The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 3 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.

We're listening to the BTB revenueexecutive experience, a podcast, dedicated ELP, a executives train theirsales and marketing teams to optimize growth, whether you're looking fortechniques and strategies, wor tools and resources. You've come to the rightplace. Let's accelerate your growth in three to one: Welcome to the btobrevenue executive experience, everyone and welcome to two thousand andeighteen hard to believe. Another year has passed us by hoping that many of you achieved, ifnot exceeded your quotas, that if you're a sales executive or revenueexecutive out there, he found two thousand and seventeen to be anextremely positive year, even in a changing and dynamic business.Political, cultural, environment of two thousand and eighteen promises to bringits own set of challenges. No doubt they'll be a lot of us talking aboutthe newest latest, greatest things in sales and marketing professions outthere and it tempt to help you be more effective and make twsenty eighteen abanner year. The want to welcome everyone to to tousnd and eighteen. Iwant to thank everyone. Who's been listening through two thousand andseventeen as we started this podcast wo thousand and eighteen we're going tocontinue. The good work continue to have a great lineup of guests, provideyou insight into things that we believe will make you more effective at salesand marketing and to that end, we're going to start this year with anepisode with a well regarded thought leader more counter and we're going totalk about prospecting. T it's a great way to kick out the year. You don'twant to get behind on filling that funnel and filling that pipeline markwas kind enough to spend some time with us towards the end of two thousand andseventeen so that we could put this episode together and launch our podcastin two thousand and eighteen with a well respected, guest and some greatinsights for everybody. So again, welcover, two thousand and eighteenhope. Everyone had a great holiday and without further ado, let's jump intothe episode with Mark Today. We're talking about barriers tobetter prospecting and to help us do that we are lucky to have with US MarkHunter Ak, the sales hunter. Also, author of high profit prospecting andhigh profit 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 ofsales and prospecting mark. I want to thank you very much for taking the timeand welcome to the show, thank you for having me on today. So we like to startwith a question to help our listeners get to know you a little bit better. Wecind of change it up from time to time, and so, if you could go back in timeuntil your younger sales self one thing, what would it be and why listen toolder people mean I hate to say this, but you knowwhat's funny, I is we jump into sales and we think we have all the answers toit and it's amazing there's really no such thing as anything new in sales. Itjust matter wath the spin that you put on it. So I think ability to really. Ithink, that's what makes podcasting podcast soul critical, because you gainthis expertise of other people. So yeah you really, I would go back and I wouldlisten to people who had walked the...

...road before me and not try to reinventthe wheel and H. I tell you what, if Hou'd gone back and told my youngerself, that I'm pretty sure my younger self wouldn't have listened, there's no way I wouldsa right. So,let's talk prospectting hot topic is always right. The latest stats fromfrom serious decisions and others have this as the top priority for salesexecutives. Now this isn't new. I just like there's nothing. New in salesprospecting is always Ho topic. Everybody wants more, you know leads inthe top of the funnel. They want more conversations. So from your perspective,you know what are the self inflicted challenges that sales people createthat damage their prospecting? Effectiveness, thinking, there's an APPthat'll. Do all the prospecting for that yeah. I mean V everyody, somethingfor this thell silver ball et this tool and everybody gets caught up, chasingsilver bullets and stupid stuff. And you know a lot of things haven'tchanged about prospecting. It's still engaging the custem and yeah and in fact a I kind of counteredthe argument. It's all about getting leads. I could care less about leads. Iwant quality prospects, I'm really into quality versus quantity. These people who sit there and say: OhI'm, going to get you ten thousand leads I'm Gon to get yu O knowhat' OuGonnao do Yu're Goinnta, give me ten osand names. I don't want ten Zar namewhat I want o one. You know ten people are going to buy well and then and- andyou look at that right and all that does is, if they're going to give youten zard names it because it creates a glot of things. You have to go throughwewl that hey you o what I'm I'm goingto jump in right. That's a hugepiece! Because what happens? Is people spend so much their time, managing thetop into the funnel that they don't have any time to manage the bottom end.Excuse me, isn't the bottom in where you make your money rightright I meanthey get so people get so caught up chasing the nurturing. If I hear Leenurturing one more time, I think I'm on a vomit IMEAN, I mean okay, I'm sorrywe're getting really cold and crass here real quickly. Well, no, but I mean it's true rightyou. The goal is to identify those people that are most likely to buy andmove 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 I it's sales, one Oone. It's been that way forever continues to be that way, and so, whenyou work with clients you, what do you propose is a best practice approach forprospecting 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 theclients that you work with? Let's not spoil a book, but how justTelli just I'll just tell you the secret, but don't tell him. I Wont Tejust you on Dont, it's just you and I on Ithis Poncastyeh really comes down to it's, not about the number. Like I saidearlier. 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. Thoy become asuspect. You have to earn your way out of the suspect village out of thesuspect prison you. What does this mean? I'm going to be willing to ask tougherquestions earlier on too many times.

