Mark Hunter's Blog, page 96

Why Social Selling is Neither “Social” Nor “Selling” to Most People

What’s your definition of social selling? Ask 100 people and you’ll get 100 different answers. When I hear people say “social selling,” I want to choke because of how I see people defining and then doing “social selling.” Too many salespeople are trying to turn social selling into something it’s not as a way to practice […]

7 Telephone Tips for Salespeople

The telephone is my favorite way to sell. Get me on the phone and I’ll find a way to make it happen.   Don’t go telling me the telephone doesn’t work anymore. The people who are saying that are simply afraid to have a conversation. Here are my little secrets to making the telephone work and […]

Prospecting: Don’t Start What You Can’t Finish

Buying a single lottery ticket is not going to make you rich, and making a single prospecting call is not going to result in you getting a customer. Too many salespeople think that prospecting for customers simply doesn’t work in today’s environment. When I probe them on how they’re prospecting, I discover they’re not following up. […]

Sales Motivation Video: What Makes You Unique?

Find the one thing that sets you apart and leverage it!  What makes you unique? This is where you have the greatest potential for building momentum. This week I want you to concentrate on what makes you unique.  When you discover this, you unlock great opportunity for surpassing your competition and boosting success! Check out […]

Executive Sales Leader Briefing: Is Risk an Asset or a Liability?

Yesterday I found myself in two conversations regarding business plans for the year. In both cases we found ourselves talking about risk with relationship to time. The issue was how much time should be devoted to large deals that have a low likelihood of actually happening.   What I found interesting is the differences of opinions as […]

Text Messaging for Prospecting?

The last few weeks I’ve had several requests from salespeople asking for my advice on text messaging and whether or not it should be used. Some people say you shouldn’t use it, while others say to use it. Here’s my response: I have nothing to lose and a customer to gain by texting someone.  Boom! […]

Prospecting Using Email — Sunday Late Afternoon

Are your emails getting through the way they did a couple of years ago? Your email might get through, but is anything coming of it? A great strategy is to email mid-level managers and others late Sunday afternoon. There is a large segment of the business world that uses Sunday evening to get ready for […]

Sales Motivation Video: Why These Three Assets are Crucial

What are your 3 greatest assets? Ask that question of salespeople and some of the common answers are things like what they sell or their customers or their experience. Wrong answer! The 3 most important assets any salesperson has or that matter anyone else has are their MIND, TIME and NETWORK. We will only achieve […]

Executive Sales Leader Briefing: Say “No” More Often

It’s the start of the new year and everyone has a tendency to think this is the year they’ll achieve more than ever.   I’m no different. I find myself thinking the same way too. This year I’m pushing myself to say “no” to more than I say “yes” to. My feeling is it’s too easy […]

7 Steps to Building a Prospecting Plan that Works

Do you have the number of high-quality prospects you need to not just make your annual number but exceed it? Before you answer that question, you may need to ask yourself if your prospecting plan is working as well as you need it to.   Most salespeople would have to answer by saying, “No, I […]