The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 4 years ago

Mark Hunter on Barriers to Better Prospecting

ABOUT THIS EPISODE

We wanted to kick off 2018 by talking about something on the top of everybody’s mind as they plan out the new year – prospecting. Time and time again, prospecting is ranked as the highest priority among sales professionals.

Mark Hunter, “The Sales Hunter,” and author of High-Profit Prospecting and High-Profit Selling, joined us to discuss how to overcome the challenges of prospecting and what techniques are most effective for success.

You were listening to the BB revenue executive experience, a podcast dedicated to helping the executives train their sales and marketing teams to optimize growth. Whether you're looking for techniques and strategies or tools and resources, you've come to the right place. Let's accelerate your growth in three, two, one. Welcome to the B Tob Revenue Executive experience everyone, and welcome to two thousand and eighteen. Hard to believe another year has passed us by, hoping that many of you achieved, if not exceeded, your quotas, that if you're a sales executive or revenue executive out there, you found two thousand and seventeen to be an extremely positive year. Even in a changing in dynamic business, political cultural environment, two thousand and eighteen promises to bring its own set of challenges. No doubt they'll be a lot of us talking about the newest, latest greatest things in sales and marketing professions out there and attempt to help you be more effective and make two thousand and eighteen a banner year. I want to welcome everyone to two thousand and eighteen. I want to thank everyone who's been listening through two thousand and seventeen, as we started this podcast. Two Thousand and eighteen, we're going to continue the good work, continue to have a great lineup of guests provide you insight into things that we believe will make you more effective at sales and marketing. And to that end, we're going to start this year with an episode with a well regarded thought leader, Mark Hunter, and we're going to talk about prospecting. It's a great way to kick off the year. You don't want to get behind on filling that funnel and filling that pipeline. Mark was kind enough to spend some time with us towards the end of two thousand and seventeen so that we could put this episode together and launch our podcasts in two thousand and eighteen with a well respected guest and some great insights for everybody. So again, welcome to two thousand and eighteen. Hope everyone had a great holiday and without further ado, let's jump into the episode with Mark. Today we're talking about barriers to better prospecting and to help us do that, we are lucky to have with US Mark Hunter, Aka the sales hunter, also author of high profit prospecting and high profits selling books that I highly recommend. If you have not picked up run out and do it right now. It will change the way you look at the game of sales and prospecting. Mark, I want to thank you very much for taking the time and welcome to the show. Thank you for having me on today. So we like to start with a question to help our listeners get to know you a little bit better. We kind of change it up from time to time, and so if you could go back in time and tell your younger sales self one thing, what would it be? And why listen to older people? I mean, I hate to say this, but you know what's funny is is we jump into sales and we think we have all the answers to it and it's amazing. There's really no such thing as anything new in sales. It just matter with the spin that you put on it. So I think ability to really I think that's what makes podcasting pot cash so critical, because eat you gain this expertise of other people. So yeah, you really I would go back and I would listen to people who would walk the...

