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 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 | Oct 18, 2019 | Sales Leadership, Sales Mindset
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my...
by Mark Hunter | Sep 20, 2019 | Sales Leadership, Sales Mindset, Sales Prospecting
Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. She knew what to do and when to do it; she just could not bring herself to actually do it. To make matters worse, her...
by Mark Hunter | Jun 28, 2019 | Sales Leadership, Sales Mindset, Sales Prospecting
Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is...
