Simple Ways Salespeople Can Get Motivated and Stay Focused w/ Dr. Mary Kelly

Using Discovery Calls for Effective Diagnosis w/ Becc Holland: Discovery calls can be a rich source of information, but oftentimes sellers think it’s their agenda to convince the buyer—or they fall quickly into a premature demo. It’s not just about how we impact the buyer, but much more so how we can help... by The Sales Hunter Podcast

24 min listen

Simple Ways Salespeople Can Get Motivated and Stay Focused w/ Dr. Mary Kelly: Motivation is a key determining factor for success. Salespeople desperately need systems and processes that help them stay focused and identify what they need to do next to be successful. We welcome back to detail easy routines that help salespeople... by The Sales Hunter Podcast

24 min listen

Prospecting Is About Helping Others: We’re not focused on interrupting, intruding, or catching prospects at a bad time. Instead, we’re reaching out because we have a solution that we know can help. Mark shares the mindset shift to understanding our prospects and their challenges so... by The Sales Hunter Podcast

7 min listen

Becoming a Salesperson of Influence w/ Justin Levy: People don’t trust brands anymore, but we do trust other people. Well, certain people, such as other content creators, or those that share our values. Whether you’re in B2B or B2C, you want to work with people who have a level of influence in... by The Sales Hunter Podcast

25 min listen

Your Attitude Sells: Your attitude either sucks, or it sells. Each day we have a gift—an opportunity—to either influence and impact people positively, or have them influence or impact us negatively. We know sales is emotional, but how do you get that good... by The Sales Hunter Podcast

7 min listen

AI Prompts that Make Prospecting More Efficient w/ Sam Richter: Generative AI can produce some pretty incredible writing. Analytical AI can see cause and effects that a human may not notice. Nevertheless, AI still lacks relevance, human experience, even empathy! That’s where you come in. We welcome back... by The Sales Hunter Podcast

23 min listen

How to Give Time Back to Sellers w/ Tiffani Bova: Statistics show that 28% of a salesperson’s time is spent selling. Does this figure surprise you? We tend to spend a lot of time on the administrative side of the business, such as data entry. , Growth Evangelist at Salesforce in argues that the... by The Sales Hunter Podcast

23 min listen

What Are Activity-Based Expectations?: 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... by The Sales Hunter Podcast

6 min listen

Using Voicemail to Prospect: Who knew voicemail was so controversial? Voicemail needs to be part of your prospecting arsenal. It’s not always about the callback. We know how unlikely that is! A voicemail is an excellent way to let your personality come through, and sometimes... by The Sales Hunter Podcast

6 min listen

How CRM's Should Help, Not Hurt Us w/ Paul Fuller: What if CRM’s could actually help a salesperson sell or progress through a deal? Our guest Paul Fuller, CRO of believes that a good CRM system helps the salespeopleusing it, instead of the drudgery of data entry. Mark and Paul discuss shifting the... by The Sales Hunter Podcast

26 min listen

The Era of Specialization Is Here: If we want somebody to take the time to respond to us, we owe them the time to do our homework. Are you committing these cardinal sins of prospecting? It’s time to get creative, and that means very specific to the needs of the customer. ... by The Sales Hunter Podcast

6 min listen

Warning! Your Prospect Is Not Who They Claim to Be: Is your prospect a cheerleader, a coach, or a champion? Qualifying early is so important since you may be speaking with someone with no control of the budget, no purchasing power, or no previous buying experience. Mark shares questions to ask to... by The Sales Hunter Podcast

6 min listen

Prospecting Calls Should Never Include a Demo: You’ve finally got a prospect on the phone, you get so excited that you want to show them the product. Oops. Now their mind is going in too many directions since you don’t yet understand their needs. Okay, so the prospecting call isn’t the right... by The Sales Hunter Podcast

7 min listen

How to Ask Better Questions Sooner: Sharing information doesn’t qualify prospects, but asking questions sure does! Mark shares how the sooner you ask questions, the sooner you uncover vital information. Mark demonstrates how to include questions in everyday prospecting... by The Sales Hunter Podcast

8 min listen

How to Love Sales and Have Fun w/ Jake Thompson: We are not what we do. How many people do you know have achieved outstanding success and are still incredibly unfulfilled? Comparison is the thief of joy and contentment, but what if we decided to be in competition with ourselves instead? shares... by The Sales Hunter Podcast

