Mark Hunter's Blog, page 92

Executive Sales Leader Briefing: Do Others See Integrity in You?

  I got called out in an email recently by a person I didn’t know but clearly knows me. He said he was shocked I would make a comment on LinkedIn about an article that had a questionable picture. No, the picture wasn’t sleazy, but there could be some people who might have seen it as […]

Why Your Emails Aren’t Effective?

The number of bad emails I get each week is on the rise again. A year ago I thought salespeople were getting smarter. Clearly I was wrong. The last few weeks, I’ve received some of the worst ones ever.  You’ve probably received the same, but remember that for every bad email you receive, it might […]

Sales Motivation Video: Who Are You Learning From?

  Are you learning as much as you can? It’s easier than you think when we take advantage of learning from others we meet. I talk a lot about how sales is leadership and leadership is sales, and the way we live that out is by always learning and always sharing. We can spend our […]

Executive Sales Leader Briefing: You Can’t Fake the Coaching

This week I had several coaching calls with the same person, and each time it centered around the other person’s desire to be an effective coach themselves. The person I was talking with spends his time working with others, coaching them to perform at a higher level, yet at the same time he is in […]

Speed Up Your Prospecting to Protect Your Best Asset

  Two weeks ago, I was looking for assistance on a project and was looking to hire a company to take it over. One of the companies I spoke with on the phone was courteous and nice, but they didn’t get the job. The reason is simple — they didn’t ask the tough questions. After […]

Want to Close at Full Price? Start with Prospects Who Can Pay Full Price.

  You can’t take a Walmart shopper and turn them into a Nordstrom customer. It simply is not going to happen, but that is exactly what too many salespeople think they can do. If you want full price, you need to spend your time prospecting customers who can pay full price. Are you one who […]

Sales Motivation Video: It’s Time for More H2H in Sales!

That’s right! Whether you are in B2B or B2C, what you MOST need to be in is H2H — Human to Human! This week I want you to remember that sales success is about personal relationships. Be passionate about human to human connections and dialogue. Here’s to great selling! Check out the video to see […]

Sales Leadership — 10 Questions to Ask Yourself About Your Sales

  We are all guilty of digging too deep into our job, essentially working in our business. As leaders we have to also take the time to work “on” our business by challenging what we do and why we do it. The last couple of months, I’ve been doing a lot of consulting working with multiple […]

Is Bad Prospecting Causing You to Discount Your Price to Close a Sale?

  Too many salespeople suffer from having to discount the price to close the sale. We can talk all we want about the need to create value for the customer, but if the salesperson still decides to cut the price then clearly something is not right. To understand this problem we need to go upstream […]

Are High-Performing Salespeople Passionate?

  A couple years ago, a well-recognized “sales expert” told me top sales performers are not passionate. The argument they laid out was passion does not exist in sales, as it will cloud a person’s thinking ability. That conversation has bugged me ever since I first heard it. I believe being passionate is a requirement […]