by Mark Hunter | Dec 7, 2022 | Sales Process, Sales Prospecting
Doing a bunch of actions and thinking those activities can turn into results doesn’t make a prospecting cadence. More than likely, it produces frustrating results, and discouragement. Doing the same thing and expecting different results is the definition of insanity,...
by Mark Hunter | Jun 22, 2022 | Sales Prospecting
Just because the customer asks for your price, doesn’t mean you have to deliver it right then and there. In fact, there are a few reasons why you definitely shouldn’t lead with the price. I want to talk to you about 7 rules for how to present your price so that...
by Mark Hunter | Mar 23, 2022 | Sales Prospecting
Is your pipeline a water tap or a sewer line? Too many salespeople have a pipeline that is really nothing more than a sewer line because stuff is just plugging it up. I’m talking about prospects that are sitting there, but not going anywhere. So how do I keep this...
by Mark Hunter | Oct 6, 2021 | Sales Process
Does your lead even qualify as a valuable prospect? Your time is valuable. Your skills are valuable, too. So before you get too cozy with any lead in your pipeline, it’s worthwhile to take a moment to evaluate. Is this a prospect I can move forward with, or just a...
by Mark Hunter | Jul 21, 2021 | Sales Process, Sales Prospecting
If you want a good prospect, you must know–what is it you’re looking for? Just like seeking a spouse, a car, or a new home, you should start by having an idea of what exactly you’re looking for. If you’re going to cultivate a relationship with this...
