Mark Hunter's Blog, page 94

Executive Sales Leader Briefing: Leadership is About Impact and Influence

I talk a lot about the role of leadership in sales and how the way others see you determines how they treat what you say.  Leadership is about making a positive impact and influencing them in a manner that encourages them to achieve a greater outcome. The more we look at leadership, the more we […]

Sales Myth: If I Provide Great Customer Service, I Will Never Have to Prospect

Sure, that sounds great. Providing great customer service is what every company and salesperson feels they need to be doing. The sales myth is the more focus that is placed on taking care of existing customers and providing them with great service, the less need there will be to prospect. The myth becomes the rule […]

Sales Motivation Video: Do Your Professional and Personal Goals Complement Each Other?

Have you ever worked on a team where not everybody has the same goal? Early in my sales career, I was part of a sales team that, to put it mildly, wasn’t aligned. Each of us had different goals. Some wanted to kick back and relax, others wanted to get promoted and others were just […]

Executive Sales Leader Briefing: Leadership is a Lifestyle Lived with Passion

  Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […]

Using Voicemail to Prospect: Yes it Works, When Done Right!

  I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers.  If you’re wondering, the ideas I’m sharing below come from my book, […]

Are You Chasing Leads or Customer Outcomes?

  We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that don’t go […]

Sales Motivation Video: Are You Strategically Thinking or Tactically Responding?

How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […]

Executive Sales Leader Briefing: Should Sales Leaders be Passionate or Rational?

  Do these two things — passionate and rational — even fit in the same sentence? I’ve had people say to be a leader of any type you can’t be passionate, because you’ll get your emotions tied into your decision-making process.  The argument is you have to remain rational in how you think. The argument […]

Sales is Not B2B or B2C. It Is Always 1to1.

What does your sales funnel look like? Regardless of whether you’re in B2B or B2C, we can’t lose sight that the sale is not made until it’s 1to1 — one person connecting with one person. Only when we get to the one-to-one conversation will we be in a situation to understand what the customer is […]

The Prospecting Sales Funnel — It’s a Broken Process!

We’ve all seen a hundred times the Capital One commercial for their credit cards that ends with the tag line, “What’s in your wallet?”  With that said, let me ask you, “What’s in your sales funnel?” Let’s call out the elephant in the room when it comes to sales funnels. Too many of them are nothing but clogged […]