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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.- Sales Rank: #22424 in Books
- Brand: Amacom
- Published on: 2016-09-20
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .50" w x 5.90" l, .0 pounds
- Binding: Paperback
- 224 pages
- Amacom
Review
“…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
From the Back Cover
"Capturing the attention of today’s crazy-busy buyers is tough. In High-Profit Prospecting, you’ll discover tons of highly effective ways to initiate contact and lead change-inducing conversations.” — Jill Konrath, author of SNAP Selling, Selling to Big Companies, and Agile Selling
“Mark Hunter has an answer to the most challenging aspect of today’s sales process: making contact with the right people and the right companies. High-Profit Prospecting will super-charge your ability to control your sales destiny and walk you step by step past closed doors and through open ones you have never seen before.” — Tim Sanders, author of Dealstorming
Your company just rolled out its latest innovation, and the CEO’s marching orders are clear: boost sales 25 percent over the next calendar year. You’ll have to get your new product into the hands of customers who’ve never bought from you before—and that means prospecting for new customers. You don’t hate it, but it’s not your thing. And isn’t it obsolete? With social media, you don’t have to look for customers; they’ll come to you, right?
In High-Profit Prospecting, author Mark Hunter shatters six self-defeating myths about the art and science of finding customers to fill your company’s new-business pipeline. Challenging the idea that prospecting is obsolete, Hunter describes a threefold process of preparing for success, using technology to your advantage, and identifying and reaching the right people. Hunter teaches you how to: Stay motivated—the battle is won or lost in your head • Prospect without being a born salesperson • Master seven tactics for hitting your strategic targets • Identify who is a viable prospect—and who isn’t • Tailor your pitch to the customer’s needs and time-table • Use voicemail and other communication tools to your advantage • Make social media work without wasting time • Prospect large companies and C-suites
Blending insights with practical advice on emails and telephone scripts, when to make phone calls, and using referrals to your advantage, this book will teach you how to hone your strategies and ask the right questions to generate success.
Mark Hunter, aka “The Sales Hunter,” delivers highly sought-after training seminars and keynote addresses to companies like Salesforce, Novartis, Mattel, Lenovo, and others. He is the author of High-Profit Selling, and when he isn’t sharing his 30 years of coaching expertise with clients on five continents, he and his wife live in Omaha, Nebraska.
Connect with Mark at:
www.thesaleshunter.com
Twitter: @TheSalesHunter
Facebook: TheSalesHunter
About the Author
MARK HUNTER, “The Sales Hunter,” helps individuals and companies identify better prospects and build more profitable customer relationships. An award-winning sales blogger and in-demand speaker, his clients include Samsung, Coca-Cola, American Express, and Sony. He is the author of High-Profit Selling.
Most helpful customer reviews
13 of 13 people found the following review helpful.
Hunting For Prospects
By James Muir
It's universal that sales experts agree that prospecting is a key skill for sales success. Many say it is THE key skill. With such a consensus I was very excited to review Mark Hunter's High-Profit Prospecting.
I am a very big fan of Mark Hunter's writing style. It is practical, hard-hitting and dense. And by dense I mean there is no fluff. If you follow Mark's blog and YouTube channel then you know he makes gratuitous use of lists which I very much like. He is the List-King of Sales. And the great thing about Mark's lists is that they are pure unadulterated content which makes the most of my time which is something I appreciate.
The book is broken down into four parts:
Part I: Basic Truths About Prospecting
Part II: Preparing for Prospecting Success
Part III: Tips, Tools & Techniques
Part IV: The Tough Stuff
True to his style, Mark cuts right to the chase and immediately slaughters what some might consider the sacred cow of social media as a panacea for prospecting. Mark is not anti-social media by any means. He devotes two whole chapters to defining social media prospecting strategy. What he does do (refreshingly well I might add) is level-set exactly what can and can't be accomplished with social media and fits it into the context of all the rest of the tools we have a sales professionals.
Where part one is about the facts and myths of prospecting, part two devotes time in planning and preparing so prospecting is effective. Here we get introduced to a theme that resonates throughout the rest of the book - Targeting the right prospects and then tailoring your approach to those prospects is the most effective approach. The biggest waste of time is prospecting to those who have zero potential to become clients.
This section is excellent and includes a mini-diagnostic workshop of sorts. First we answer Seven Strategic Questions Regarding Your Prospecting Process followed by another Thirty Tactical Questions to Measure Your Effectiveness and Process and then finally seven questions you need to answer before building your prospecting plan. In my opinion if you do nothing more than complete this exercise you will have paid for your investment in the book many times over.
