Most salespeople think the sale starts when the paperwork comes out. That’s the wrong approach. Success begins long before there’s a signature or a … [Read more...] about How to Gain Trust and Value Way Before Signatures
Why Every Salesperson Needs a Champion and How to Find Yours
On a recent episode of The Sales Hunter Podcast, Mark Hunter sat down with Donald C. Kelly, host of The Sales Evangelist and author of Sell It Like a … [Read more...] about Why Every Salesperson Needs a Champion and How to Find Yours
How to Tie Your Offer to Customer Outcomes
Selling isn’t really about getting someone to buy your product. It’s about getting them to invest in a solution that changes their results. That’s the … [Read more...] about How to Tie Your Offer to Customer Outcomes
Common Sales Mistakes That Cost You Deals You Deserve
Why Good Opportunities Slip Away You lost a deal you should have won, and the sting is still fresh. You could point to price, but that’s not where … [Read more...] about Common Sales Mistakes That Cost You Deals You Deserve
Why Coaching Is the Secret Ingredient to Sales Success
On a recent episode of The Sales Hunter Podcast, Mark sat down with Keith Rosen, author of Coaching Salespeople into Sales Champions, to dig into … [Read more...] about Why Coaching Is the Secret Ingredient to Sales Success
Why TCO and TBO Matter More Than Price in Closing Your Next Sale
Most salespeople believe price is the #1 reason deals don’t close. I’m here to tell you that’s not true. The best closers see the real roadblocks. And … [Read more...] about Why TCO and TBO Matter More Than Price in Closing Your Next Sale
