. It’s supposed to simplify the...
