by Mark Hunter | Mar 27, 2020 | Sales Leadership, Sales Mindset, Sales Motivation, Sales Process
I see sales as the most fantastic position anyone can have. Often, I struggle with what to call it because I don’t see it as a profession, I don’t see it as a job, I see it as a lifestyle. We’re in the middle of a pandemic, and clearly these are unusual times. It... 
by Mark Hunter | Nov 6, 2019 | Profit Maximizing Price, Sales Prospecting
“I’m checking in” is what you say to a hotel clerk, not to a prospect. Why do you think the line you use when checking into a hotel is one you can use with a prospect? Is your prospect standing behind a counter waiting for you just like a hotel clerk? Check out my... 
by Mark Hunter | Nov 1, 2019 | Sales Leadership, Sales Mindset
It’s that time of year when people start thinking about annual awards. Let’s put this particular one to rest. Trust me, you do not want to “win” the vendor of the year award. I don’t care the customer’s criteria nor how much you like them receiving “vendor... 
by Mark Hunter | Mar 8, 2019 | Sales Leadership, Sales Motivation
Customer expectations might be what the customer expects but that does not mean they have to own them. Customer expectations are not the property of the customer. They are your expectations, so you better take care of them. Customers have expectations. It’s our job in...
