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Why You Need an Annual Plan

Your annual plan in and of itself cannot be the end. It’s really just the start.  Preparing for the year ahead brings many benefits, including those that come via the process of just sitting down and creating one. Assessing yourself and your business can bring about an awareness that allows you to avoid pitfalls in the upcoming year–because you’ve...

When is the Best Time to Ask for a Referral?

Asking for a referral doesn’t have to be scary. In fact, most people are more than willing to help you.  All you have to do is ask.  Asking for a referral is not limited to any specific time frame. However, these are six opportunities that act as great reminders for us to request a contact or an introduction. Learn more about How to Get More Referrals...

How to Create a Referral Network

A referral network is a constant exchange of information and contacts between like-minded people. If you don’t have one, you definitely want one.  When done right, a referral network is a self-feeding machine in which you’re getting referrals regularly.  Because your network knows you, and knows your business, the referrals they give you are much...

How to Ask for a Referral

If you want to fill your pipeline, go with referrals.  You’ll never get the referrals you don’t ask for. There are plenty of ways to ask, but the most important thing is to ask. Looking to build your confidence for getting referrals? I’ll walk you through each step in my new Masterclass: How to Get More Referrals. From who to ask, how/when to ask,...

10 Tips to Get More Referrals

Without a doubt, the easiest, most efficient and cost-effective way to build your business is with referrals.  You simply cannot say, “But what if we haven’t been in business long enough to get referrals!” Excuse me, you’ve been on planet earth, haven’t you? That means you’ve got friends. You’ve got acquaintances. Referrals don’t just come from people...

The 9 Best Sources for Sales Leads

Quality leads turn into qualified prospects. If you’re not happy with the quality of your leads, it’s time to check your sources.  You wouldn’t keep going back to the same apple stand if you always got rotten apples, would you? You’d probably go where you’ve bought excellent apples before, or where others have recommended.  Let’s take a moment and...

10 Tips to Fill Your Prospecting Pipeline

You can fill your prospecting pipeline with a lot of ‘leads’, or with quality prospects.  Clogging your pipeline with bad leads that can’t or will never become customers costs you in lost time and lost money.  I believe there are some ways to ensure you’re putting the right customers into your pipeline, and moving them through swiftly and efficiently....

10 Steps for Successful Prospecting

Are you satisfied with the status quo? Or do you believe you can do more, be better, aim higher? I believe that with a little self-evaluation, you can draw a lot of valuable conclusions. Successful prospecting demands growth and learning. Undoubtedly, prospecting requires a human touch, it cannot be done by robots. Since emotions are involved, introspection...

How to Know if a Lead Qualifies as a Prospect

Does your lead even qualify as a valuable prospect?  Your time is valuable. Your skills are valuable, too. So before you get too cozy with any lead in your pipeline, it’s worthwhile to take a moment to evaluate. Is this a prospect I can move forward with, or just a suspect?  I have seven questions you might ask yourself about a lead before you invest...

10 Easy Ways to Be Successful on LinkedIn

What does your LinkedIn profile say about you?  LinkedIn is not only a tool for you to showcase yourself, but more importantly, how others can find you. Of course, LinkedIn has its own search function, but remember LinkedIn is also connected to Google Search. Want to be found by people outside of LinkedIn? You’ve got to do a better job within LinkedIn. ...

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