What happens? Is People will sit thereand they look for reasons to keep somebody in their Salles finel, 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 fullfat sales pipe lines. Well, what do they do? They fill it up with junk.Just to keep you happy, I don't want tot fill up put junk. I want. I want tobe able to have prospects in there that I've been able to qualify fast. So I'mnot wasting my time with people who just have heartbeats. Is You know it'sinteresting? My dog has got a heartbeet, but my dog is not going to buy anythingfrom me. I got to get serious and this peoplearen't willing to ask tough questions if I can't uncover what is the trueneed? What's the true outcome that you're looking for early on in myprospecting conversation with you, then then you are not a prospect, you're asuspect and you're not going to be a prospect. Until I know what yourcritical need is, what your critical outcome is because Av you found haveyou found there to be really really effective questions that you canask repeatedly or R were structures for those questions that allow you toqualify, hem out faster yeah. You know, you know what the the magic is. It'snot the question. You ask it's the follow up question you askd to whatthey shared with you. This is what I find so interesting when we areProspectivg, we ask this question and then theyrespond back and okay. Now I go to question number two O go to questionnumber thre wo shut up. Stop IT PLOPL you're, choking the prospect. What youwant to do is just get one question: Let let the let that lead! Okay, I'mjust GOINNA call the lead right now, talk, let them let them share. This caneven be in an email or whatever, but but I then it's the follow. It's thefollowup question. It's a fallow question and the follow question it is.This is r. This is. This is going to be a powerful statement. Short questions.Get you long answers. THINK MOS! You just ask. Why can you tell me more? Canyou explain that a little better could? Could you give me another example?Could you share that with me again and just to get them, because here his onlyone of the most amazing things is that there's this perception out there thatSeles people don't listen? Yes, e with the pastmajarity sells people yeah. Soit really is it's just it. I just want you the salesperson to be listening.Listening shut up, and I know that that that's hard that'shard for sales people, because we have all the answers. We went to salesschool, wow, ohlit, jus, do okay, I'm sorry, I'mgetting a little bit want here, but yeah. I think we need to let's startoff to New Year by being blent right. Let's, let's, let's get our acttogether. Yeah! Let's stop! Let's stop!...

