Mark Hunter's Blog, page 95

Sales Motivation Video: Creating Distinction with the Value You Bring

What’s the long-term value you bring to others? What’s the impact you make? To be successful means we’re making an impact on others. To be successful, we have to have that point of distinction that allows the value we bring to others to truly stand out. Being known by your customers as nothing more than […]

Is Your Leadership “Sales Worthy?”

Is the leadership you practice impactful enough to make a difference on others? I see people passing themselves off as a “leader” when in reality they’re leading nobody, not even themselves.  Oh they have people on their organizational chart they’re supposed to be leading, but when it comes down to it, they’re not. “Leadership is […]

It’s 2017. What’s the Value of Cold Calling in Sales?

The Internet is buzzing with hype about how cold calling is dead. In the last few weeks, I’ve seen multiple studies, surveys, polls, etc., about how cold calling is a technique that is dead. I’m going on a serious rant about this subject. Stick with me on this issue and then hey, go ahead and […]

Thinking About Prospecting is Not Prospecting. It’s Not.

The argument I hear is, “I don’t have time to prospect due to everything else I have going on.” Yes, I’ve even been guilty of saying it too.  The argument is by the time you take care of all the existing customers, there’s no time left to do any prospecting. Let me be blunt. Thinking […]

Sales Motivation Video: Who Are the Five Superstars You Should Watch?

Last week we talked about your mastermind group of peers, but today I want you thinking of the five superstars whose success inspires you! You can build great sales motivation by learning from the five superstars.  Make it a goal to even meet these people someday! Check out the video to see what I mean: […]

Executive Sales Leader Briefing: Do You Practice Cocoon Leadership?

Do you as a leader allow yourself to listen to voices outside of your circle? If not, you are operating within what I call “cocoon leadership.” It’s when the only input we receive is from a very limited set of people who subscribe to our beliefs. Leadership is about being pro-active. It’s about seeing and […]

Are Your Sales Leads Worth Anything?

  When was the last time you did a deep dive and compared the types of names you have at the top of your sales funnel and who you have coming out the bottom as a customer? For the majority of salespeople, after the smoke has cleared, it’s amazing how the two ends of the […]

How Well Do You Know Your Customer’s Customer?

How would you answer that question with regard to your biggest account? I’d suspect you’d say you know a pretty good amount. Now, ask that same question about the prospect you’re about to call on? Different answer? Why? Don’t tell me it doesn’t matter because they’re only a prospect. I’ll argue it does matter because […]

Sales Motivation Video: Who Are Your MASTERMIND Peers?

“Don’t join an easy crowd; you won’t grow. Go where the expectations and the demands to perform are high.” — Jim Rohn I love this quote by Jim Rohn. By no means is it his most famous quote, but I feel it’s his most life-changing. Who is in your crowd? I’m a big believer of […]

Executive Sales Leader Briefing: The Only Motivation is Self Motivation

A few weeks ago I had a note from a reader asking about how they could motivate themselves.   The issue arose when I had told them in a previous conversation how it’s impossible to lead a motivated team if you’re not motivated yourself. Not only is this a real issue for managers, but it also […]