High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting , sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry 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 and craft a compelling email - Use social media effectively - Leverage referrals - Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success! "One of the best Sales Lead Generation books of all time." -- BookAuthority "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 Mark Hunter, known as, "The Sales Hunter," is globally recognized for his expertise in sales leadership. He specializes in business development and guiding organizations to find and retain high-quality prospects without discounting their fee. His ability to inspire sales teams to create self motivating and integrity driven cultures, makes Mark Hunter a highly sought after keynote speaker, consultant and coach. Mark has taken his vision for sales leadership to more than 25 countries and 5 continents where he leads and consults with companies ranging from small startups to global giants. High-Profit Prospecting By Mark Hunter AMACOM Copyright © 2017 Mark Hunter All rights reserved. ISBN: 978-0-8144-3776-6 Contents Foreword by Jeb Blount, ix, Introduction by Mike Weinberg, xi, PART I: BASIC TRUTHS ABOUT PROSPECTING, 1, 1. What Does Prospecting Mean Today?, 3, 2. The Myths and Surprising Facts about Finding New Customers, 11, 3. Major Factors in Successful Lead Generation, 17, PART II: PREPARING FOR PROSPECTING SUCCESS, 27, 4. Planning for High-Profit Customers, 29, 5. Fit the Prospecting Plan to Your Market, 37, PART III: TIPS, TOOLS, AND TECHNIQUES, 45, 6. Time-Management Tactics, 47, 7. Are You Prospecting or Wasting Your Time?, 53