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 chris | Mar 28, 2017 | Sales Process, Sales Prospecting
You can’t take a Walmart shopper and turn them into a Nordstrom customer. It simply is not going to happen, but that is exactly what too many salespeople think they can do. If you want full price, you need to spend your time prospecting customers who can... 
by chris | Dec 5, 2016 | Profit Maximizing Price, Sales Motivation, Sales Process
Are you spending your time on Revenue Producing Activites? If not, you need to think about restructuring your week so your activities are RPA! As sales leaders, we have to be aware of how closely our tasks are tied to producing revenue. Fortunately, the more aware... 
by chris | Jan 16, 2014 | Sales Process
First off, I need to confess I spend a lot of time in Starbucks. Regardless of where I am in the United States or the rest of the world, I tend to migrate to a Starbucks to get some coffee. Grande every time, with no room for cream. Recently I was sitting in another... by chris | Jan 22, 2013 | Profit Maximizing Price
Salespeople are quick to think that a price is too high for a customer and the only way to get them to buy is by cutting the price. Big mistake! Who are we to know what the customer says is the right price and who is to say we know what constitutes a high price? To...