...road before me and not try to reinvent the wheel. And then I tell you what, if you'd gone back and told my younger self that. I'm pretty sure my younger self wouldn't have listened. All doubt. There's no way I would listen. I would have said about hen sor right. So let's talk prospecting. Hot Topic is always right. The latest stats from from serious decisions and others have this as the top priority for sales executives. Now, this isn't new, just like there's nothing new in sales. Prospecting is always a hot topic. Everybody wants more, you know, leads in the top of the funnel. They want more conversations. So, from your perspective, you know, what are the self inflicted challenges that sales people create that damage their prospecting effectiveness, thinking there's an APP that'll do all the prospecting for them. Yeah, I mean, everybody's looking for this the silver bullet, this tool, and everybody gets caught up chasing silver bullets and stupid stuff. And you know, a lot of things haven't changed about prospecting. It's still engaging the customer and and in fact, all I kind of counter the argument it's all about getting leads. I could care less about leads. I want quality prospects. I'm really into quality versus quantity. These people who sit there and say, Oh, I'm going to get you tenzero leads, I'm going to get you to know what you can to do is you're going to give me ten thousand names. I don't want tenzero anything. I want, I want, I want, you know, ten people are going to buy. Well, and then and you and you look at that, right, and all that does is if they're going to give you tenzero names, it is it creates a glut of things you have to go through. Well, that, Hey, get what I'm gonna I'm gonna jump in right. That's a huge piece, because what happens is people spend so much their time managing the top into the funnel that they don't have any time to manage the bottom end. Excuse me, isn't the bottom end where you make your money? Right, right, I mean, they get so people get so caught up chasing the nurturing. I if I hear lead nurturing one more time, I think I'm going to vomit. I mean, I mean, okay, I'm sorry, we're getting really cold and crass here real quickly. Well now, but I mean it's true, right you, the goal is to identify those people that are most likely to buy and move them as quickly as possible through the funnel. And Plain and simple, I mean it's not there's no black magic to it, right. I mean it's sales, one hundred and one. It's been that way forever, continues to be that way. And so when you work with clients, you know, what do you propose as a best practice approach for prospecting? And I don't want to spoil any of the books, but at a high level, how do you provide the right context for effective prospecting to the clients that you work with? Let's not spoil a book, but I'll just tell that just I'll just tell you the secret. But don't tell him. I won't tell any it's just you don't want to, don't. It's just you and I on this punt, this podcast. Yeah, he really comes down to it's not about the number. Like I said earlier, what you want to do is you want to be able to qualify fast. Everybody starts out as a lead. They don't become a prospect, they become a suspect. You have to earn your way out of the suspect of village, out of the suspect prison. What does this mean? I got to be willing to ask tougher questions earlier on. Two many times, what...

...happens is people will sit there and they look for reasons to keep somebody in their sales funnel. Okay, sales managers, are you listening that? I'm going to get very blunt with you. You are causing much of this problem because you want people to have full fat sales pipelines. Well, what do they do? They fill it up with junk just to keep you happy. I don't want to filled up with jump I want I want to be able to have prospects in there that I've been able to qualify fast, so I'm not wasting my time with people who just have heartbeats because, you know, it's interesting. My dog is got a heartbeat, but my dog is not going to buy anything from me. I got to get serious and this. People aren't willing to ask tough questions up if I can't uncover what is the true need, what's the true outcome that you're looking for early on in my prospecting conversation with you, then you are not a prospect, you're a suspect and you're not going to be a prospect until I know what your critical need is, what your critical outcome is, because have you found? Have you found there to be really, really effective questions that you can ask repeatedly, or were structures for those questions that allow you to qualify them out faster? Yeah, you know, you know what the the magic is. It's not the question you ask, it's the follow up question. You asked what they shared with you. This is what I find so interesting when we are prospecting. We asked this question and then they respond back and okay, now I go to question number two, then I go to question number three. Oh, shut up, stop it playful. You're choking the prospect. What you want to do is just get one question. Let let the let that lead. Okay, I'm just going to call them the lead right now. Talk. Let them, let them share. This can even be in an email or whatever, but but I then it's the follow it's the follow up question. It's the followup question and the follow up question it is this is written, this is this is going to be a powerful statement. Short questions get you long answers. Think about us. You just ask. Why? Can you tell me more? Can you explain that? A little better. Could you give me another example? Could you share that with me again? And it's just to get them because here, here's only one of the most amazing things is that there's this perception out there that sells people don't listen. Yes, with the that's majority of sells people. Yeah, so it really is. It's just it. I just want you, the salesperson, to be listening, listening, shut up and and I know that that that's hard. That's hard for sales people because we have all the answers. We went to sales school. Oh, wow, W U S to. Okay, I'm sorry, I'm getting a little bit blunt here, but yeah, I think we need to. Let's start off the new year by being blunt, right, let's let's let's get our act together. Yeah, let's stop. Let's...

