Sales Leadership Begins with Having Industry Knowledge

Are you as smart as your customer when it comes to knowing how your industry operates?

Why should a customer make time to speak with us if we don’t have a level of industry knowledge they would find value in?

There are far too many salespeople going through the sales motions without a foundational knowledge about the industry they’re selling to.

If we don’t have knowledge about the industry we’re selling to, then what is the point-of-difference we can bring to the customer?

Our challenge as salespeople is to bring insights, not blank order forms for the customer to fill out.

We don’t have to be the smartest person in the room. We just have to be smart enough to hold our own in the room. This means we have to be taking time to truly understand our business and our industry.

The beautiful thing is that gaining industry knowledge has never been easier.  In my job I get to work with numerous companies in a wide number of industries in countries all over the world.

I have yet to work in an industry where in 5 minutes or less I can’t find information about the  industry via the internet and other resources. If I can find this information, quickly then why can’t salespeople?

Every salesperson, regardless of the number of years they’ve been in the business, should be spending 10 minutes each day learning / reading / studying their industry.

If you were to spend 10 minutes a day doing this, within 6 months you would be able to hold your own in almost any industry.  No, you’re not going to know everything — far from it, but you are going to know enough to be able to ask great questions and engage in thought-provoking discussions.

How much do you know about your industry?  Invest 10 minutes a day, starting today.

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

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

Deskphone with Vonage logo

Contact a Vonage expert.

We'll get back to you shortly.