Mark Hunter's Blog, page 81

Sales Leadership Requires Personal Leadership

If we want our customers and others to see us as a sales leader, we have to ask ourselves if we’re living up to personal leadership. Each week we hear of another leader — whether it be in business, sports, politics or society in general — being taken down due to their personal behavior.  It’s […]

Is Being Passionate About Sales a Valuable Trait?

During the last couple of weeks, I’ve had some spirited discussions — both pro and con — about the role passion plays in the sales profession. I’ve had people say in today’s business climate, there is no room for passion, and I’ve had others say because of the business climate, you have to be passionate. […]

Sales Motivation Video: Using Sunday Night to Get Monday Started Right!

How is your motivation rolling on Monday morning? Sunday night may be key to kicking your sales motivation into high gear by Monday morning. 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 my coaching program today!   Copyright […]

The “Why” of What You Do Each Day

I’ve written before about the need to know why you sell.  In my own life, my sales performance changed dramatically when I realized why I was in sales, and that was to help others see and achieve what they didn’t think was possible. Take a moment and let the last sentence sink in, and ask […]

When Should I Discount to Close a Deal?

Let’s face it — there’s not one salesperson who has not struggled with this issue. You’re thinking, “If I just discount the price, I will be able to close the deal.”  Does this hit home with you?  I suspect it does, as it’s one of the most common issues thrown at me when I’m speaking […]

Sales Motivation Video: End-of-the-Year Sales Strategies

It’s 4th quarter, which means you need to be extra diligent in spending your time wisely. Who are you spending time with? Make sure you are focusing on the prospects and customers who have the greatest likelihood to pay out this year.  Now is the time to keep your foot on the accelerator and not […]

What is Your Distinct Point of Difference?

This week I had the opportunity to work with the team from SEN Design Group and some of their members. The conversations were stimulating, as everyone was bringing amazing insights to the conversation. What I found interesting is the more time I spent with them, the more I came away realizing the need to have […]

Year-End Mistakes You Need to Avoid

How are you looking to finish your year? There’s time left, but we need to be careful for fear of making a fatal mistake that dooms the year. A few years ago I was working with a CEO and his 8-person sales team to help them close the year on target.   The CEO was blunt […]

Sales Motivation Video: Sales Prospecting and the 4th Quarter of the Year

Fourth quarter?! How did that happen? Don’t slow down on your prospecting now. Yes, you need to be closing deals, but you ALSO need to be adding fresh prospects to your pipeline at the same time. Check out the video to see what I mean:   A coach can help you excel in your sales […]

Do You Sell Confidence? If Not, You’re Not Selling!

How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […]