by Mark Hunter | Feb 15, 2023 | Sales Prospecting
Prospecting is not about selling. It’s an outcome game. A big reason salespeople struggle with prospecting is because they’re too busy selling the product. People don’t want to buy products. They want to buy solutions —they’re looking for...
by Mark Hunter | Jan 18, 2023 | Sales Prospecting
Stop selling your product. The product training you’ve had is bad. Who cares what you sell, or how good you or your company thinks it is. Instead, I want you to focus 100% on selling the outcomes you allow your customer to achieve. That’s what your customer is...
by Mark Hunter | Feb 23, 2022 | Sales Prospecting
The price a customer will pay is a reflection of the value you create. When learning about your prospect becomes knowing your customer, you can customize that value. There are six things you should know and have in your prospecting tool belt before you present your...
by Mark Hunter | Nov 23, 2021 | Sales Process
Asking for a referral doesn’t have to be scary. In fact, most people are more than willing to help you. All you have to do is ask. Asking for a referral is not limited to any specific time frame. However, these are six opportunities that act as great reminders for...
by Mark Hunter | Oct 20, 2021 | Sales Prospecting
You can fill your prospecting pipeline with a lot of ‘leads’, or with quality prospects. Clogging your pipeline with bad leads that can’t or will never become customers costs you in lost time and lost money. I believe there are some ways to ensure you’re putting the...
