by Mark Hunter | Dec 27, 2023 | Sales Prospecting
Dealing with some pretty flabby prospecting muscles? Prospecting is a muscle, and it has to be exercised daily. Recently I found myself not running for about a week, and man, I was getting stiff. I went out for a run and it was ugly; it took me a couple of...
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 | Dec 6, 2023 | Sales Prospecting
Anyone can share information. It’s the questions you ask—not the information you share—that is going to make the sale. Plus, the answers you get aren’t just going to educate you, but also your future prospects. This blog is brought to you by an episode of The...
by Mark Hunter | Nov 21, 2023 | Sales Prospecting
Warning, the red lights are flashing. Your prospects are not who they claim to be regardless of what they tell you. Don’t get suckered into spending time with bad prospects. Validate early, so you spend more time with fewer prospects. Here’s how… This blog is...
by Mark Hunter | Nov 15, 2023 | Sales Prospecting
Why do salespeople hesitate making the call? For some reason, we’re quick to rationalize away why we shouldn’t call a prospect. We can’t close the sale if we don’t have a conversation first. This blog is brought to you by an episode of The Sales Hunter...
by Mark Hunter | Nov 1, 2023 | Sales Mindset, Sales Prospecting
The attitude you have about prospecting determines your results. It’s true, the results you get from any prospecting call are a reflection of your attitude going into it. This goes not only for prospecting, but for every type of sales call you make. I’ve got three...
