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Recent Blog Post

Sales Motivation Video: Great Salespeople Own the Process

If you want to be great in sales, you have to own the process.  Don’t pass the buck. When you take responsibility, the customer knows it.  This is why it is vitally important that you own the process. Check out the video to see what I mean: And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

The Seller’s Challenge

How many books do you read a year?  Recently I took the time to read three books over a two-day period, and one of those books really grabbed me.  The Seller’s Challenge by Tom Williams and Tom Saine tackles straight on the issue of the complex sale from an account manager perspective. Authors Williams and Saine have a unique perspective, as both of them have held very senior level sales positions and more.  Williams has been a CEO and has sat on both sides of the desk, buying and selling. Saine has a Ph.D. from Northwestern University.  This means these two people have a level of expertise few others in the industry can touch. The elephant in the room they call out is procurement.  I see too many people dodging procurement, and as a result, they’re never successful when faced with having to sell to them.   This book frames procurement up as what they are — masters of the supply-chain — and the book details their role in business. To help share with others the value of the book, I interviewed via video Williams and here is one of the links: Do I recommend the book? Yes!  I recommend it for any salesperson, but in particular for account managers.  I know I have a number of procurement people who read this blog and my suggestion is to pick it up, too.  You’ll read strategies I’m sure you’ve seen, but I think you’ll also read about others you’ve never seen. No need for anyone to panic about being thrown under the bus. Williams and Saine are too classy to do that. Summary from Williams and Saine of what you will find in the book: The Seller’s Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter.    Chapter 1: Selling to Multiple Buyers: Discovering Who Buys, Who Cares & What Matters Chapter 2: Blocking & Tackling: Planning & Executing Buyer Centered Conversations Chapter 3: Selling to Resistant Buyers: The Power of Insight Driven Conversations Chapter 4: Road Blocks, Potholes & Speed Bumps: Why Sales Calls Fail Chapter 5: From Gatekeeper & Blocker to Map Maker & Guide Chapter 6: Better Eat Your Wheaties: Selling Against the Status Quo Chapter 7: Surviving & Winning Beauty Contests (RFPs) Chapter 8: Inside the Black Box: Harsh Realities of Selling to a Committee Chapter 9: Frenemies: Partnering with Procurement Chapter 10: The Price is Never Right. Managing Discount Demands Each chapter is designed to be read on its own. Readers can read the entire book or just pick the chapters that interest them the most. The Seller’s Challenge is a “tactical field manual” that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success.  It’s all about what top performing sellers do – how they research, plan and implement activities that maximize their chances of winning. In the book we share the harsh realities, myths, data, best practices, game changing approaches and guerrilla tactics that will elevate a seller’s prospects of winning good business.  The book includes many addendums in the form of checklists and worksheets that simplify the content.   Definitely grab yourself a copy today! And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Are You a Sales Leader? 9 Traits Sales Leaders Have

You think you’re a sales leader? Congratulations! You will never become one without first seeing yourself as one.  Thinking you’re a sales leader is not enough, though. You have to walk the talk, not merely talk the talk. The number of sales managers who are despised by those they lead is probably a number with at least 7 digits.  Salespeople are smart and they don’t have time to be led by the village idiot.  What does it take to be a sales leader? Sales leadership is centered around 9 traits.  Each trait is essential. It’s not about 2 or 3. It’s about all nine. 1. Demonstrates trust 2. Creates a motivating environment 3. Sets and communicates clear objectives and goals 4. Supports and empowers others 5. Commits to follow-through and completion 6. Listens attentively 7. Remains vision-oriented 8. Fosters team environment 9. Focuses on people, not tasks Download the infographic showing these 9 at this link.  If you’re a sales leader keep it in front of you.  If you’re a salesperson, download it and get it in front of your manager. Sales is not a solo activity. Sales is a team sport and that means everyone has to be on the same team — salespeople and sales manager! Everyone! And don’t forget that a coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

High Profit Prospecting

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