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

  • 3h 26m
  • Mark Hunter
  • 2017

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.

In this Book

  • What Does Prospecting Mean Today?
  • The Myths and Surprising Facts about Finding New Customers
  • Major Factors in Successful Lead Generation
  • Planning for High-Profit Customers
  • Fit the Prospecting Plan to Your Market
  • Time-Management Tactics
  • Are You Prospecting or Wasting Your Time?
  • Are They Prospects or Merely Suspects?
  • Best Practices for Making the Initial Contact
  • Does the Telephone Still Work?
  • Customer Engagement Dos and Don'ts
  • Prospecting Tools—The Telephone
  • Starting the Conversation
  • Does Anybody Listen to Voicemail?
  • Email, Communication, and Connection
  • Referrals and Other Major Pipeline Builders
  • The Value and Pitfalls of Social Media
  • Prospecting via Social Media
  • Getting Past the Gatekeeper
  • Winning at the Enterprise Level
  • Is it Worth it to Even Try to Reach the C-suite?
  • Getting Past the Shut Door
  • Turning a Prospect into a Customer