Author: Mark Hunter

1231710 / 162 POSTS
If business is a family, then marketing and sales are siblings forced to share the same bedroom. Both think the other one is always invading their space.  Both blame the other for missing socks and having shoes that smell. Both think the other one is ...
Guess what? Your customer is most likely not thinking what you’re thinking. A couple of months ago, I worked with a sales team on building a prospecting plan. The plan was to focus on old customers, prospects who had never been customers, and other l ...
It’s time to quit the game of sales blaming marketing and vice versa when things don’t go right. It’s a dumb argument, and doesn’t accomplish anything. I have sat in far too many meetings and heard way too many mindless arguments about wh ...
Instead of calling this the 5 selling fundamentals, maybe I should call it, “why Johnny can’t sell.”  I’ll forgo that phrase but I will say this: “danger ahead.”  If you do without the 5 selling fundamentals, you enter the danger zone of selling. Thi ...
Are you one who goes into the week with a reactionary state of mind? Unfortunately, this is the approach too many salespeople take and even worse, they do it all in the context of having a customer service mentality. Their mentality is to serve the c ...
In my new book A Mind For Sales, I discuss how important it is for you to have the right mindset, but it’s not only about your mindset, it also has to do with the customer’s mindset. What is the level of trust you have with your customer, and what is ...
We’re all guilty of over thinking. There’s no need to over complicate prospecting. Time and time again, I have found that simple works. Best of all, simple can also be the fastest way to accomplish a goal. Succeeding in prospecting is a goal yo ...
What are money hours? What are you doing to maximize your two money hours each day? This is an important term that you need to understand and apply now.Money hours include the first hour of the day and another hour in the day that you select when yo ...
Why are you cutting your price? Cutting your price due to the demands of the customer is stupid! Yes, you read it correctly: it is stupid. The only reason the customer demands you cut your price is because they don’t see enough value in what yo ...
You look at your sales quota and see yourself falling short, so you begin panicking and thinking you need to run after every opportunity possible. Your logic says that the only way you can make your number is by chasing anything that moves. Sounds lo ...
1231710 / 162 POSTS