You know, let's, let's stop kiddingourselves right and I spent a lot of time with clients to and it's I spentso much time trying to convince them. Look Stop Looking for a silver bullet.There is at silver bullet. You need to listen, you need to engage right and hedi ask the right question and I love that shorter answers. Get you longershorter questions get ho longer answers. I love that I'm Gon Na Yeah beallattributed to you, but I'm Ma stealing, you can steal that you can seal at all.We want because the in verse is all is, is true to long questions get yourshort answers. Sales people are are notorious for asking this big fat longquestion because they want to demonstry how brilliant than they are and t, andthen the person on the other line just goes huh. They can't figure it out. Imean they know becaus short question: It really. Sales is not. You know it's kind offunny. If you really stopping about it, what are we having right here? We'rehaving a conversation, we're having a conversation and that's really what sales is all about? It's not apresentation. It's not a check list of things. It's a conversation and theconversation goes much better when you allow it, I don't want to say free form, because you know where you want to goas a salesperson but you're allowing the customer that other pert theprospect, the suspect the lead, whatever you want to call you're,letting them feel like they're driving and in essence, you really are becausethey're, the ones that have to take you to the outcome that they're. Lookingfor you. Can you don't know what the outcome is that they're looking forbecause you haven't talked to them, so you let them let them drive and they'll. Take you to it and oh bythe way you can let your purse just like we're doing let your personalitycome through and it's amazing how much more comfortable the conversationbecomes. Sales is a kick in. The Pant prospecting is a kick in the pant,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. Ilove it. Well, it's a lot. I mean it's a lot of fun right, it's that it's thatnatural curiosity of what kind of problems are you wrestling with, andwhat do you think this 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 naturalcuriosity that that some of the altrive performers I've worked with have is oneof their biggest assets right because it also, if that curiosity is strongenough, it helps them stop talking and start listening, which is, as you said,one of the biggest challenges Tou see with salestraps. I was guilty of itwhen I was a individual contributor wet behind the hears too right. I thought Ihad all the answers: What Dot really matter? What I think the ancwers areit's more about what the person I'm talking to thinks the answers are, sohow do I figure that out yeah spot on? And so when we talk about when we lookat prospecting and you think about the effectivenessof coaching people in their prospecting, why do you think reps that are willingto embrace a coach are more effective than those that aren't? Well? You knowit's funny. I've never seen a super bowl team when a game without havingcoaches on the sideline. I mean I mean...

...you know you really stop and thinkabout that. I mean H. ve. Have you ever seen? Have you ever seen a a super bowlchampion? All we don't have coaches on our team or an NBA champion, or I don'tCare High School Baseball. I doesn't matter what it is. Theyare Cot, greatpeople 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 thinkpeople have in prospecting is two things a they feled ask enoughquestions and they fail to adhere to that critical word that is found onevery bottle of shampoo. Repeat Right, yeah I mean with Ot. Doubt I mean ohwell, I called them. I called them in two thousand and sixteen I called himin two thousand and seventeen I'll put them down on my calendar called him inOctober of two thousand and eighteen o guess what cowboy you're not going tobe closing many sales and coaches will hold you accountable and get you intothat. cadence get you into that cadence and the cakes is going to vary upon theindustry, you're in your sale cycle, you're sitting younow all these variousfactors, but it may be as frequently as once a week you got to be getting cut.It might be once every two weeks it might be once a month again, everycite-and you know I work with some businesses, where the cadences everyday, literally every day, they're calling certain people every daybecause they're in such a frequent purchasing habit pattern. But again youcreate the pattern and the coach is going to help you, because here's thewhole thing left to our own accord. The reasonwe're all in sales is because we couldn't get a regular job, Whoa Ohohold on hold on wold. No, no O. that's what a lot of people think see.A lot of people think we got into sales because we couldn't hold a Rato jobbecause we're to Al we can't get structured where wechase the SHANYOB and all that sort of stuff to certain degree. It's a littlebit 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 youwork with managers and they want to get better at coaching, is there atechnique or an approach? You coach the managers on to B, better coaches, yeahshocking statement, number thirty, eight manaters managers. You can'tmotivate anybody, you can't we nobody can motivate anybody. All you can do iscreate an environment for your people to motivate themselves and stop andthink about that, and that to me is a very refreshing. What this means isthat you, as a manager, have to do two things: one. You have to create awinning culture in your organization and I'l. tell you what, when I mean awinning culture, it means it's got to be a positive place to come to work andyour people are not they. Don't...