In part three we get into the actual tools and techniques of prospecting. This section is oozing with the tips that Mark is so famous for on his blog and YouTube channel. Some of the areas he touches on include:
Prospecting Time Management
Who You Prospect Will Determine the Price You Get
Referrals
Targeting Competitor's Customers
Using Industry Associations
Reaching Out to Old Customers
Six Ways to Separate Prospects from Suspects
Why Price Does Not Belong in Prospecting
Best Practices for Making Initial Contact
Tips & Tricks for Getting to Executive Buyers
Exactly How to Use the Internet Before Prospecting
Six Ways to Separate Prospects from Suspects
Three Ways to Get the First Date
Cold Calling vs. Informed Calling
Ten Ways to Get a Phone Number
Customer Engagement Tips
Ten Best Practices for Prospecting with the Telephone
The Pros & Cons of Voicemail
11 Rules for Leaving a Great Voicemail
I'm not even close to covering everything in this section. What we do get that everyone will find valuable, is examples for making initial contact and a handsome list of telephone and voicemail scripts. Mark prefers to keep prospecting calls and voicemails short and I agree. This section extends into a detailed discussion of email with some valuable and opinionated advice on things like: subject lines, crafting messages, frequency and strong list of dos and don'ts. Email strategies and examples are given here as well.
Part three concludes with a detailed discussion of referrals and how to get the most out of social media. Mark provides a simple 4-step process for referral development then transitions into the value and pitfalls of social media. Mark offers strong and valuable advice on how to prevent social media from becoming a time suck and councils against building your marketing platform on "rented property" - by which he means platforms like LinkedIn and Facebook where the contacts and policies are owned by someone other than yourself.
This is where The Sales Hunter offers his strategies for prospecting using social media. He starts with a mini-diagnostic (13 Questions to define your Your Social Media Strategy) then offers three different approaches to prospecting via social media. He counsels against putting too much clout in your number of connections reminding us again that it's the quality of our targets that matters and that "you can't eat connections." I found this section a refreshing level-set from the frequent hype I hear that social media can solve everything. As a LinkedIn power-user I found Mark's advice right on the bubble.
Mark called Part four "The Tough Stuff". By that he means using all of the above techniques in a complex B2B environment where the access and messaging to executives can be more challenging. There is some very valuable stuff here if you are in B2B sales including the 7 types of people you're likely to encounter, how C-level executives think and the best messaging to use when reaching out to them.
Insightful discussion is given on how to call and email C-level executives and how to navigate the various gatekeepers you might encounter. Several approaches are given along with some valuable script examples. Mark warns here that targeting executives can be a longer sales cycle and recommends devoting no more than 10% of your time to this kind of prospecting in ensure your pipeline remains full.
High-Profit Prospecting concludes with Six Things to Remember if You Want to Turn a Prospect Into a Customer not the least of which is "Never forget the most valuable asset you have is your time." I value my reading time and I would offer that my time spent reading High-Profit Prospecting has been time very well spent. If you are in field sales, inside sales or management I feel your time reading High-Profit Prospecting will be time well invested as well.
3 of 3 people found the following review helpful.
Perfectly Titled Book On Sales Prospecting. How To Generate The Most Profitable Leads For Your Offer.
By Claude Whitacre author
Books on sales prospecting have to have some similar content, because they are covering the same specific subject. So, if you are an experienced salesperson, and have read a dozen books on prospecting, you’ll see some familiar territory. But that just means that great minds think alike.
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.
2 of 2 people found the following review helpful.
Your sales pipeline is about to get fatter and your sales are going to go up
By Mike Weinberg | Consultant, Speaker, Author
Late last year Mark Hunter was in my town (STL) on business. We met for coffee and he shared the mostly complete manuscript of High-Profit Prospecting with me. I immediately smiled scanning the contents and perusing a few chapters. Two things were immediately obvious: First, this was a great book on a critical topic for sellers. And, second, it was going to be bestseller because just about everyone wants or needs help filling the top of the sales funnel - particularly after all the damage that's been done by the supposed new sales "experts" (social selling charlatans and the "prospecting is dead" crowd). So I was incredibly honored when Mark asked me to write the introduction to High-Profit Prospecting. The publisher granted me permission to post that introduction here as my review, and I believe you'll find this helpful as you decide whether this book is right for you. Here are my thoughts on why this is not only a valuable, but incredibly relevant resource for anyone in sales:
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.
Mike Weinberg
Consultant, Speaker, and Author of the Amazon Bestsellers New Sales. Simplified. and Sales Management. Simplified.
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