Mark Hunter's Blog, page 93

We Can’t Ignore the Impact of Sales-Specific Emotional Intelligence on Performance

Today I am pleased to have a guest post from Jeb Blount, who has just released a new book, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal. Sales is a process. I’ve heard and said these words more times than I can remember. Sales is a process is the […]

Sales Motivation Video: Success is What You Do TODAY, Not Yesterday!

It’s a brand new week!  Every week is a new opportunity.  And I want you to remember that success is what you do TODAY, not yesterday! Are you making the most of today? Check out the video to see what I mean:   Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the […]

Executive Sales Leader Briefing: Never Stop Hiring

Never stop hiring. Great leaders hire the talent whenever it’s spotted. Top-performing salespeople have always been in demand, but recently the demand has been over the top. It’s too easy to accept conventional wisdom that the only time you hire a salesperson is when you have a need.  I believe it’s time to throw conventional wisdom […]

Who Owns Leads? Sales or Marketing

It’s time we challenge conventional thinking with regard to who owns the lead generation process. In the last several years, a lot has been written about how Sales and Marketing need to come together if we ever expect to resolve the issue of generating leads. In keeping with my habit of challenging the norm, let […]

Simplify Your Sales Process — Speed Sells

  With technology and the ability to track information comes the risk of over complicating the sales process. I see this a lot with companies I’m asked to assist. They’re excited to show me how they’ve dissected the sales process. It has the feeling of a patient being prepped for surgery. Flash announcement…. sales is […]

Are Your Leads No Better Than Lottery Tickets?

What does the top of your sales funnel look like? More importantly, how does the top look like compared to the bottom? It’s time to get real. It’s the bottom of the funnel where we make our money.  I know what you’re going to say, “You can’t get anything out of the bottom until you […]

Sales Motivation Video: “No” is Never Permanent in Sales and Prospecting

When you hear “no” from a customer, what does it do to you? I challenge you this week to not view “no” as a dead end, but rather as an opportunity to come back at a later time to engage again with the customer or prospect.  “No” is never permanent.  EMBRACE this attitude and you […]

Executive Sales Leader Briefing: Culture Starts at the Top

A question I like to ask sales managers and senior managers of companies I’m working with is, “What’s your culture like here?”  It’s amazing the types of answers I get. The best-performing companies always share with me an insightful answer about how they value culture and they see it as each person’s job to add […]

It’s Not the Number of Leads You Have. It’s the Quality that Counts!

What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […]

Sales Motivation Video: Are You Focused on Revenue Producing Activities?

Where do you spend your time? Let’s face it — too much of our time is spent doing things that do not produce revenue. The role of sales is to meet customers and generate incremental business; it’s not to update stupid reports. Yes, I’m calling out the stupidity of how too much time is spent […]