Mark Hunter's Blog, page 62

What Do You Know About Your Customer’s Customer?

Are you able to provide your customers with insights about their customers they didn’t even know? If you want to be seen as a sales leader, you need to be seen as knowing what the customer knows and then some.

Check out this 42-second video about the value of knowing more:

If your customer can’t satisfy their customers, before too long you’ll find little reason to satisfy your customer.  They won’t need you because they will be out of business. Your role as a sales leader is not to merely satisfy the needs of your customer by filling their orders and tending to their requests.  Your role must be one of helping customers grow their business by providing them insights and strategies they can leverage. When we help our customers grow, we’re helping our own business grow.

Understanding the customers your customers service not only helps you sell more, but it gives your company insight as to where the market is going. Insights at this level can help you better understand how to sell to other customers and help identify potential issues months in advance. Let’s call it — early intelligence. The value of this can be priceless.

Think for a moment about how much attention your customer would give you if they knew you had key insights about their customers? If you are in an account manager position, this is absolutely key to your job. If you sell in a short sales cycle business, knowing this type of information will allow you to shorten the sales cycle even more.

In today’s environment there is so much information available, it can be easy to simply ignore all of it.  This is where you are in a unique position. You are currently bringing valuable customer insights to the table just by being in a sales role. These insights allow you the opportunity to be seen as a leader cutting through the noise of too much information.

Unless your customers see you as a sales leader, there is little for you to do to be seen as different. Understanding your customer’s customer is one step forward in being seen differently.

Are you ready to have me speak at your next sales kick-off meeting?   I sure hope you are! The calendar for 2019 is filling up and we need to talk ASAP to make sure I’m part of your sales meeting.  Call me at 402-445-2110 or email me at:  Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Reaching Your Goals in 2019? Do You Have What it Takes?

So many people set goals — but then struggle with actually achieving them. I don’t want that to be your experience in 2019.

You CAN set goals AND achieve them, if you have the right tools and strategies.   That’s why I have developed a Master Class to help you do exactly that.   It’s coming up on Dec. 12 and there are bonuses to go with it, but you will miss out if you don’t invest in yourself this way.

Go to this link to find out all the details.  You will be glad you did!

Are you ready to have me speak at your next sales kick-off meeting?   I sure hope you are! The calendar for 2019 is filling up and we need to talk ASAP to make sure I’m part of your sales meeting.  Call me at 402-445-2110 or email me at Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Your Sales Results are Your Responsibility! It’s Time to Own Your Outcomes!

We only have 5 weeks left in the year! This means the door is closing on what you will be able to accomplish.  Are you pleased with where you are, or are you coming up short, like the majority of salespeople?   Your results are your responsibility.

If you want to hang your failures on other things or other people, you will never be more than a mediocre salesperson.   If being mediocre is your goal, go ahead and stop reading – go out and just be mediocre.

Next year can and will be your best year if you are willing to let go of the habits that are holding you back, embrace change, and get into action.   Four things you need to do immediately are:

Assess how you spend your day. Be harsh on yourself. Figure out what you do that’s nothing more than “stuff” and what you do that is truly revenue producing.
Measure the amount of time you spend each week “customer facing.” I am referring to real interaction with customers or prospects. You’ll be surprised how little time is actually spent customer facing. It’s probably not anywhere near where it should be if you’re a salesperson.
Who are you accountable to? Who is holding you responsible and is willing to sit down and have that hard talk you need to stay focused?  This person should not be your boss, because your boss is focused on what they need to achieve. He/she will never be the best person to guide you long term.
What is your process for measuring your performance each day and each week? Top performing salespeople are continually measuring their performance. And they don’t measure it against activities completed, they measure it against progress towards their goals.

December is a rough month for too many salespeople because they have to live with what they didn’t do in the previous 11 months.   I’m going to be totally blunt with what I share next, but hear me out: You must own your results. Nobody will own them for you.

This is why I’m doing a very special master class to set better goals for 2019 and actually achieve them.   It’s called a Master Class because the subject is that important and the people who signup are focused on upping their game.

You’re one of those people, right? I know you have the potential to go far beyond what you’ve done before.  Here’s the link.  I’m looking forward to helping you make next year absolutely awesome.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Quit Acting Like a Loser. Unless You Like Being a Loser.

It’s time for another rant. Every day I get messages from salespeople who are struggling being salespeople.  The notes range from a couple sentences to novels that would rival War & Peace.

Let me blunt. If you’re behaving like a loser, then you will be a loser.  You’re never going to be successful until you are willing to put on your big boy pants or your big girl pants and go make it happen.

Your issue starts with trying to justify why things aren’t going right by blaming everything from sun spots to a lack of iron in your diet. When you send me a note and claim you can’t prospect because nobody answers their telephone and how you don’t even respond to phone calls, I have to make an observation about why I believe you sent me the note.

