by Mark Hunter | Jul 29, 2020 | Sales Process, Sales Prospecting
Let’s be real: prospecting, even for the best of people, is tough. You can have the best product, the best benefits, and even great prospects but boom, the dreaded thing happens. The dreaded “thing” is the prospect who simply slows things down or worse yet, just... 
by Mark Hunter | Nov 26, 2019 | Sales Process, Sales Prospecting
This question ranks right up there with: which came first, the chicken or the egg? Prospecting has many components. It’s no different than a great recipe with a certain mix of seasonings that makes it taste exceptional. If you add the seasoning at the wrong... 
by chris | Apr 26, 2017 | Sales Prospecting
Yesterday I received 2 voicemails and at least 4 emails that were nothing but, “Hey look at me! I’m awesome and that’s the reason you need to buy from me!” Hmm, I didn’t care one bit about how good they were. I did the most... 
by chris | Oct 17, 2013 | Sales Process
When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits... by chris | Jun 12, 2013 | Sales Leadership, Sales Mindset, Sales Motivation, Sales Process
How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. In fact, little of it is actually worth using. It’s time marketing departments wake up and...
