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High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results Paperback – Special Edition, September 20, 2016
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“…sales people maximize the time they spend prospecting in order to fill their pipelines faster and with better opportunities.” --A Sales Guy
"Whether you’re a rookie salesperson…or a grizzled veteran looking to stay sharp, I highly recommend High-Profit Prospecting. I’m a connoisseur of sales books, and this one ranks among the best." --Omaha World-Herald
“A powerful read…cutting-edge best practices for sales prospecting in today's business world.” --Eric Jacobson On Management And Leadership
"As someone who has spent years beating the drum for prospecting, I am glad to see a book that does the practice justice…a must read.” --Sell Better
Buyers are evolving—and so should your prospecting.
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect—and they do it ALL THE TIME. “But how?” you ask, “In the age of the Internet, isn’t cold-calling dead?”
Now, in his new book, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices, High-Profit Prospecting will help you:
• Find better leads and qualify them quickly
• Trade cold calling for informed calling
• Tailor your timing and message
• Leave a great voicemail
• Craft compelling emails
• Use social media effectively
• Leverage referrals
• Get past gatekeepers and open new doors
• Steer clear of prospecting pitfalls
• Connect with the C-Suite
• And more
The Internet won’t fill your sales funnel—and you can’t rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs—in your hands. Follow its formula and start bringing in valuable new business.
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There is much in this book, however that sets it apart from the others (on sales prospecting) I’ve read. For example, on page 30 (of the paperback edition) Mark Hunter says that one huge mistake that sales teams make, is failing to gather sales and marketing ideas from other industries. This may be missed with a quick reading, but it’s one of the most powerful ideas I’ve seen in a book on the subject of selling.
You see, other industries have proven ways to gather clients and customers. And it’s highly likely you are completely unaware of them. For example, in my business, I have 71 separate ways I get new clients. How many of these came from my core industry? One. Just one. Studying other industries for their strategies is about the most profitable thing you can do in non-selling time.
For example, that new idea on getting customers that you just heard about from a Guru? It’s almost certainly being used very profitably, right now, in a different industry than the one you are in. And on page 32, the author has designed a very good set of thirty tactical questions that will help you measure your prospecting process. I’ve seen a few similar questions on advanced books on marketing, but never in a book on sales prospecting. This is new stuff. Highly instructive.
Page 56 gives the two most profitable sources of highly likely buyers you’ll ever find. I won’t spoil it for you. But I bet you never thought of the second one.
Page 70 has a question to ask a prospect, to see if they are an actual…viable ..qualified prospect…or a suspect. I’ve never seen this before, and am going to use it myself. And on the very next page, Mark talks about price, and why it should never be a part of prospecting . His argument is credible and certainly made sense.
That’s enough. You’re either sold now, or you’re not. Buy the book. May I suggest you get the trade paperback? My first reading involved an awful lot of underlining and notes in the margins. The author obviously knows the craft, and I’ll be looking to see what else he has written.
Introduction to High-Profit Prospecting:
Your sales pipeline is about to get fatter and healthier and your sales are going to go up. Why can I state that so confidently without knowing anything about you? Because there’s a little secret that every top-producer in sales knows, and it’s the same secret that Jeb Blount and Mark Hunter know, too. Every true A-player sales hunter that consistently, quarter after quarter and year after year, delivers the number takes personal responsibility for identifying and creating their own sales opportunities. Sure, they’re more than happy to take a qualified lead when one is presented, but they know it falls on them to ensure that their pipeline of sales opportunities is always full. And what is this great secret that keeps pipelines full? Top-producers prospect. All. The. Time.
My passion in sales is developing new business and I spend my days with sales teams and salespeople observing who’s succeeding and who’s not. Would you believe that the most common reason salespeople fail to develop enough new business is that they either don’t know how to or don’t want to prospect? It truly is that simple. And that’s why High-Profit Prospecting is about to change the trajectory of your sales results, your career, and your life. After reading this book you are going to know how to prospect effectively, and even better, you are going to want to do it!
In a powerful, clear, actionable way, Mark Hunter provides exactly what you need to accomplish what this book’s subtitle promises: helping you find the best leads and drive breakthrough sales results! In a logical, easy to follow progression, Hunter walks the reader step-by-step through the why’s and how’s of effective prospecting. With a sharp sword he slays the myths about prospecting and silences today’s idiot (supposed) sales gurus who wrongly proclaim that prospecting is dead (Chapter 2). From there he tackles your attitude, mindset, and motivation (Chapter 3) – all of which are absolutely critical because what we believe and what drives us has an even greater effect on our results than our selling skills.
Chapters 4 through 8 help you plan your attack, point out the pitfalls and traps along the way, provide helpful definitions (contrasting prospects and suspects), and most importantly, make the case that Time. Is. Your. Most. Precious. Resource. Don’t blow through Chapter 6. Let Hunter’s message soak in. Prospecting doesn’t call you. There is always something more attractive, more urgent or easier to do. If you don’t carve out blocks of time for prospecting it won’t happen. And the harsh reality is that you might have a killer sales personality, the best phone technique, and sharpest sales story, but if you don’t take back control of your calendar and set appointments with yourself to prospect, it won’t happen. I like to say that no one defaults to prospecting mode, and Hunter drives home that point as clear as day.
The meaty midsection (Chapters 9 through 19) provides more prospecting tips, tools, and techniques than you ever hoped for. Not only does High-Profit Prospecting cover everything from the initial phone call all the way through uber-practical voicemail strategies – and everything in between (how to use email, referrals, social media and more) – it does so in value-focused manner that sets you up to enhance your price and profit, not just the number of leads. Hunter is a master at helping sellers protect their profit, and the genius approaches offered in these chapters set you up right from the first contact as someone who deserves a seat at the table because you deliver value to customers.
The balance of the book (Chapters 20-24) will stretch you and raise your game to new levels. Hunter shows you how to do the tough stuff…how to succeed getting past (or befriending) high-level gatekeepers; how to navigate the maze and run the gauntlet during complex enterprise level prospecting; why, how and when (literally when –as in exact times of day) to prospect right into the C-Suite. The material in these closing chapters is priceless. Mark Hunter shares how he masterfully prospected into the highest levels of big organizations and he provides the roadmap and instructions so you can do it, too.
Are you ready to stop living in reactive mode, as a victim of whatever leads happen to come your way? Would you like to learn what top sales producers do day-in and day-out to keep their pipelines full? Then grab a pen and a pad and turn the page. Your pipeline, your sales, the profit you contribute to your company, and your career are about to dramatically improve.
Consultant, Speaker, and Author of the Amazon Bestsellers New Sales. Simplified. and Sales Management. Simplified.
I "lived" in this book from October through December of last year.
Also - a highlighter is a must with this one. I recommend answering the questions - hit the phones/emails/connection mode of choice - make observations on what worked or didn't, or what you need to touch up - re-work the questions .... repeat.
This book isn't just a nice read - it is full of actionable content. This is a book for doing. Thinking about prospecting is not prospecting.
The book is very well laid out as he takes you down the path of really understanding the prospecting process in a new light. He engages you to think about what you are doing now in your sales efforts. He changes your idea of just what the prospecting process is, how to better engage with people with the end result being increased sales.
We so much written about social media as a sales tool, Mark gives a realistic view on how much effort should be placed in this area and how to use it.
As I go back now for a 2nd read I find I can easily apply what he has laid out to strengthen and improve my own sales and marketing efforts. Thanks to Mark my approach to cold calling has been completely transformed for the better.
Anyone engaged in sales should have this book. A job well done Mark.
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