...stop, you know, let's let's stop kidding ourselves. Right. And I spent a lot of time with clients to and it's I spend so much time trying to convince them. Look, stop looking for a silver bullet. There isn't silver bullet. You need to listen, you need to engage right, you need to ask the right question and I love that shorter answers get you longer or shorter questions get you longer answers. I love that. I'M gonna yeah, I'll attributed to you, but I'm hey stealing. You can steal that. You can see it all I want, because the the inverse is all it is true to long questions get your short answers. salespeople are are notorious for asking this big fat long question because they want to demonstrate how brilliant did they are, and then, and then the person on the other line just goes huh, they can't figure it out. I mean they know because short question. It really sales is not. You know, it's kind of funny if you really stop meaning about it. What are we having right here? We're having a conversation. We're having a conversation, and that's really what sales is all about. It's not a presentation, it's not a checklist of things, it's a conversation and the conversation goes much better when you allow it. I had, I don't want to say free form, because you know where you want to go as a salesperson, but you're allowing the customer that that other person, the prospect, the suspect, the lead, whatever you want to call. You're letting them feel like they're driving, and in essence, you they are, because they're the ones that have to take you to the outcome that they're looking for. You you can't. You don't know what the outcome is that they're looking for because you haven't talked to them. So you let them, let them drive and they'll take you to it. And, Oh, by the way, you can let your purse just like we're doing. Let your personality come through, and it's amazing how much more comfortable the conversation be comes sales is a kick in the pant. Prospecting is a kick in the pants because you're helping to show people. You're helping people see and achieve what they didn't think was possible. To me, that's a kick in the pants. I love it. Well, it's a lot I mean, it's a lot of fun. Right. It's that it's that natural curiosity of what kind of problems are you wrestling with and what do you think the solution is? Let's talk about that. Where do you where do you want to go? How do you want to solve it? I think that natural curiosity that some of the ultrahigh reformers I've worked with have as one of their biggest assets. Right, because it also, if that curiosity is strong enough, it helps them stop talking and start listening, which is, as you said, one of the biggest challenges. You See, what sales Reps. I was guilty of it when I was an individual contributor. Wet Behind the ears to write, I thought I had all the answers. What don't really matter what I think the answers are. It's more about what the person I'm talking to thinks the answers are. So how do I figure that out? Yeah, spot on. And so when we talk about when we look at prospecting and you think about the effectiveness of coaching people in their prospecting, why do you think reps that are willing to embrace a coach are more effective than those that aren't? Well, you know, it's funny. I've never seen a super bowl team when a game without having coaches on the sideline. I...

...mean, I mean, you know, you really stop and think about that, I mean have you ever seen? Have you ever seen a a super bowl champion? All, we don't have coaches on our team, or an NBA champion or, I don't care, high school base. But it doesn't matter what it is. Their coach. Great people are always open and willing to receive input in direction. And besides, it's also a flat out kick in the butt, because coaches hold you accountable. And the biggest challenge I think people have in prospecting is two things. A, they failed ask enough questions and they fail to adhere to that critical word that is found on every bottle of shampoo. Repeat, right, yeah, I mean without doubt. I mean, oh well, I called them. I called him in two thousand and sixteen. I called him in two thousand and seventeen. I'll put them down on my calendar. Called Him in October of two thousand and eighteen. Guess what, cowboy, you're not going to be close in many sales and coaches will hold you accountable and get you into that cadence. Get you into that cadence. And the case is is going to vary upon the industry, you're in, your sales cycle, you're set. You know all these various factors, but it may be as frequently is once a week. You got to be getting cut. It might be once every two weeks, it might be once a month. Again, every site, and you know I work with some businesses where the cadence is every day, literally every day, they're calling certain people every day because they're in such a frequent purchasing habit pattern. But again, you create the pattern and the coach is going to help you. Because here's the whole thing, left to our own accord, the reason we're all in sales is because we couldn't get a regular job. WHOA, Oh, Whoa, Whoa, hold on, hold on, hold on. No, no, not that. That's what a lot of people think. See, a lot of people think we got into sales because we couldn't hold a radar job because we're too oh, we can't get structured. where we we chase the shiny object all as her suff to certain agree. It's a little bit true with all of us. And a coach is going to keep us tight, keep us focused. And so we mentioned the managers being a challenge earlier. And so when you work with managers and they want to get better at coaching, is there a technique or an approach you coach the managers on to be better coaches? Yeah, shocking statement. Number thirty eight managers. Managers. You can't motivate anybody. You can't. Well, nobody can motivate anybody. All you can do is create an environment for your people to motivate themselves. And Stop and think about that, and that, to me, is a very refreshing what this means is that you, as a manager, have to do two things. One, you have to create a winning culture in your organization. And I tell you what, when I mean a winning culture, means it's got to be a positive place to come to work. And your people are not. They don't, they don't get excited...

