Stop Confusing Activity with Opportunity A full pipeline feels good until nothing is closing. This is one of the most common traps in sales. If … [Read more...] about Why Your Pipeline Looks Full But Nothing Is Closing
Selling Too Soon: How to Build Trust Before the Sale
On a recent episode of The Sales Hunter Podcast, Mark sat down with Frank Kitchen, CSP, to explore how the buyer’s journey shapes modern selling. … [Read more...] about Selling Too Soon: How to Build Trust Before the Sale
How to Sell by Addressing Customer Risk Instead of Product Features
Buyers don’t fear missing features. They fear making a bad decision. Selling today is not about rattling off features, it’s about addressing risk. … [Read more...] about How to Sell by Addressing Customer Risk Instead of Product Features
What to Say in Your First Outreach Message
Salespeople everywhere face the same struggle: reaching out to prospects and being met with silence. Most aren’t getting responses, and the reason is … [Read more...] about What to Say in Your First Outreach Message
How to Break the Cycle of Poor Sales Leadership
On the latest Sales Hunter Podcast, Mark welcomed Tim Ohai, author of “The Zen of Strategic Execution,” and a trusted advisor to global leaders at … [Read more...] about How to Break the Cycle of Poor Sales Leadership
Why Rushing a Sales Deal Causes You to Lose It
Urgency without trust kills momentum, so slow down to close faster. Sales is all about signals. But too often, we misread them. We confuse urgency … [Read more...] about Why Rushing a Sales Deal Causes You to Lose It
