by Mark Hunter | Jun 17, 2020 | Sales Leadership, Sales Motivation, Sales Process, Sales Prospecting
Referrals are a great way to build your business. However, do not look at referrals as the only way to grow your business. If you do, you will let go of a tremendous amount of potential opportunities. Referrals are just one leg of your prospecting process. All 10...
by Mark Hunter | Feb 19, 2020 | Sales Process, Sales Prospecting
Danger ahead… If you do without the 5 selling fundamentals, you enter the danger zone of selling. It’s the intersection of extreme negotiation, heavy discounting, lost sales, and bad prospects. The 5 selling fundamentals are what you need do in every...
by Mark Hunter | Jan 29, 2020 | Sales Process, Sales Prospecting
Maybe I should call this article, “fairy tales too many salespeople believe.” In my book, High-Profit Prospecting, I call out 6 prospecting myths. For many salespeople, these are more than myths but instead false facts they want to believe. They want to believe them...
by Mark Hunter | Jan 15, 2020 | Sales Process, Sales Prospecting
You can contact a prospect as often as you’re able to deliver new insights that they find interesting. Contacting a prospect is never about sending a stupid note that says “did you see my last email?” or worse yet, “I’m just checking in to see if you’re ready to...
by Mark Hunter | Jan 8, 2020 | Sales Mindset, Sales Process, Sales Prospecting
I’ve had three people reach out to me this past week with this question: “I don’t have anything in my pipeline, what can I do quickly to fill it?” It doesn’t need to be complicated. Best of all, you can do it in less than 30 days. Below is my 10-step process to...
