Mark Hunter's Blog, page 77

Why Are You Not Using the Telephone to Sell?

A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […]

Sales Motivation Video: 4-Legged Sales Calls Can Lead to Greater Success!

If you are a sales manager OR if you report to a sales manager, listen up! NOW, early in the year, is the time for sales managers to be out on sales calls with their salespeople. I refer to these as “4-legged sales calls.” This has NOTHING to do with the sales manager running the […]

Sales Leadership is About Building Relationships

How many times have you talked to somebody who you can tell is not paying attention? Years ago I worked with Tom, who yes, was a nice guy, but I never felt I had his attention when talking with him.  I’d be talking with Tom in a hallway or meeting room and the entire time […]

Your Sales Results are a Direct Result of Your Level of Focus

I woke up this morning and was shocked to find I had the same amount of time today as you. Your competitor woke up today and they too found themselves with the same amount of time as you. At the end of the day, will I or my competitor have achieved more?  It comes down […]

Sales Motivation Video: Tomorrow Begins Today

Tomorrow begins today. Always keep this in mind! Never shut down work for today until you have tomorrow planned. You need to prepare your mind for hitting the ground running, and the best way to do that is to plan! Check out the video to see what I mean:   A coach can help you […]

Leaders Make the Call Without Delay

How many times have you seen somebody fret and stew about needing to make a call? For one reason or another, they feel the more they stew, fret and worry about having to make the call, it will somehow be easier to make. Leaders, on the other hand, do not delay in making the telephone […]

Why Are You Making Prospecting So Difficult? It Doesn’t Have to Be!

The last several weeks, I’ve sat in several meetings with salespeople, discussing the issues around prospecting. The excuses never change. People just think for one reason or another the challenge they’re facing is unique to them. Prospecting does not have to be difficult, if you’re willing to get honest with yourself and accept the fact […]

Sales Motivation Video: Using Silence in the Selling Process

You have to be able to give your price or ask a question and WAIT. Silence is vital to the selling process. Be silent and allow the customer to respond. Check out the video to see what I mean:   A coach can help you excel in your sales career! Invest in yourself by checking out […]

Leadership in the Midst of Disruption

The sun will still come up in the morning.  I use this line a lot as a way to keep myself focused on the big picture. This week I (along with much of the traveling public in the U.S.) have experienced weather delays that just never seemed to end. What I thought was going to […]

Are You a Top Performer or a “Top Perfrauder”?

Remember Lake Wobegon, the ficticious community brought to us by Garrison Keillor? It’s the mythical community known for the line, “…where all the children are above average.”  That line is used by too many salespeople when it comes to claims about being a top performer. I’m going to pop some bubbles, but it’s time this […]