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
How to Stand Out and Attract New Leads Using Content
Chasing leads feels productive. It keeps you moving, keeps you busy. But the real payoff? That comes when the business you want starts coming to … [Read more...] about How to Stand Out and Attract New Leads Using Content
Why Sales Managers Are Overwhelmed and How to Fix It
On a recent episode of The Sales Hunter Podcast, Mark welcomed Steven Rosen, veteran sales leader and author of Focused: A Leadership Discipline for … [Read more...] about Why Sales Managers Are Overwhelmed and How to Fix It
