Mark Hunter's Blog, page 97

Prospecting the Hard-to-Reach Person

You have the senior level prospect you know would be a great customer, if you could only figure out how to reach them. You’ve tried every method possible and nothing seems to get through. Regardless of the time you call, who you call, the messages you leave or emails you send, nothing works. I’ve found […]

Sales Motivation Video: Achieve More by Doing Less

I challenge you to achieve more by doing less.  When you focus on doing a few things extremely well, you will realize much more success than allocating your time and resources toward too many goals. Do you have to be incredibly disciplined to achieve more by doing less? Absolutely! You have to say “no” way […]

Executive Sales Leader Briefing: 3 Traits to Look for When Hiring

  I read with interest this short article about three traits Warren Buffett looks for when hiring someone: Intelligence, Energy and Integrity. He values each one, but he says if they don’t have integrity, the other two don’t count. Integrity is tough. It takes a lifetime to create and only a second to lose.  Another […]

Your 2017 Sales Prospecting/Growth Plan in 8 Steps

It’s the start of a new year and as much as you feel good, you also feel a sense of concern about the numbers you need to hit for this year. The solution is NOT merely doing more of what you did last year and thinking that alone is going to do the trick. Success […]

Prospecting Using 14-Second Voicemail

Too many salespeople overlook the impact of voicemail. One excuse I hear from salespeople is, “Why leave a voicemail? Nobody will listen to it anyway!”  And a comment I hear from people receiving voicemail is they rarely listen to them because they are so long and boring. I say leave a voicemail, but do it correctly […]

Sales Motivation Video: What You Need to FORGET This Year

It’s a new year and do you know what I want you to forget? Anything negative! Yes, make this a year of positivity. Write down 5 things that went well in 2016 and commit to flying past that success in 2017! Check out the video to see what I mean: Copyright 2017, Mark Hunter “The […]

The Role Sales Leaders Play in Customer Relationships

In creating a culture for success, the sales leader plays a key role with customers, but it is not at the end of the year when everyone is chasing the last order to make quota. The manager who only appears before a customer at the end of the quarter or year, looking to close an […]

Wake Up! It’s 2017! Your Old Habits Must Go!

I found myself reading a magazine… yes, a magazine! Wow, how old school is that? I was struck by an article about how it’s important at this time of year to organize your office. The article listed step-by-step instructions as to how to be more efficient. The author said to have a file folder (what […]

8 Things Top Performing Salespeople Do Each January

  You’re ready to make this your year to break out from the pack and become a top performer.  Thinking about success is simply not going to be enough. It takes a plan and one of the best things you can do is emulate what other top performers do. 1. Don’t build your plan to […]

Is Your Personality Selling For You or Against You?

Do you use your personality to help you communicate more effectively? How many times have we found ourselves running from the person who has zero personality? Sales is about connecting with the other person. It’s about creating confidence, and that means allowing both parties to feel comfortable with each other. Where does your personality fit […]