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...
by Mark Hunter | Sep 25, 2019 | Sales Motivation, Sales Prospecting
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our...
by Mark Hunter | Apr 23, 2019 | Profit Maximizing Price, Sales Leadership
For some reason, salespeople are quick to believe that somehow cutting a price is not going to impact their company much. Big mistake! When we cut a price to secure a sale, two big mistakes are being made. The first mistake is the loss of profit. Unless there is...
by Mark Hunter | Apr 22, 2019 | Profit Maximizing Price, Sales Leadership
Would you rather be sold something or would you rather buy something? Nobody wants to be sold something but they do want to buy. The question is, why do they want to buy? The answer-they want to gain something. Breaking this down more means customers are really...
by Mark Hunter | Apr 18, 2019 | Uncategorized
How do I handle an RFP or a bid? Every salesperson has struggled with this issue and I contend too much time is wasted on requests for proposals. This is one of the topics I explore in my book, High-Profit Selling: Win the Sale Without Compromising on Price. Just...