...they don't get excited by the samethings you get excited about so get over, get over that one. What it meansis that Lo holts football coach note dame South CarolinaMinnesota Arkansas failed with the New York chets, but anyway great motivator.He was asked. How do you motivate a team and he says I motivated a hundred andten different ways, meaning he had a hundred and ten different pbecause?What is he saying? He's got to know really what what trips the trigger ofeach individual Person Sa so as a manager not this does not mean that youall I'm going to hold this person upon a pedestal in this person. No, no! No!But what that means is that the goals each person has is going to bedifferent and you better find out what those are and, Oh, by the way, thosearen't just their professional goals is their personal goals. WHOA YEAH! That'sright! That's right! You know! What's interesting, you really can't separate work fromoutside life. I mean it did just just the two blending together, if you'rehaving a lousy day at work, gues's, what you're going to carry it home withyou if you're having a lousy night at home, guess what you're going to carryit to work the next day, so the good manager and I alwoyst hate the termmanager because I'd read to use term leader, it is really creatingenvironment for you, the employee, to do your best, so yea, and so it really comes down antits te. Sal thing: don't chase false metrics, don't be a spreadsheet jockey,don't be a dashboard junky. You know. I see these people that all they do isthey manage the spreadsheet or they manage the. They got sales forces crm.What's the dashboard say and so forth it just because it's just because wecan measure, it doesn't mean it's something. You should be caring aboutWHOA. What did he yeah? Because here's all thing I can look at all the leads thatComeinto, the top okay, that's great, but I don't take leads to the bank. Itake what comes out the bottom to the bank. You see right, that's whige,focusd in and well Gee. They had six phone calls with their customers, Dat.Well fine. But what was the critical question? What what what here's the Qhere's? The question I want. I want every man every sales leader to asktheir people every day. What did you learn today? What did you learn todayand how are you going to use it to morrow? If you get in that habit of asking yourpeople that question every day, it's amazing the impact it will have. Theyhang up the phone. You know that y you they come back from sales call whaneverask Img Hey: What did you learn? What's going to be the P? What's gonna, be thecritical insight that you're going to use to follow up with them? You reallycoach people by asking them questions, because really what you want to do isyou want to create an environment where they're really coaching themselves, andthen you just keep raising the bar raising a bar raising the bar. Well, Imean it helps them through the act of selfdiscovery right. The questions helpthem it's a less. It's a less brutal way:Righ you're not going to force somebody to do something so, but if you canengage in much like with prospects, if you can encage the people that you'releading in in conversation and dialogue...

...and self discovery in a guided way,they have a tendency to get where you want them to go faster than tellingthem where they need to be yeah, excellent. So with the with prospecting,let's talk for a second about social selling right. That was the big buzzword end of last year middle of last year, every Oh, it's all about socialseltling. It's all about social selling, I'm kind of curious to hear what yourperspectives on on that little buzz word and potential silverbullet. Somepeople thought kin of Curiouo, hear what you think about social selling inthe role it plays and prospecting yeah. Well, let me tell you something: Idon't know where you bank at, but my bank does not accept, clicks and likesand M okay. I would just it just doesn't youknow my bank takes dollars and sents and I see a lot of people they. I get.People call me all the time we lik spend xamount of money on this so yeah.Well, you got a bunch of clicks and likes, but you can't s likein fact youcan tweet this. You can tweet this Hashtag social selling without socialcommunity is social. Stupidity. Ah Think about that my whole Jackiinsocial selling is not to get clicks and likes. My whole objective is to have anonline relationship or an online contact that I turn into an offlineconversation. Now. What does this mean means I connected with somebody online?In fact, I would say you and I probably met by way of Linkin or something likethat. Probably you know and that in turn went to an offlineconversation, see that's that's where m social selling and I hate- I reallycan't. I really call. I really call it social marketing, because really whatyou're doing it the is you're creating you have to be on social media. You gotto create an awareness. You got to create a billboard. You got to create aequity in your name, but don't Kid Yourself? Not Everybody is out there onsocial media. I know people who are response for for billions of dollars ayear in in buying decisions and they're, not on social media, because they don'twant to be bugged by sales. People. Social Selling gives you a window onthe world, but Oh that window may only look north and east. It doesn't lookSouth and West. So what you're doing is you're saying? Oh okay, I'm going to goAEAD and give up fifty percent of my marketplace. I deal in a lot ofindustries where people look at you and go. You know if you say Social MediaNhey go yeah, my kids are on facebook or yeah Pinterest, or something like that. Sodon't these are. These are a lot. MTHIS is going to get me in trouble because,because I like some of these people, but there's a lot of Charlatteans outthere willing to take your money to tell you that social souling becauseagain see it's a metric, you can measure I woant to help you get tenthousand more likes or ten thousand more followers and so forth, but but that's a metric, but is it a meaningfulmetric? No okay, I'm sorry I'll STAP,...

