by Mark Hunter | Jan 20, 2021 | Sales Process, Sales Prospecting
Discovery calls are probably the most underrated part of the sales process. Let’s get into how you have an effective discovery call. Video – How to Do an Effective Discovery Call 1. Do Not Show the Product Remember: It is not about showing the product. Do not...
by Mark Hunter | Jan 13, 2021 | Sales Leadership, Sales Mindset, Sales Motivation
I love sales, which is why I wrote the books, A Mind for Sales, High Profit Prospecting and High Profit Selling. I simply love working with salespeople. What bothers me is the turnover we have in sales. It is amazing the number of people who get into sales thinking...
by chris | Nov 26, 2018 | Sales Motivation, Uncategorized
Each time I meet with someone, I want to earn the right, privilege, honor and respect to meet with that person again. When I do that, I am building the possibility of relationship. Within the context of relationship, I am best able to sell well. Check out the video...
by chris | Aug 28, 2018 | Sales Leadership, Sales Process, Sales Prospecting, Uncategorized
Don’t get me started! The list of myths salespeople and sales managers believe will drive anyone crazy. These are just a few of the ones I’ve heard, and worse yet, have seen people believing: 1. Mistaking quantity for quality when it comes to leads. 2....
by chris | Jun 20, 2018 | Sales Prospecting, Uncategorized
How good are you at following up? As much as people struggle with getting prospects, it’s amazing how many potential prospects turn cold for one reason — a lack of meaningful follow-up. If you think follow-up means to send the prospect an email that says...
