High-Profit Prospecting

Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

 High-Profit Prospecting

Author: Mark Hunter, CSP
Pub Date: September 2016
Print Edition: $18.95
Print ISBN: 9780814437766
Page Count: 224
Format: Paper or Softback
e-Book ISBN: 9780814437797

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Excerpt

Introduction

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 who consistently, quarter after quarter and year after year, delivers the numbers 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 prospect 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 provides you with exactly what you need to accomplish the promise of the book’s subtitle: Find the best leads and drive breakthrough sales results. In a logical, easy-to-follow progression, Mark walks you through the whys and hows of effective prospecting. With a sharp sword, he slays the myths about prospecting and silences today’s idiot 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 4-8 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 Mark’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 Mark drives home that point as clear as day.

The meaty midsection (Chapters 9-18) provides more prospecting tips, tools, and techniques you 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 a value-focused manner that sets you up to enhance your price and profit, not just the number of leads. Mark is a master at helping sellers protect their profit, and the genius approaches he offers 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 19-24) will stretch you and raise your game to new levels. Mark shows you how to do the tough stuff – Get past (or befriend) high-level gatekeepers; navigate the maze and run the gauntlet during complex enterprise-level prospecting; and how and when to prospect the C-Suite (and when I say when, I mean he literally shows you the exact times of day). The material in these closing chapters is priceless. Mark shares how he masterfully prospected into the highest levels of big organizations, and he provides the roadmap and instructions so you can, 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, author of the AMACOM bestsellers New Sales. Simplified. and Sales Management. Simplified.

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