by Mark Hunter | Oct 23, 2019 | Sales Process, Sales Prospecting
The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom! You get hit hard as this new favorite customer tells you that they have to...
by Mark Hunter | Sep 13, 2019 | Sales Process, Sales Prospecting
The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email. I’ll admit that it captured my...
by Mark Hunter | Aug 2, 2019 | Sales Mindset, Sales Prospecting
Do you have lousy customers? Ask yourself that question and be serious about your answer. If you’re saying yes, then why do you think your customers are lousy? Are your customers lousy because your sales process attracts the wrong customers? Learn more in this...
by Mark Hunter | May 24, 2019 | Sales Leadership, Sales Mindset, Sales Process
Maybe the right question is: how do customers define credibility? The issue is that customers can’t see someone’s good intentions; they only see the results. This is the biggest issue when it comes to credibility and why oftentimes there is a disconnect between...
by chris | Aug 8, 2018 | Sales Motivation, Sales Prospecting
Maybe I should be asking if you even have one, but then you might think that’s harsh. I’m guessing, though, that deep down inside you’ll admit to yourself what you’re doing is more fiction than fact… more a dream than a reality. Before...