...by the same things you get excited about. So get over get over that one. What it means is that Lou Holtz, football coach, Notre Dame, South Carolina, Minnesota, Arkansas, failed with the New York jets, but anyway, great motivator. He was asked how do you motivate a team and he says I motivated a hundred ten different ways, meaning he had a hundred ten different scene. Because what is he saying? He's got to know really what, what trips the trigger of each individual person. See, so, as a manager, not this does not mean that you, Oh, I'm going to hold this person upon a pedestal in this personal no, no, no. But what that means is that the goals each person has is going to be different and you better find out what those are. And, Oh, by the way, those aren't just their professional goals, is their personal goals. WHOA, yeah, that's right, that's right. You know what's interesting? You would they can't separate work from outside life. I mean it did to just the two blending together. If you're having allowsy day at work, guess what, you're going to carry it home with you. If you're having a lowsy night at home, guess what, you're going to carry it to work the next day. So the good manager, and I all hate the term manager because I'd ready use term leader, is really creating environment for you, the employee, to do your best. So and so it really comes down to that's the sohole thing. Don't chase false metrics. Don't be a spreadsheet jockey, don't be a dashboard junkie. You know, I see these people at all they do is they manage the spreadsheet or they manage the they got sales forces, cee are and what's the dashboard saying? So forth. It just because it's just because we can measure it, doesn't mean it's something you should be caring about. WHOA. What did he APP because here's the whole thing. I can look at all the leads that come in to the top. Okay, that's great, but I don't take leads to the bank. I take what comes out the bottom to the bank. You see, that's where I focus in. And while Gee, they had six phone calls with their customer state, well fine, but what was the critical question? What? What? What? Here's the quite. Here's the question I want. I want every man, every sales leader, to ask their people every day. What did you learn today? What did you learn to say, and how are you going to use it tomorrow? If you get that habit of asking your people that question every day, it's amazing the impact it will have. They hang up the phone, you know, they you you. They come back from a sales call, whenever ask him hate. What did you learn? What's going to be the pet what's gonna be the critical insight that you're going to use to follow up with them? You really coach people by asking them questions, because really what you want to do is you want to create an environment and where they're really coaching themselves. And then you just keep raising the bar, raising the bar, raising the bar. Well, I mean it helps them through the act of Selfdiscovery, right, the questions help them. It's a less it's a less brutal way, right, you're not going to force somebody to do something. So, but if you can engage a much likely prospects, if you can engage people that you're...

...leading in conversation and dialog and Selfdiscovery in a guided way, they have a tendency to get where you wanted to go faster than telling them where they need to be. HMM, yeah, excellent lot. So with the with prospecting, let's talk for a second about social selling. Right. That was the big buzz word end of last year, middle of last year. Every is, oh, it's all about social selling, it's all about social selling. I'm kind of curious to hear what your perspectives on on that little buzz word and potential silver bullet, some people thought. Kind of curious to hear what you think about social selling in the role at plays in prospecting. Yeah, well, let me tell you something. I don't know where you bank at, but my bank does not accept clicks and likes and fears. Okay, I was just it. Just doesn't you know? My bank takes dollars and sense, and I see a lot of people. They I get people call me all time. Really spend x amount of money on this. So yeah, well, you got a bunch of clicks and likes, but you can't. He's like, at fact, you can tweak this, you can tweet this Hashtag. Social Selling Without Social Community is social stupidity. Think about that. My whole objective in social selling is not to get clicks and likes. My whole objective is to have an online relationship on an online contact that I turn into an offline conversation. Now, what does this mean? Means I connected with somebody online. In fact, I would say you and I probably met by way of Linkedin or something like that. Probably you know, and that in turn went to an offline conversation. See, that's that's where social selling, and I hate I really caught. I really call I really call it social marketing, because really, what you're doing it is you're creating. You have to be on social media. You got to create an awareness, you got to create a billboard, you got to create a equity in your name. But don't kid yourself. Not Everybody is out there on social media. I know people who are responsible for billions of dollars a year in in buying decisions and they're not on social media because they don't want to be bug by sales people. Social Selling gives you a window on the world, but Oh, that window may only look north and east, it doesn't look south and West. So what you're doing is you're saying, Oh, okay, I'm going to go ahead and give up fifty percent on my market place. I deal in a lot of industries where people look at you and go, you know, if you say social media, they go, yeah, my kids are on facebook, or yeah, pinterest or something like that. So don't these are these are a lot. I meant. This is going to get me in trouble because because I like some of these people. But there's a lot of CHARLOTTEAN's out there willing to take your money. To tell you that social selling because again, see, it's a metric you can measure. I'm going to help you get tenzero more likes or tenzero more followers and so forth. But but that's a metric. But is it a meaningful metric? No, okay, I'm sorry, I'll stop my ran. Well, no,...

