The theatre at the Sundance Film Festival was packed. I’m sure I wasn’t the only one who felt that NUTS!, the documentary we were about to see, was probably overrated. I feared I’d be soon be squirming in my seat.

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Recently I had a chance to interview Mark Hunter, author of new book High-Profit Prospecting. I’ve known him for years. His stuff is good.

If you're looking for ways to be more effective at prospecting and to get better sales leads, listen in on our recent conversation. I promise you’ll learn something! 

TRANSCRIPT:

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A few years ago, shortly after launching my new website, I absentmindedly answered the phone when it rang. When the caller announced that he was from Southwest Airlines, I quickly snapped to attention.

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How many "stuck" opportunities are you struggling with right now? If you're like most sellers, these prospects drive you nuts. They don't reply to your emails. They fail to return your calls. You even begin to wonder if you misjudged their interest.

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Several weeks ago I keynoted an actuarial conference at one of the Big 4 accounting firms. These really smart people spend their days analyzing data and calculating risk. 

Just the thought of “selling” makes most actuaries cringe. They view people who do it as slimy, manipulative and disgusting—not at all like them. Yet their leadership team very wisely realized that future growth depended on them acquiring these skills.

How was I going to change the actuaries’ perception of sales?

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Anyone who has ever taken a nightmare sales job can, in retrospect, detect some warning signs. But they didn’t pay attention to them. Or, they hoped they were wrong. Or, they were scared to not have a paycheck. Desperation and seduction can easily override good sense.

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Are you one of the 5.4 million sellers* worldwide who suffer from seasonal callergies?

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To stay on top of your game, you need "deep reading"—the kind that engages your brain. Books are the key. 

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A massive clap of lightning awoke me from a dead sleep at 3 am. It was pouring outside. I responded as I always do in a storm—rushing downstairs to unplug my computers, hoping they weren’t already fried.

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Ever lost an important deal that you were sure was going to close? Conversely, have you ever been surprised when you emerged as the winner?

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