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

by Mark Hunter, CSP

Overview

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!

Product Details

ISBN-13:	9780814437766
Publisher:	AMACOM
Publication date:	09/20/2016
Pages:	224
Sales rank:	540,526
Product dimensions:	6.00(w) x 8.90(h) x 0.60(d)
Age Range:	18 Years

About the Author

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.

Table of Contents

Foreword Jeb Blount ix

Introduction 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

8 Are They Prospects or Merely Suspects? 65

9 Best Practices for Making the Initial Contact 73

10 Does the Telephone Still Work? 79

11 Customer Engagement Dos and Don'ts 83

12 Prospecting Tools-the Telephone 89

13 Starting the Conversation 93

14 Does Anybody Listen to Voicemail? 99

15 Email, Communication, and Connection 109

16 Referrals and Other Major Pipeline Builders 125

17 The Value and Pitfalls of Social Media 135

18 Prospecting via Social Media 149

Part IV The Tough Stuff 159

19 Getting Past the Gatekeeper 161

20 Winning at the Enterprise Level 165

21 Is It Worth It to Even Try to Reach the C-suite? 169

22 Getting Past the Shut Door 181

23 Turning a Prospect into a Customer 185

Conclusion: Yes, You Can Do It! 193

Acknowledgments 195

About the Author 197

Index 199

Editorial Reviews

"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

"A powerful read...cutting-edge best practices for sales prospecting in today's business world." --Eric Jacobson On Management And Leadership

..".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

From the Publisher