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...
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 | Jul 3, 2018 | Sales Prospecting, Uncategorized
We’ve all seen countless times the commercials for Capital One where it ends with the question, “What’s in your wallet?” That line got me thinking, “What’s in your pipeline?” Is your sales pipeline nothing more than a...
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...