...my rain! Well! No! No! I think it's agreat point. I think I mean especially the point about you know if you just orfocus on social selling, you're totally limiting your available market, becausethere are a lot of there, probably more people. We may be getting to a typicnpoint, but some of the industries that I've worked in no money, messee,sostright, right bud social social selling, is one of the tools in yourtool box. But next time I have a plumber coming to my house. I don'twant the Palmer walking in my house with just a pair of players. I wantthem coming in with that big fat tool box and a big hawkand truck outsidewhere all kinds of stuff in there I want to use all the tools, and so, ifwe look at okay across Social Seling, obviously witl the next obvious question would be so.Let's talk about the phone for a second, because there's the whole debate aboutOh co, callings dead or the phone doesn't work or nobody answers thephone anymore. I'm kind of curious t, let's parallel that perspective withthe social selling. Oh so you're asking me, does: Does the Fong even work soYor, so you're asking me that trick question: Have you stopped beating yourwife? Yes, yes, yeah ienthe telephone works, great it. You know. What's funny,there are so few people using the telephone that it works even better.Now, I'm amazed I'm amazed at how people are just afraid to pick up thephone and call, but you know what it's just it's just a conversation there'snothing. I Love A and then Ol cold cold, calling uck come on. That's like tit's,like saying, defying air. I mean there first of all, depending dependingon there's, so many factors that come into play, your industry, Sosales Cycle,etc. ECRA, I say you know there are some people who, in a very short salecycle, were cold. Calling simply works works, fine works great, I don't eed.Most people are in a little more of a defined, longer sell cycle and there'sso much information out on the Internet. Don't tell me that you can't come upwith a one little piece of information about thirty seconds or a minute thatyou can't use as your lead in for the phone call you're about to make I meanso I wouldn't call it cold, calling I'd, call it b lukewarm calling that, but itworks. I do it still to this day and I I get a kick out of it. Well andit's funny when I I was working with a client, the UK and well one of theyounger I goin to be careful. What are the younger sales associates? That wasin the class that I was teaching so well you mea one of those millennials yeah was basically like well. Why would why would I pick up the phoneN call? I could text them or I'm like look. I have been in this game fortwenty years and I still have my call blocks set aside four days a week. Infact, I made calls before I came into class because my primary markets, NorthAmerica- so it's not about it, not working. It's about the consistency andthe combination of the tools. You have...

