Mark Hunter's Blog, page 89

Travel Tips from a Road Warrior

  People ask me how I put up with traveling so much. (I recently went over the 3 million mile mark, and even during a slow year I will still log 100,000 actual air miles.) My response is travel has never been easier, despite all of the hassles of full planes, security lines, bad weather […]

Executive Sales Leader Briefing: James Comey and Sales Leadership

  How good are the notes you take when meeting with others?��Are you guilty of merely thinking you’ll remember, and as such, you don’t take the time to record what you discussed, the next steps decided on, etc? I’m sure you’re guilty, because let’s be real, 95% of all salespeople and leaders are too quickly […]

Does Your Prospecting Plan Need Fixing?

  I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I see is people take a plan they’ve seen work for somebody else and think they can replicate it and achieve […]

Sales Motivation Video: You Are Your Customer’s R&D Department!

Want to generate good dialogue with your customer? Start viewing yourself as your customer’s R&D department. Do this and they will increasingly rely on you for the helpful information you bring them about their company and industry. Check out the video to see what I mean:   Copyright 2017, Mark Hunter “The Sales Hunter.” Sales […]

Executive Sales Leader Briefing: Contrarian Decision Making

Are the decisions we make no different than what everyone else would make? If all we’re looking for is average, then that’s fine. The problem is average is just that — average. It doesn’t get you anywhere. Marc Andreessen, founder of Netscape and one of the earliest Internet gurus, shared some interesting thoughts about robots, […]

Where are Your Leads Coming From?

  The days of merely putting content on the Internet and suddenly getting hundreds or qualified leads from what you post is long gone. When everybody is doing something, you know it’s an idea that’s past its prime. Sure, there will always be success stories about how one person turned a single blog post or […]

How to Avoid the Summer Sales Slump

  It happens every summer. The number of sales appointments that get cancelled goes up and the number of excuses people make goes up. The result? A sales slump. Summer is not the time to make excuses about things not happening. I like to view it as the time to make things happen, because other salespeople […]

Executive Sales Leader Briefing: How to Motivate Others

  Whenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. My answer is simple — nobody can motivate anybody! Whoa! What did I just say? You read it right. Nobody can motivate anybody. The best we can do is create an environment for others […]

Speed Sells and the Art of the Follow-Up

A few months back, I had a specific problem in my business and I needed help. I began searching on the Internet and talking to others I knew about who might be the right person to hire. Over the course of a few days, I visited a number of websites and downloaded information from several of them. […]

10 Steps to Speed the Prospecting Process

1. Don’t start what you can’t finish. This is the first rule of prospecting. Too many people think if all they do is send out a bunch of emails or make a bunch of phone calls, prospects will suddenly appear.  Key is to never put more into your pipeline than you support with the right […]