by Mark Hunter | Jan 22, 2020 | Sales Process, Sales Prospecting
When it comes to prospecting, it can feel like there are 100 things you have to get right to be successful. Trust me, I get it. I work with companies all the time helping them build an effective prospecting process. There are too many moving parts to even count....
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 Mark Hunter | Nov 22, 2019 | Profit Maximizing Price, Sales Prospecting, Uncategorized
Sales is like an ATM. Let me tell you why. Last week, I was with a sales manager reviewing the quarterly numbers. What jumped out to me was the lack of deals to close in the final stage. The sales manager zeroed in on it and asked for my help in correcting the...
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 | Oct 9, 2019 | Profit Maximizing Price, Sales Prospecting
The number one competitor every salesperson faces is the “no decision.” This is the customer who despite everything you do chooses to not do anything. They might choose to stay with their current supplier or simply say no just to postpone making a decision. Either...
