by Mark Hunter | Jan 3, 2024 | Sales Process
What percent of your prospects actually wind up becoming customers? Too often, those prospects turn out to just be shiny objects. What really happens is you get these prospects and it’s two, three months later that you realize they’ll never become a...
by Mark Hunter | Nov 21, 2023 | Sales Prospecting
Warning, the red lights are flashing. Your prospects are not who they claim to be regardless of what they tell you. Don’t get suckered into spending time with bad prospects. Validate early, so you spend more time with fewer prospects. Here’s how… This blog is...
by Mark Hunter | Sep 20, 2023 | Sales Process
I hear excuses all the time as to why someone can’t prospect. One I hear frequently is, “I’ve got to take care of all these existing customers. I’ll prospect when I get done with that.” Oops—then you never get time because those existing customers just...
by Mark Hunter | Aug 23, 2023 | Sales Prospecting
Without leads, there can be no prospects. Well, I don’t believe in leads because they never work. That argument is so old, it’s unbelievable. If you or any of your colleagues find yourselves using this excuse, you absolutely must read the following six...
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,...
