by Mark Hunter | Sep 20, 2019 | Sales Leadership, Sales Mindset, Sales Prospecting
Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. She knew what to do and when to do it; she just could not bring herself to actually do it. To make matters worse, her...
by Mark Hunter | Jun 28, 2019 | Sales Leadership, Sales Mindset, Sales Prospecting
Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is...
by Mark Hunter | Jun 7, 2019 | Sales Leadership
Congratulations on making your quota for this quarter! It’s the 4th consecutive quarter you’ve made your number and you are feeling good. Instead of only seeing yourself as a salesperson, you’re now seeing yourself as a sales leader. You’ve arrived, but hold...
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 Mark Hunter | May 3, 2019 | Sales Leadership, Sales Motivation
It is easy to think that just because you’re busy, you are productive. Nothing could be farther from the truth. The words “busy” and “productive” are often polar opposites. I see salespeople and sales leaders spending countless hours updating reports and...