23 min listen

6 Ways to Overcome Rejection in Sales: Even the best of the best face rejection. Whether it be sports, business, or school, everyone faces rejection in life. Still, it’s safe to say that salespeople hear ‘No’ a little more than most. So how do you continue to believe in yourself and... by The Sales Hunter Podcast

7 min listen

How to Best Prepare to Prospect w/ Paul Caffrey: Prospecting can take some serious prep. Careful! It’s not about being busy, but rather a focused effort on prospects and activities most likely to produce revenue. We welcome , a Sales Preparation Expert, to share his knowledge on how to get ready... by The Sales Hunter Podcast

22 min listen

Using Land and Expand to Grow Your Sales: Make it easy for your customer to say ‘Yes,’ because speed sells. And your competition isn’t some other company, but rather your #1 competitor is the customer simply not making a decision. How can you overcome the status quo, close the deal,... by The Sales Hunter Podcast

6 min listen

Overcoming a Fear of Prospecting: Prospecting is where it all begins. You have the opportunity to help people, but you can’t do that if you don’t start a conversation first. Mark shares five practical strategies to overcome any aversion or even fear of prospecting that you can... by The Sales Hunter Podcast

7 min listen

Overcoming the #1 Obstacle to Prospecting: Spending 3-4X time worrying about a task compared to the time it would take to complete it? It’s time for a mindset shift, and a new system to help you get important work done. Mark shares how to break your to-do list into granular activities and... by The Sales Hunter Podcast

6 min listen

Expert Advice for New and Experienced Sales Managers: w/ Mike Weinberg... A job in sales management is nothing like your old job in sales. Guest shares the many polar opposites between winning on your own, and winning through your people. Plus, managing strategies that are sustainable, and those that... by The Sales Hunter Podcast

24 min listen

Prospecting in December: Prospecting never takes a holiday. Prospecting in December is even more important than ever—especially if you want to have a good January. Mark shares tips for how to talk with prospects at year-end, and starting the new year planning... by The Sales Hunter Podcast

12 min listen

How to Sell to Multiple Verticals: My typical advice is to stay in your lane, but the truth is some salespeople sell to multiple verticals. Don’t chase shiny objects—changing lanes without the proper planning can cause accidents. In this episode, you’ll hear tips for addressing... by The Sales Hunter Podcast

7 min listen

Creating Momentum with Your Mindset: Your mindset going into a call is going to predetermine what you’re going to achieve. Prospecting and sales is a person-to-person game, and it starts in your head. How can you set yourself up for success? +Mark shares four mindset... by The Sales Hunter Podcast

7 min listen

Identify the Catalyst and Generate More Revenue w/ Mike Simmons: What sparks change? What transitions a sale from a possibility to a done deal? Mike Simmons advocates for a catalyst, a champion within the organization that deeply cares about the problem you can solve. Mark and Mike examine the right methods and... by The Sales Hunter Podcast

25 min listen

Soft Skills for Sales Success: 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... by The Sales Hunter Podcast

24 min listen

When Prospecting Calls Go Poorly: Prospecting has nothing to do with you. You never know what has just happened to the person on the other end of your prospecting calls. Not taking their negativity personally takes practice, and sometimes a perspective shift. Likewise, if... by The Sales Hunter Podcast

5 min listen

How to Land the Complex Sale: w/ … 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... by The Sales Hunter Podcast

24 min listen

Why Cold Calling Is Not Effective Prospecting: Effective prospecting is warm, targeted calling. There are prospects that fit in my Ideal Customer Profile, and if I don’t reach out to them, I’m doing them a disservice. Reaching out to anyone outside of my ICP is a waste of resources and a waste... by The Sales Hunter Podcast

6 min listen

Prospecting Is an Activity, Not a Solution: Prospecting out of desperation? I.e. you aren’t going to make your number, your pipeline is running dry, or all other attempts have failed. Prospecting is a muscle that in order to stay in shape must be exercised consistently. In this episode, Mark... by The Sales Hunter Podcast

6 min listen

Discover this podcast and so much more

Simple Ways Salespeople Can Get Motivated and Stay Focused w/ Dr. Mary Kelly

Simple Ways Salespeople Can Get Motivated and Stay Focused w/ Dr. Mary Kelly

Description

Titles in the series (100)

More Episodes from The Sales Hunter Podcast

Related podcast episodes