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Salespeople are quick to make up excuses as to why they haven’t been able to prospect as much as they should be.

What makes this funny is salespeople know they should be prospecting more — they know the reasons why they need to do it, but they just don’t do it.

Even though they know they should do it more, they don’t do some of the easiest things to allow them to have the time to prospect more.

The easiest is by taking advantage of the numerous open windows of time that emerge throughout the day, especially for the salesperson who spends time on the road.

If you spend any amount of time on the road or waiting for meetings to begin, then you know there are 5-15 minute pockets of time that could be converted to prospecting if you are ready.

Never leave your office without the phone numbers of 5-10 prospects, as well as a quick idea or two you could share with them when an open period arises.

The key is to be able to make the transition quickly from what it is you were doing to now prospecting.  This is where most salespeople fail, as they can’t get in the groove fast enough, so they wind up merely wasting away the open window of time doing something else.

To help you get in the grove quickly, have an idea or two written down as to what you’re going to talk about when you call the prospect. It’s this simple note of what to say that will enable you to quickly shift gears and make the call.

Salespeople who use this technique of using open windows of time and being ready to make calls by having notes written out as to what to say are always going to be more successful.

Try it for two weeks and let me know your results.

I know you will be successful, and within a month of doing it, you will find it part of your daily behavior.

Mark Hunter, ‘The Sales Hunter’, is one of the top 50 sales and marketing leaders in the world. Find out more about Mark at

NewVoiceMedia recently announced the integration of its ContactWorld solutions with Salesforce1 Mobile. Working seamlessly with the Salesforce1 Mobile App, all solutions now enable field sales and service agents to connect with customers and prospects worldwide from any location, transforming the experience for both the customer and agent. The solution will be unveiled at Salesforce1 Tour in London on 22 May. Watch the video to find out more.

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About Mark Hunter

Mark Hunter, "The Sales Hunter," has been recognized as one of the top 50 sales and marketing leaders in the world. Mark has earned this recognition by helping companies and their sales teams identify better prospects, close more sales, and profitably build more long-term customer relationships.

Since 1998, Mark has worked with some of the biggest companies in the world like
Samsung, Coca-Cola, American Express, conducting thousands of customized training
programs and keynotes on sales and leadership.

Prior to starting his consulting company he spent more than 18 years in the sales and
marketing divisions of three Fortune 100 companies. This background and experience
makes him a person CEOs and leaders turn to for insight and direction.

Mark not only has expertise in sales, but also knows how to communicate it to others. He travels on average 250 days per year and has spoken in more than 15 different countries.

The Sales Hunter website is visited by people from more than 140 different countries each month, making Mark a global leader known for his insights in sales and leadership.

He also is author of the best-selling book “High-Profit Selling: Win the Sale Without Compromising on Price.”

To find out more, visit

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