The best time to make your next prospecting call is NOW! Or right after this episode, that is. Mark divulges the two influences that cause us to drag our feet before picking up the phone, and how to beat them. 

The longer you wait, the more time the prospect has the potential to hear from somebody else. Or come up with another solution! The time to strike is now. 

◈ For complete Phone Prospecting training, consider this masterclass to make the phone your most powerful tool.

w/ Nikolaus Kimla...

The world is changing, and people are changing. But technology will always be an enabler, and relationships will always foster sales. Guest Nikolaus shares how technology must support us, not replace us, in our effort to build real relationships.

Mark and Nikolaus discuss how tech can support who you are, but must also be enthusiastically embraced by the sales force to be useful. 

◈ Your sales skills can always be improved! Check out the Masterclass offerings at The Sales Hunter University and choose a skill to work on this quarter for just $59!

→ More info about what Nikolaus shared can be found here. 

A personality that sells is a personality that puts the customer first. Your personality is a reflection of your attitude, and your attitude can have a huge impact on your results. Mark shares questions for self-assessment before any call, any email. 

The customer is going to do business with the person they like the most. How can you harness that likeability? It’s time to check in on your attitude. 

◈ Leave The Sales Hunter Podcast a review today! We truly read each one and value your feedback.

w/ Randy Pennington…

What does it take to get that complex sale…other than a great deal of patience? Trust and integrity play a huge part, but what other practical strategies set you apart from the pack?

Mark and Randy discuss the transition from just making sales to actually maximizing revenue for the business. Also, how to get subject-matter experts involved, know more about our customer’s world, and get a prospect to trust your competence. 

Learn more from Randy at www.penningtongroup.com

Your attitude comes through in any kind of communication with a prospect. Yes, even voicemail! Even email! The results you get coming out of a call are a reflection of the attitude you had going into it. 

Mark shares 3 simple ways to improve your attitude, brighten your mindset, and thus revamp your results. 

2’45” - Strategy #1

3’58” - Strategy #2

4’38” - Strategy #3

◆ For more phone strategy, the Phone Prospecting Masterclass has a wealth of information for how to make the phone work for your sales process.

w/ Phil Gerbyshak...

Having a CRM is great, but it’s not about the tool. It’s all about the system. Do you have a system of logical next steps for your own sales process? 

There isn’t any magic, you’ve still got to do the work. Listen as Mark and Phil share insight into their own sales processes, and what works to close more deals. 

Mark and Phil also discuss when they put a prospect in their CRM system, and how they determine who gets entered in.

~ You’ll find resources Phil shares at the end of the episode at this link. 

If you’re reaching out to a prospect, you’ve got to have a next step, a call to action. Your call to action is a big part of making it easy for the customer to do business with you.

Mark shares 4 essentials for your CTA to make it easy and effective. 

00:56 #1

01:46 - #2

03:14 - Make it valuable after they've committed to you.

04:03 - #4

→ For more prospecting strategy, get the Prospecting Video Library and learn everything you need to know to turn prospects into profits.

w/ Mike Weinberg...

A job in sales management is nothing like your old job in sales. Guest Mike Weinberg shares the many polar opposites between winning on your own, and winning through your people. Plus, managing strategies that are sustainable, and those that simply aren’t. 

Have senior leaders lost sight of the sales manager’s job? How do you transition from being selfish to selfless? Mark and Mike discuss the essentials for new and experienced sales managers to be influential and effective. 

→ 13:35 - Tips for New Sales Managers

→ 21:30 - What Should Experienced Managers Be Doing?

Learn more from Mike Weinberg here. 

Prospecting is an activity, you’re not creating an end result. If your expectation is for your calls turn into sales, you may very quickly disappoint yourself. 

Mark shares how salespeople can set expectations around an activity, and settle in for the long game. 

→ For more advice on goals, get expert Goal Setting education from Mark’s masterclass available now!

 w/ Larry Levine…

“It’s the inner work you do that will fuel the outer success you have.”

Most salespeople may be consistently inconsistent, but in this episode Larry shares his tips for achieving confident believability in the sales world…consistently. A lot of that begins with the work you do on the inside.

Sales is tough, and if you’re not working on you, it’s going to show. Listen in as Mark and Larry discuss the difference between sales professionals who improve within, and those that don’t.   

15:20 →  Larry’s Tips for How to Achieve Confident Believability 

Great resources are always available at www.sellingfromtheheart.net !