by Mark Hunter | Feb 14, 2024 | Sales Process
If you don’t have clarity, nothing’s going to happen. Top salespeople need clarity of which solutions they provide. They also need the ability to communicate that outcome clearly to customers, connecting with them at a level they can understand. When was...
by Mark Hunter | Feb 7, 2024 | Sales Process
You don’t have anything to close until you prospect. I see too many salespeople simply taking orders. They wait for the business to come to them. I want to show you the seven Cs of having a Sales Hunter Mindset. If you were making a cake, but you left out a...
by Mark Hunter | Jan 17, 2024 | Sales Process
There’s a lot of traffic out there; stay in your lane. If you try to cut lanes, you are going to get into an accident much faster. When you’re prospecting, chances are you chase a lot of leads, but get little to no traction. You have to get traction to be...
by Mark Hunter | Jan 10, 2024 | Sales Leadership, Sales Process
Regardless of what you sell, or your experience in the industry, you must be seen as an SME, Subject Matter Expert. Hey, Mark, I’ve only been selling for a year. How can I be seen as an SME? Perhaps you’re defining your market incorrectly. To be seen as...
by Mark Hunter | Jan 3, 2024 | Sales Process
What percent of your prospects actually wind up becoming customers? Too often, those prospects turn out to just be shiny objects. What really happens is you get these prospects and it’s two, three months later that you realize they’ll never become a...
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...