...not just finding one, that's going tobe the solver bull and the phone, like you said more people pick up today thanthat. I was seein pick up four o five years ago, when I call it it's just aneconversation and the reason people say all the telephone doesn't work isbecause a they're afraid to pick up the phone themselves and or they don't know how to use thephone. This is like Tti'm going to go down a rabbit, hole. Real, quick, agreat voicemell message is only twelve to sixteen seconds twol or sixteenseconds. Hig Im mark on of the sales center got some information like toshare with you regarding trends in two thousand and eighteen, couldn't give mea buzz four or two four, four, five, two one one: zero four or two, four,four: five to one: One: Zero! That's it! That's it! That's it! That's it! That'sit very short: simple, don't sit there and DMI ME! Well, no wonder! No wonderpeople can't stand because you're an evillage you're coming across as avillage idiot on the phone and no by the way. This is this again, I'm sorry,I'm going to go down a rabbit, hole, real quin people say well, Gee, nobody,nobody answers, voice! Beul, nobody listens to voicemo. It's amazing numberof voice smell systems that now roll over to text messaging right. You knowon my phone, you leave me a voice mail and it comes through as a as a textmessage. That's interesting! So we're saying nobody looks at textmessaging, there's a reason why they call it text message and telephoneconversations. Okay, I'll leave it at that, and so, when you okay, so we lookacross social. You look. People of course use their network there's thephone. Have you found you know kind of your secret sauce the most effectivetechnique in prospecting. If somebody would ask well I'm asking that whatwould you say for you is the most effective technique in prospecting?Well, the most effective technique is using a combination of telephone andemail. But then you got to use a repeat repeat repeat: So: I'm oin a telephonea few days later on my email, sho days, lik or yn telephone I'm Gon to e, andI'm just going to continue to repeat I'm aevery day when I take a showerthere's that word staring up staring at me from the bottle. It says repeat, and that's really you know the key toprospecting. It's not hard! U, you just got to bewilling to repeat repeat 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 thereand say: Did you get? Did you get my face? Get my voice Bu! I know your biohman, please you're killing me yeah. Your email is so pathetic, inore it thefirst time so don't say I know your Bhusiness. So did you get it? You know you get those right. Oh yeah, you getthose emails, stop it people, stop it you're, giving your giving you'regiving 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 voice male thit says I know you'rebusy so I'll, send you an email, then why the heck? You leave me a voice.Maile, then, to tell me that you're going to send me an evil. Just SLEAPIME! Okay, I'M! So I'm sorry, I'm on Ou, rand, ohno, it's great! It's great! Soall right! So, let's talk about WHATC...

...you've connected with someone right,whether that be you get their attention on social and take them off line oremail or get them on the phone. Let's talk about that art of the follow upright. What does it take to keep a prospect engaged? Yeah it really it'sabout asking them questions. You ask them questions. What I want to do. Theeasiest way to for the art of the follow is that initial call. I want touncover one piece of information and then I'm going to do. Is I'm going tolead off my next conversation with you by coming back and asking you a moreindepth question about what you shared was beon the first time so this thisautomacically defies e the sale, Stupidity Law B that the SalesStupidity Lawne. That says you ignore the customer, because now what youdoing is a customer saying, wow this Chad guy talked to me and I told is-and here he is calling me again- he's askeing wow. He actually remembered heactually remembered that's at that's like then, so you simply take eachconversation and tie it back to the preceding one. You Tie it back byasking them a question to get them to explain further about it. It really. Itreally is easy. It's not that hard stoff! It's really n! It's reallythere's no black magic to there's no secret to it. It's what I find in it isa lot of reps: Don't have the focus and consistency, take Squirrel Qorel, oh yeah, exact,yeah exactly and that and that I guess led into my next questions- talk abouttechnology forsecond! So we've all I mean- and I know you've seen it to ever:Oh Co, calling's dead or it's not dead, or maybe it's Social Seli. You see allthe debates go on and now we got some new tech coming around the corner, andso since, let's set people up for success in two thousand and eighteen,do you think technologies like artificialintelligence and other things that are coming out are going to drasticallyimpact? The way prospecting gets done in two thousand and eighteen or wothousand and nineteen well. Ai Stands for two things: artificial intelligenceand artificial, idiocy and- and- and the problem I see is thatthat people are claiming ai is going to know. Ai is going to help you becauseit it is going to allow you to be more intelligent, an so forth, but ai isnever going to replace the sales person unless the sales, personal Hasit. Ifyou bring value and in the way you bring value to the questions, you askTogh the questions you ask and the willingness to engage, I find it. Ithink AI is actually going to increase the value of sales people, because it'sgoing to eliminate the stupid salespeople. So the only ones thatsurvive are the really good ones a mean, and I'm not saying thit sellsprofession. S is at risk going away. I don't think so at all. I an so onmgoing to expand even more because there's so much information out theremember AI works O on behalf of the customer to because they're going toget so much information, a're going to be confused, so we're going to have tobe coming in and really helping to unconfuse them excellent excellent. So I have to ask Ikeep an eye on your blog and you just had a great post up about why you'rethankful for your career in sales. If anybody listening has not read it, Iurge you to go to the sales huntercom read the block postit's great, but forthose that aren't going to it, because...

