by Mark Hunter | Oct 25, 2019 | Sales Leadership, Sales Prospecting
Since our first day in sales, we have been taught to have as many leads as possible. We’ve also been told when you think you have enough, keep going and get more. It’s like saying your goal is to eat as much food as possible and don’t stop eating regardless of... 
by Mark Hunter | Sep 25, 2019 | Sales Motivation, Sales Prospecting
We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. If we’re already challenged for time, shouldn’t we focus our... 
by chris | Sep 5, 2018 | Sales Prospecting, Uncategorized
Conventional wisdom doesn’t hold. It’s time to bust this myth! The long-standing belief is you need to have a big fat pipeline. It’s what our bosses have told us for years. I remember as a salesperson keeping prospects that weren’t going... 
by chris | Mar 21, 2018 | Sales Process, Sales Prospecting
What is in your sales pipeline? More importantly, is what’s in your pipeline moving? When I’m working with salespeople, I see far too much sewage that is being passed off as prospects. News flash! There’s a big difference between a prospect and... 
by chris | Aug 9, 2017 | Sales Process, Sales Prospecting
Everyone wants a full sales pipeline. There’s not a sales manager in the world who isn’t continually beating up their sales team to get more into their pipeline. News flash! It doesn’t matter what you put into your sales pipe that counts! What...
