Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability.
Salespeople are quick to use December and the holidays as an excuse as to why they can’t close any sales. Yes, December is different than any other month of the year, but for that reason, it creates some huge opportunities to close sales.
Here are 7 advantages to selling during the...
What is the percentage of deals that are lost due to poor communication? Not poor communication with the customer, but poor communication inside the company.
It’s far too easy for sales leaders to focus their time leading their salespeople and dealing with customers; but in so doing, it becomes...
Can too much communication inside the company hurt sales? Yes! We all want to believe communication is a good thing, but it also can create as many, if not more, problems than it solves.
One of the biggest problem areas for communication is between Sales and Marketing. The two departments...
Optimizing sales results starts with optimizing the sales process. The challenge is in understanding what is working and, more importantly, what is not working, and how to adjust in today’s environment.
Too many sales teams and salespeople complain about not being able to close deals fast enough....
It’s not uncommon for new leaders to make mistakes, but I argue that some of these can be avoided.
Below are 8 of those mistakes and how to avoid them:
1. Thinking you need to make every decision
Trying to make every decision will only turn you into a micro-manager. Strong leaders know there are...
Are your sales meetings productive? Too many sales meetings are nothing more than a series of updates designed to help the sales manager do their job.
Ultimately, the salespeople in those meetings dread taking time out of their schedule to attend. Worse yet, they leave such meetings...
Bill Gates, Warren Buffett and myself all have one thing in common. We each have the same amount of time—24 hours each day to use as we see fit.
Last I checked, both Bill and Warren were considerably more successful than me. Sure, they have resources I don’t have, but let’s put those aside and...
If the internet is the great equalizer with regard to sales, then what is the role of sales and the salesperson? The role—and the real value of the salesperson—is to disrupt conventional thinking.
The salesperson who merely shares with the customer information the customer can gather on her...
Ask a sales leader what a key reason for their success is, and they’re bound to say one factor is a sales process that every member of the team focuses on. As critical as a sales process can be in building sales for your team, it can quietly work against you as well.
Below are 5 questions every...