...we both know some people just aren'tgoing to do it tell us why you are thankful for yourcareer in sales. Well, you can get the coloring book version and just and justdi I to a GA yeah. No, you know what I am so thankful because it allow. It hasallowed me to really gain insights and to be ableto influence and impact people that I never thought I'd be able to otherwisesails to me and- and I really define sales- is the ability to influence an impact people in apositive manner to allow them to see him achieve what they did think waspossible to me. That's absolutely fantastic. I mean it if you really stop ittingabact the good salesperson about the good salesperson. Think about all those personalconversations that you've had with custoers over the years. Isn't that meaningful, osoome friendsar people IAVE sold to exactly I mean and- and I mean I had a conversationthis morning with a guy who called me and shared with me some conversation.He cheered with me some comments about his inlaws. Think about that. That's a random conversation now he's a customer of I, but that means he's developed a levelof confience enterusted me to me. That is what sales is all about. It's much more thanjust the money. You know the money's great all that sort of stuff, but itsthat ability to influence and impact people. To me that I get really really that's huge. That's huge yeah well saidwell Sid, if completely completely agree. So let's change direction alittle bit at the end of the each interview, ask kind of two standardquestions and for you what I would love our audience understand is when somebody that doesn't know youreaches out what captures your attention and builds their credibility. How does a tough question you know? Imean no seriously. It is because, with with each person, you know my wholegoal. My whole goal of life is that I want with each person I comein contact with, and I want them at the end of their day to sit there and saythe conversation they had with me mark today was one of the better parts theirday. If I can do that, then I've made an impact on people,because then I've learned the right, the privilege, honor and respect to beable to talk with you again. That's what trips my trigger. So reallyI like to think what develops he. Credibility is just listing justlistening and not being ha machine being theindividual human being because at the end of the day, that'sthat's what we are we're humans buit's not be to beselling. It's not btcselling its ghh human to human yeah Peopleim frompeople I'm going off on I side, I'm going off on a side tangent, but whatthe heck right? Hey! That's the beauty...

...of this poman yeah last question: We called ouracceleration insight in all of your experience and everything that you havelearned over the years. If you could give one piece of advice to a salesprofessional that you felt, if they, if they listened to, if they embraced,would actually make them more effective tomorrow. What would it be and why I'mnot going to give you one I'm going to give you two OKA on you start offtheenof. You start off the week by saying. What's the big outcome I wantto achieve for the week? What's the outcome, not the activities? What's theoutcome, two manage your day by Yeur by yourcalendar. Just like you, you made a comment that you have your prospectingblocks, what those blocks of time, so you set aside two hours for this onehour for this. It might be thirty minutes to take care it this, but allsuccessful people high high achieving people don't have to do this. Theymanage their activities by way of their calendar and what does that do? Itkeeps them on task and it keeps them moving forward. Perfect, Markif elisteners 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 thewebsite, and the website is thus sales. Huntercom, yes, Hunter is my real lastDan y Thinki. I thank my dad for that. Thank goodness, I didn't get the namefarmer because account management's fine, but that's farming, I'm intohunting. 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 Mainbook highprofitprospect. I can't really emphasize enough why people need to readespecially right now the start of eighteen, what a great way grab thebook. Kick it off, it's laid out in a very easy manner that you can use viy.Well, I can't think you knowg for your time day's been great having Y. U onthe show! Thank you all right, everyone that does it for this episode, pleasecheck us out of btob. REVIZECCOM show the episode with friends, FamilyCoworkers. You like what you heare. Do me. A favorite leave US review onitunes. We do check it out to make sure we're bringing on people that are goingto provide you value until next time. We havevalue prime solutions with youall nothing, but the greatest success you've been listening to the BTBrevenue executive experience to ensure that you never miss an episodesubscribe to the show in Itunes for your favorite podcast player. Thank youso much for listening until next time.

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