...no, I think it's a great point. I think I mean especially the point about you know, you, if you just are focus on social selling, you're totally limiting your available market because there are a lot of they're probably more people. We may be getting to a tipping point, but some of the industries that I've worked in nobody masses social right, right, but social social selling is one of the tools in your tool box. But next time I have a palmber coming to my house, I don't want the plummer walking in my house, which just a pair of pliers. I want them coming in with that big fat tool box and a big honk and truck outside. We're all kinds of stuff in there. I want to use all the tools. And so if we look at okay, across social selling, obviously, well, the next obvious question would be so let's talk about the phone for a second, because there's the whole debate about, oh, cold callings dead or the phone doesn't work or nobody answers the phone anymore. I'm kind of curious. Let's parallel that perspective with a social selling Oh, so you're asking me does does the phone even work? So you're so you are asking me that trick question. Have you stopped beating your wife? Yes, yeah, yeah, I mean the telephone works great, it at you know what's funny, there are so few people using the telephone that it works even better. Now I'm a mate. I'm amazed at how people are just afraid to pick up the phone and call. But you know what I it's just it's just a conversation. There's nothing I love and it. And then, oh, cold cold calling. Who? Well, come on, that's like it's like saying defying air. I mean they're first of all depending, depending on there's so many factors that that come into play. Your industry, sales cycle, Etcentra, etc. I say, you know, there are some people who, in a very short sal cycle, work cold calling simply works. Works, fine, works, great, I don't need most people are in a little more about defined longer cell cycle and there's so much information out on the Internet. Don't tell me that you can't come up with one little piece of information about thirty seconds or a minute that you can't use as your lead in for the phone call you're about to make. I mean so I wouldn't call it cold calling, I'd call it lukewarm calling, but it works. I I do it still to this day. And I get a kick out of it. Well, it's funny when I was working with a client the UK and one of the younger I going to be careful, because what are the younger sales associates? That was in the class that I was teaching. So well, you mean one of those millennials Ole? Yeah, with basically like well, why would? Why would I pick up the phone and call? I could text them or I'm like, look, I have been in this game for twenty years and I still have my call blocks set aside four days a week. In fact, I made calls before I came in to class because my primary markets North America. So it's not about it not working, it's about the consistency and the combination of the tools you have, not...

