Mark Hunter's Blog, page 85

Measuring Your Prospecting Process

A topic many of my coaching clients ask me about is how to know if your prospecting process is working. The shortcut answer to the question is that I ask them what their sales are compared to the prospecting they do. ��Sounds simple, but the answer is far more complex and not easily answered despite […]

Are You Guilty of Making These Prospecting Mistakes?

You’ve got your goal for the day and you’re off and running, reaching out to prospects and trying to follow up the best you can. But are you guilty of the biggest mistake one can make? ��Are you following up by saying or writing things such as: “Did you see my last email?” “I’m just […]

Sales Motivation Video: Use “Out-of-Office” Message as Prospecting Tool

When you know a prospect or customer has been on vacation because of their “out-of-office” message, plan to call them a few days after they return. This gives you an easy way to build rapport, because you can ask them about their vacation.  And you’ll build your sales motivation and prospecting skills as well. Check […]

No One Will Motivate You. Only You Can Motivate You.

Quit walking around complaining about how your boss or management does not motivate you. It’s not going to help, because let’s be clear — nobody can motivate you! Only you can motivate yourself. The best anyone can do is create an environment for people to motivate themselves. If a person doesn’t want to be motivated, […]

Your Pipeline is Plugged and It’s Hurting Your Sales

  Everyone wants a full sales pipeline. There’s not a sales manager in the world who isn’t continually beating up their sales team to get more into their pipeline. News flash! It doesn’t matter what you put into your sales pipe that counts! What counts is the speed with which it moves through the pipe! […]

Selling to the C-Suite: How Do I Get Started?

One of the most difficult things you can find yourself having to do is to connect with the CEO or any other senior level person in an organization. ��Thinking you can use the same approach you use with others in a company is simply not going to work. In my book, High-Profit Prospecting,��I devote several […]

Prospect in August if You Expect to Make Your Number in December

Want to make your number in December? ��It depends all on your sales prospecting NOW! You have to be prospecting now, and be sure the prospects are truly prospects and not “suspects.” ��Quantity in your sales pipeline doesn’t matter nearly as much as quality. Making (and exceeding) your number in December will be exponentially easier […]

Executive Sales Leader Briefing: Leaders Need a Big EGO!

You read that right. I firmly believe leaders need a big ego. In fact, they need a massive ego!  If they want their team to achieve its full potential, the bigger the ego the leader has, the higher the level of outcome the team will be able to achieve. Watch this 67-second video where I […]

Are You Caught in the Sales Circus?

You didn’t realize the circus has come to town. The problem is that unlike every other circus, this one didn’t leave town. It’s taken up permanent residence and you are the main attraction. Do you doubt me? Ask yourself if what you’re doing is delivering the results you expect.  If you were to start breaking […]

Selling to the C-Suite

Selling to the C-Suite requires a completely different way of thinking. It’s not about price. It’s not about specs, performance standards, budgets or any of the other items that might be discussed on a typical sales call. It’s all about strategic outcomes. The last thing the C-Suite wants to discuss are tactical ideas. Check out […]