Mark Hunter's Blog, page 88

Sales Motivation Video: Don’t Use “Out-of-Office” Message in Summer

It’s summer and that means vacations! When you go on yours, don’t use the “out-of-office” setting on your voicemail and email. You want to seize opportunities to monitor your voicemail and email for potential leads! Check out the video to see what I mean:   For the month of June, Amazon has the Kindle version […]

Executive Sales Leader Briefing: Quit Trying to Use Discounts to Close Sales

What makes you think offering a discount is going to be an effective way to close a deal?   The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […]

What’s In Your Sales Pipeline?

Is your sales pipeline moving fast or slow? We do a disservice to our customers when we fail to move them quickly from prospect to customer. Problem you and too many other salespeople have is you can’t move prospects fast because your pipeline is stuck with people who can’t make a decision. You’re better off […]

What Prospecting Tools are You Using?

If you expect to be successful by just using email to prospect or any other single method, you’re in for a rude shock. To be successful reaching prospects, you have to use every tool available. This is why a lot of salespeople fail when they think all they need is social media. It will reach […]

Sales Motivation Video: Summer Voicemail Tip that Gives You a Sales Advantage

It’s summer, and as most sales leaders like yourself know, it is a prime time when clients and prospects cancel appointments.  Want to know how to increase the likelihood of them KEEPING the appointment? Call them to confirm the appointment, and whether you reach them or their voicemail, be sure to remind them you will […]

Executive Sales Leader Briefing: Who is in Your Peer Group?

  Who are you spending your time with? More importantly, are those you’re spending time with helping you become a better person? Every week as my schedule allows, I spend 30 minutes to an hour talking with Gerhard Gschwandtner.  If you’ve been in sales for any period of time, you’ll know him as the founder […]

Why Winning “Vendor of the Year” is Bad for Business

  I’m sitting in the office of a VP of Sales and he begins to share with me about all of the “vendor of the year” awards his team has received from their customers. He says this is a great example of the leadership his team has with customers and how they don’t have one […]

Excuses Salespeople Make. Are You Making Too Many?

Last week I awoke in Nashua, New Hampshire, to spend a few hours with a great client talking prospecting and customer service. From there I was to travel to Stuart, Florida, for an 8 AM meeting the next morning. (Go ahead and Google the cities if you’re not familiar with the location of each.) Nothing […]

Do You Believe In Yourself?

Dealing with tough prospects is hard enough, so let’s not go making it any harder on ourselves with not believing in how we can help others. If we don’t believe in ourselves, what makes us think customers should believe in us? Would you buy from somebody you don’t trust? Not likely. I’ll argue the only […]

Sales Motivation Video: Have You Re-Defined Success Lately?

When was the last time you thought about what success means to you? Have you challenged yourself lately to up the ante and achieve greater levels of success? This week think about your definition of success and how you could and should re-define it. Check out the video to see what I mean:   Copyright […]