...just finding one that's going to be the silver bullet. And the phone, like you said, more people pick up today than I that I would see him pick up four or five years ago. When I call it it's just and the conversation and the reason people say all the telephone doesn't work is because, a, they're afraid to pick up the phone themselves and or they don't know how to use the phone. This is like I'm going to go down a rabbit hole real quick. A great voicemail message is only twelve to sixteen seconds. Twelve to sixteen seconds high. I'm mark under the Sales Center. Got Some information like to share with you regarding trends in two thousand and eighteen. Couldn't give me a buzz. Four hundred two, four four five two one zero. Four hundred and two, four four five two one zero. That's it. That's it. That's it, that's it. That's it, very short, simple. Don't sit there and a well, no wonder, no wonder. People can't stand because you're in a village. You're coming across as a village idiot on the phone. And No, by the way, this is this. Yeah, I'm sorry, I'm going to go down a rabbit hole real quick. People say, well, Gee, nobody. Nobody answers voicemail, nobody listens to voicemail. It's a using number of voicemail systems that now roll over to text messaging. Right, you know, on my phone, you leave me a voicemail and it comes through as a as a text message. HMM, that's interesting. So we're saying nobody looks at text messaging. There's a reason why they call it text message and telephone conversations. Okay, I'll leave it at that. And so when you okay, so we look across social you look people, of course, use their network. There's the phone. Have you found, you know, kind of your secret sauce, the most effective technique in prospecting? If somebody would ask, well, I'm asking that, what would you say? For you is the most effective technique in prospecting? Well, the most effective technique is using a combination of telephone and email. But then you got to use or repeat, repeat, repeat. So I'm going to telephone, a few days later on my email, few days later I'm on telephone, I'm going to and I'm just going to continue to repeat. I'm a every day when I take a shower there's that words staring up, staring at me from the bottle. It says repeat, and that's really, you know, the key to prospecting. It's not hard. You just got to be willing to repeat, repeat, and and Oh, by the way, one other quick, quick piece. Every time you leave a message, it must be a different message. Don't sit there and say did you get? Did you get my first get my voice, but I know you're all man, please you're killing me. Yeah, your email is so pathetic, idnor at the first time. So don't say I know Your Business. So did you get it? You know I you get those right. Oh yeah, you get those emails. Stop it, people, stop it. You're giving, you're giving, you're giving my profession, our profession, a bad name. You know, I know you're busy. Or did you get my email? Did you? or or the voicemail that says, I know you're busy, so I'll send you an email. Then why the heck you leave me a voicemail then to tell me that you're going to send me an email? Just sleeping knee? Okay, I'm sorry. I'm sorry, I'm on a rand. Oh No, it's great, it's great. So all right, so let's talk about once you've connected with...

...someone, right, whether that be you get their attention on social and take them offline or email or get them on the phone. Let's talk about that art of the follow up, right. What does it take to keep a prospect engaged? Yeah, it really it's about asking them questions. You ask them questions. What what I want to do? The easiest way to for the art of the followup is that initial call. I want to uncover one piece of information and then I'm going to do is I'm going to lead off my next conversation with you by coming back and asking you a more in depth question about what you shared with me on the first time. So this, this automatically defies the the sale stupidity law, be that the Sales Stupidity Law, and that says you ignore the customer, because now what you're doing as a customer saying, wow, this chat guy talk to me and I told him this, and here he is calling me again. He's asked, wow, he actually remembered. He actually remembered. It's a that's like that. So you simply take each conversation and tie it back to the preceding one. You Tie it back by asking them a question to get them to explain further about it. It really, it really is easy. It's not that hard, it's not it's really nice. It's really there's no black magic to there's no secret to it. It's what I find it is a lot of reps don't have the focus and consistency. Take Squirrel, Squirrel, Oh yes, exactly, oh yeah, exactly, and that and that, I guess, lease into my next question. Let's talk about technology for a second. So we've we've all, I mean, and I know you've seen it too. Ever, so cold calling's dead, or it's not that, or maybe it's social sale. You see all the debates go on. And now we got some new tech coming around the corner. And so, since let's set people up for success in two thousand and eighteen, do you think of technologies like artificial intelligence and other things that are coming out are going to drastically impact the way prospecting gets done in two thousand and eighteen or two thousand and nineteen? Well, AI stands for two things, artificial intelligence and artificial idiocy. And and then, and the problem I see is that yet people are are claiming ai is going to know a AI is is going to help you because it is going to allow you to be more intelligent so forth. But AI is never going to replace the salesperson, unless the salespersonal was it. If you bring value, and in the way you bring values to the questions you ask, to the questions you ask and the willingness to engage, I find it. I think AI is actually going to increase the value of salespeople because it's going to eliminate the stupid sales people, so the only ones that survive are the really good ones. I mean, and I'm not saying the sales profession is is at was going away. I don't think so at all. I and so on. I'm going to expand even more because there's so much information out. To remember, AI works on behalf of the customer too, because they're going to get so much information. You're going to be confused, so we're going to have to be coming in and really helping to UN confuse them. Excellent, excellent. So I have to ask. I keep an eye on your blog and you just had a great post up about why you're thankful for your career in sales. If anybody listening has not read it, I've urged you to go to the sales huntercom read the blog post. It's great. But for those that aren't going to read it, because we both know some people just aren't going to do it, tell us why you are thankful...