You sent me the note because you personally don’t like talking on the phone, and you want somebody to validate for you that the phone is outdated.

Check out what this person wrote in a note to me:

I read your article and am perplexed. You say that cold calling works. I am trying to understand how since statistics and my own experience shows that maybe 2-5% of people will answer an unknown number. I haven’t in 3 years, leave a vm and if I know you I’ll call you back. If it’s general business you’re getting an email or text. 

I don’t know anyone under 40 who answers their phone. I would turn off the voice part if not for family.

I don’t even buy cars using voice or in person, all on email and text. If they call me I take em off the list after one warning. Negotiate on email then tell them to have it ready when I come to pick it up.

I am looking for stats that support your position. If you have any I would be greatly appreciative.

This person — or I should be more blunt and say “idiot” — is asking me for information to validate his belief about the telephone.  This person says in the note how nobody answers the phone and how he himself won’t even talk to anyone when buying a car. It all leaves me wondering. If you don’t believe in a process, then it’s time to exit and exit now!  This guy will never be successful in sales as long as he himself can’t embrace the phone.

You’re wondering if I responded to him?  Yes, I did. I called him, as he did leave his phone number, and as I expected, he didn’t answer.  I also sent him a very nice email with some ideas and invited him to respond via email or phone.  What’s your prediction as to whether or not he responded?  The correct answer is no! I never heard from him again.  Go ahead… let’s all call this guy a loser!

If you are losing and want to validate why you’re losing by having others support you as a form of therapy, then you’re destined to keep losing.  Act like a loser and you will be a loser!  Act like a winner and you will be a winner. Winners associate with winners, winners push themselves, winners do not pass blame but rather accept blame, and winners take control of their actions.

There are people who I used to associate with but will have nothing to do with today, because they’re losers and they love being a loser. The people I associate with are winners. Those are the people with whom I want to spend my time.

Every day I work to improve myself. I’m never satisfied with my current position.  I know I have come nowhere near the level of potential I’m capable of and I won’t reach it unless I keep improving.  This means I never spend time validating why something didn’t work. I use it to learn and to help me find the next idea — the next solution.

Success does not begin with others. Success begins with you and what you believe. It’s one reason why I will encourage you to join me and other winners, my friends Anthony Iannarino, Jeb Blount and Mike Weinberg at OutBound next April in Atlanta.  I want you there and on our team, because I’m 100% confident you will improve yourself.   Here’s a code to save $100 at check out: Mark100

You can register at this link.

If you’re saying to yourself, “I knew it! Mark wrote this article just to hustle me to buy a ticket to his event,”  then you’re a loser, because with that thought, you’re trying to validate your thinking as to how you have your act together already.  You see, those who are winners see this as another opportunity worth considering. Winners are always looking with their mind open. Losers think with a closed mind.

Rant over. Thank you for your patience.

Are you ready to have me speak at your next sales kick-off meeting?   I sure hope you are! The calendar for 2019 is filling up and we need to talk ASAP to make sure I’m part of your sales meeting.  Call me at 402-445-2110 or email me at Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Sales Motivation Video: What Really Changes Your Ability to Sell Well?

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 to see what I mean:

Are you planning a sales kick-off meeting for 2019?  If so give me a call and let’s talk about how I can help your team not just achieve the 2019 goals, but blow past them.  I still have some available dates, so call and we will make it happen.  Sales is not a solo activity. Sales is a team sport. Let’s make your team the best it can be. You can call me at 402-445-2110 or email me at Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

You are a Sales Leader Regardless of Your Title

Regardless of your position and regardless of what your official title is, you are a sales leader. Your job is to view it as an honor and a privilege.  Each conversation you have and each decision you make needs to be done with the mindset of you as a sales leader.

As a sales leader, your role is to put the other person ahead of you.  When you place the other person ahead of you, you’ll be in a position to understand them better.  With this being our objective, we are able to serve them better.  Great salespeople don’t become great without first becoming a great sales leader.

Check out this 53-second video, Leadership Impact is Sales Leadership:

One of the best bosses I ever had was John Canavan. He personified sales leadership.  Whether it was a one-on-one conversation I was having with John or a sales call with a major account, he put everyone else ahead of himself.  This didn’t mean he wasn’t in control. He certainly was, but he did it by taking the time to listen to everyone else.

It can seem uncomfortable to put others first, but I never said being a sales leader would be comfortable.

Sales leadership is more than two words, and it is more than an activity. Being a sales leader is a frame of mind that shapes everything you do.  On an organization chart you may occupy the lowest position or as a small business you may occupy the only spot on the chart. It does not matter. You’re a sales leader.

Your objective today and every day is to place those around you first so you can listen and understand them better.  We can never forget that our ability to influence and impact begins with having the ability to listen.

