Author Archive | Mark Hunter

Are You Giving Away Your Profit?

If you can’t land the customer at the profit margin your business plan is built upon, then that particular customer is not worth having. Think I’m crazy? Run the numbers over the long-term and you will see what I mean. To avoid being in the situation where you feel desperate to get a sale “at […]

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Why Buyers Love to Delay Buying

Salespeople love to complain about buyers. One of the complaints salespeople share the most is that buyers never seem to make up their mind. Just about the time it looks like they’re going to make a buying decision, they suddenly hold off. Yes, there are times when a buyer legitimately can’t make a decision. Many […]

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Intellectual Capital and Your Sales Career

“We’re forced to close because the bank will not loan us the money we need.” Phrases like this have been heard too many times the last several years, and yes, it’s unfortunate, but here’s my perspective: “Companies don’t fail due to a lack of financial capital. They fail due to a lack of intellectual capital.”

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