...for your career in sales. Well, you can get the coloring book version and just I just did the two guy. Yeah, now you know what I am so thankful because it allow, it has allowed me to really gain insights in to be able to influence and impact people that I never thought I'd be able to otherwise. Sales to me, and I really define sales, is the ability to influence an impact people in a positive manner, to allow them to see and achieve what they didn't think was possible. To me, that's absolutely fantastic. I mean it, if you really stopped, think about the good sales pers thing about the good salesperson, think about all those personal conversations that you've had with customers over the years. Isn't that meaningful to me? People have sold too exactly I mean, and and I mean I had a conversation this morning with a guy who called me and shared with me some conversation it shared with me some comments about his laws that. Think about that. That's a random conversation now that he's a customer of mine, but that means he's developed a level of conference and trust in me. To me, that is what sales is all about. It's much more than just the money. You know, the money's great, all that sort of stuff, but it said ability to influence and impact people. To me, that that I get really really that's huge. That's huge. Well said. Well said I completely, completely agree. So let's change direction a little bit. At the end of the each interview, ask kind of two standard questions and for you, what I would love our audience understand is when somebody that doesn't know you reaches out, what captures your attention and builds their credibility? Had is a tough question, you know. I mean no seriously, it is because with with each person, you know, my whole goal, my whole goal in life, is that I want, with each person I come in contact with and I want them, at the end of their day, to sit there and say the conversation they had with me, mark today was one of the better parts their day. If I can do that, then I've made an impact on people, because then I've earned the right, the privilege, honor and respect to be able to talk with you again. That's what trips might trigger. So really I like to think what develops the credibility is just listening, just listening and not being the machine, being the individual human being, because at the end of the day, that's that's what we are. We're humans. Be It's not be to be selling, it's not be TOC selling, it's h h human to human. Okay, I'm from people. I'm going off on a side, I'm going off on a side tangent, but what the heck? Right, hey, that's the beauty of this format.

Yeah, last question. We call it our acceleration in sight, in all of your experience and everything that you have learned over the years, if you could give one piece of advice to a sales professional that you felt if they if they listened to, if they embraced, would actually make them more effective tomorrow, what would it be? M Why? I'm not going to give you one, I'm going to give you two. Okay, one, you start off the end of that. You start off the week by saying, what's the big outcome I want to achieve for the week? What's the outcome? Not The activities. What's the outcome? To manage your day by your by your calendar. Just like you. You made the comment that you have your prospecting blocks. What's those blocks of time? So you set aside two hours for this, one hour for this. It might be thirty minutes to take care of this. But all successful people, high high achieving people, don't have to do list. They manage their activities by way of their calendar. And what does that do? It keeps some on task and it keeps some moving forward. Perfect. Mark of the listeners interested in talking more about topics we've covered today. What's the best way to get in contact with you? Well, the best way is the website, and the website is the sales huntercom. Yes, Hunter is my real last aim. I thank I thank my dad for that. Thank goodness. I didn't get the name farmer, because account management's fine, but that's farming. I'm into hunting. I want to prospect. No, it's the sales huntercom. Is the website. That's the best way. And of course, the books. You know, the main book high profit prospect. I can't really emphasize enough why people need to read struct you right now, the start of eighteen. What a great way grab the book kick it off. It's laid out in a very easy manner that you can use very well. I can't thank you enough for your time to day. It's been great having it on the show. Thank you. All right, everyone that does it for this episode. Please check us out at be tob REV exaccom. Share the episode with friends, Family Co workers. If you like what you here, do me a favorite, leave US review on itunes. We do check it out to make sure we're bringing on people that are going to provide you value. Until next time, we have value prime solutions with you all, nothing but the greatest success. You've been listening to the BB revenue executive experience. To ensure that you never miss an episode, subscribe to the show and Itunes or your favorite podcast player. Thank you so much for listening. Until next time,.

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