Are you planning a sales kick-off meeting for 2019?  If so give me a call and let’s talk about how I can help your team not just achieve the 2019 goals, but blow past them.  I still have some available dates, so call and we will make it happen.  Sales is not a solo activity. Sales is a team sport. Let’s make your team the best it can be. You can call me at 402-445-2110 or email me at Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Thankful, Blessed, Humbled. Reflections on What Sales Means to Me.

To all my customers — a very big thank you for believing in me and allowing me to be part of your organization.

To all my readers – thank you for taking the time to read, comment, and share my content, whether it be a book or a blog post.

To my viewers – thank you for watching my videos and sharing them with others.

To my prospects – thank you for allowing me to create a relationship with you.

To those who have said “no” to me – thank you! I respect your decision and I accept it, and yes, I do hope one day I will be able to call you “customer.”

To all my competitors – thank you for making me better.  Iron sharpens iron and I hope I’ve helped make you better, too.

As we here in the United States celebrate Thanksgiving this week, it truly is a time to pause and reflect.  I can’t help but be thankful for the opportunities I’ve been given. My hope is I use each opportunity to its fullest. As I look back on the conversations I’ve had, the emails I’ve received and the LinkedIn exchanges I’ve had, it humbles me.  Sales is built on a foundation of integrity and I hope each conversation has demonstrated integrity.

Humbled, thankful and honored are more than words to me, and I hope they are to you, too.

This week, take the time to pause and reflect, and I’m sure you will find numerous instances over the past year where you had a conversation for which you are thankful.  Sales truly is a journey — a journey of influence and impact.

Thank you for the privilege of our relationship in whatever form it takes.  As thankful as I am for each of you, I’m thankful the most for my family and my faith. My family is everything to me, and although we will not all be together for Thanksgiving, we will still be family.

My faith is central to me. It is without hesitation the core of who I am and my compass.  Without a doubt, everything I have and everything I ever will be is derived from my faith in God, and that is what I am thankful for the most.

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Sales Motivation Video: Great Salespeople Do NOT Rely on a Canned Presentation

To be a great salesperson, you simply cannot rely on a canned presentation.  You want to strive for conversations with prospects and customers, because within a conversation, you discover the person’s true needs.

Check out the video to see what I mean:

Are you ready to have me speak at your next sales kick-off meeting?   I sure hope you are! The calendar for 2019 is filling up and we need to talk ASAP to make sure I’m part of your sales meeting.  Call me at 402-445-2110 or email me at Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Want High-Profit Sales? Start with High-Profit Prospecting!

Not long ago, I had the opportunity to talk more about my book High-Profit Prospecting on C-Suite TV.  If you missed the interview, take the time to watch it below.  It’s not long and could help you see that becoming a high-profit salesperson begins with how you prospect.

As one reviewer on Amazon said, “This book isn’t just a nice read — it is full of actionable content. This is a book for doing. Thinking about prospecting is not prospecting.”

Check out the C-Suite Interview:

Are you ready to have me speak at your next sales kick-off meeting?   I sure hope you are! The calendar for 2019 is filling up and we need to talk ASAP to make sure I’m part of your sales meeting.  Call me at 402-445-2110 or email me at Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Sales Leaders Make Significant Impact. Do You?

Sales is all about influencing and impacting others. Sales leaders do it effortlessly and not just when they’re selling, but also in every situation.  A key reason sales leaders do this is because they don’t view what they do as a job, but rather as a lifestyle.

How much of an impact do you make on others? Would you classify it as significant or merely average?  You ask what’s the difference and I’ll sum it up as significant is something that creates immediate or lasting change. Average, on the other hand, is just that— average.

With that brief definition in mind, where do you see yourself falling? Are you closer to average or significant? We don’t need anymore average salespeople. We need more significant sales leaders. The world is crying out for you, the significant sales leader.

View this 71-second video:

In business nothing happens until something is sold, and nothing is sold until somebody prospects. The only way this is going to happen in the crazy competitive environment we’re in is if you’re making a significant impact in everything you do.

This next week, your goal is to be intentional. Be a force and most of all be significant. When you’re seen by others as significant, I can guarantee you will find yourself challenging yourself to be even more significant.

Success does not happen by chance.  It’s a result of deliberate actions taken by people who are focused on being seen as significant by those they help. They’re seen as significant not out of price or arrogance, but rather they’re seen that way because of the significant value they place in others.

Being seen as a leader who has significant influence and impact on others is a mission you can’t afford to not be on.

Are you ready to have me speak at your next sales kick-off meeting?   I sure hope you are! The calendar for 2019 is filling up and we need to talk ASAP to make sure I’m part of your sales meeting.  Call me at 402-445-2110 or email me at Mark@TheSalesHunter.com.

And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results