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Prospecting Is a Mental Game

Prospecting is a game that too many salespeople have already lost because they’re mentally unprepared. I want you to be successful at prospecting, and I’m going to tell you ten things to get your head in the game.  1. Prep the day before. You can’t go into anything mentally...

The Top 10 Episodes for The Sales Hunter Podcast

Happy Birthday The Sales Hunter Podcast!  To celebrate one year of incredible growth and learning, our team has nominated ten episodes to highlight the diverse learning opportunities the podcast offers each week.   See one you didn’t catch in 2022? Add these to your ‘listen list’ and don’t forget to subscribe to The Sales Hunter Podcast! Click...

How Prospecting Rules Have Changed for 2023

Are you ready for the changes this year will bring?   I’ll give you 10 things that you need to be on alert for with regards to prospecting in this new economy.  1. Engage the CEO  Does it have to be the CEO? No, but you have to be prepared to go further up the food chain...

How to Start Selling Your Outcome

Stop selling your product.  The product training you’ve had is bad. Who cares what you sell, or how good you or your company thinks it is. Instead, I want you to focus 100% on selling the outcomes you allow your customer to achieve.  That’s what your customer is looking for, they don’t need another widget, they need a solution. In my book A Mind...

Why Passion in Sales is Powerful

If we can’t be passionate about helping others, how can we be passionate about sales?   In my book, A Mind for Sales I write about this factor a lot, as I’m a firm believer it is the cornerstone of sales.   Sales is not about what we sell, sales is about helping the customer see and achieve what they didn’t think was possible.   ...

How Top Salespeople Win the Day

Top performers just do things differently.  They have a very succinct strategy because the only day we can truly impact is today. Yesterday has passed, and tomorrow is yet to come. Today is for making a difference. 1. Attitude Top performers don’t moan and groan when Monday...

How to Become a Top Performing Salesperson: Part II

No, you’re not going to become a top performing salesperson overnight. However,  if you do these 15 things and you stick to it, I guarantee you will become a top performing salesperson. This is part II of 15 things that you have the capability to do right now to become a top performer. If you want #1-7, click here for Part I. ...

How to Become a Top Performing Salesperson

Anybody can become a top-performing salesperson.  It’s not what you sell. It’s the why and the how you sell that make it happen.  First, why do you sell? Because you’re helping customers achieve things that they didn’t think were possible.  Next, your how is the process that you use. Let’s dive in on both. ...

7 Tips to Maximize Time for Prospecting

We don’t find the time, we make it.  If someone doesn’t spend enough time prospecting due to poor time management –it’s really a priority problem.  How can you utilize your time to prospect more effectively, and have more time to prospect? Here are seven tips to get you on the right track.  ...

10 Steps to a Great Prospecting Cadence

Doing a bunch of actions and thinking those activities can turn into results doesn’t make a prospecting cadence.  More than likely, it produces frustrating results, and discouragement. Doing the same thing and expecting different results is the definition of insanity, right?  I believe prospecting works if you do it right, and I’ve got 10 steps to...

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