My good friend and sales expert Mark Hunter “The Sales Hunter” has just come out with a great book, High-Profit Prospecting. As the title suggests, it’s focused 100% on finding high-quality leads that you can convert to highly profitable customers.
I just finished reading Mark’s book and there is only one word to describe it: AWESOME!
What I love most is how Mark eliminates all the B.S. excuses sales people use for not successfully filling their pipeline. Mark puts accountability back into the sales prospecting process and more important, he provides actionable ideas that make hitting one’s sales goals realistic. He also dispels many of the myths that so called “experts” keep spouting off about sales, for example, that tele-sales is dead or that social media is some magic sales bullet. Mark walks through in detail how to take ideas we thought no longer worked and turn them into strategies that will and do work.
IMPORTANT NOTE: For a short time, Mark also has some amazing offers/bonus items available when you buy his book for you or your team. In fact, I told him he’s a bit crazy for giving all of this stuff away, but that’s Mark. Seriously. He is amazingly committed to helping his fans and readers reach sales levels most probably never thought possible. Just click this link to take advantage of Mark’s offers.
Following is a brief Q and A with Mark where he shares some of the key concepts from the book:
Can we say cold calling is dead?
You can say “cold” calling is dead, but certainly not “calling.” In fact, calling is still one of the most effective prospecting methods. The problem is too many people don’t know how to prospect with the phone. The Internet gives us the ability to know more than we’ve ever known about whomever we want to reach [SAM EDITORIAL: “this is music to my ears!”]. In today’s world, there is little reason to ever have to make a “cold” call. This is why I say what works is “informed calling.” You simply have to understand the steps to do it right.
In this era of social media, does prospecting even work?
Far too many salespeople have allowed themselves to believe prospecting by way of actually “calling people” doesn’t work anymore, and the solution is social media. To me, that’s a mistake! Yes, social media plays a key role in prospecting, but it’s just one of the prospecting sales tools available. The answer to prospecting effectively is being able to use social media not merely as a tool to post content, but as a tool to have one-to-one conversations. [SAM EDITORIAL: Here’s the math that supports Mark’s answer.]
How do you want people to read and use your book?
Great question! I want people to more than just read the book. My goal is they read it and, at the same time, assess how they currently prospect and what they need to change. The book is full of review questions, lists, scripts, talking points and more! The reader can use these to craft a specific prospecting plan on which they can build long-lasting success.
What is the biggest mistake people make when prospecting?
Wow, that’s a loaded question, as unfortunately there are numerous things most people get wrong. What stands out the most is failing to have a plan and following through with it. Too many people make a bunch of calls one day and think that’s all they have to do. Prospecting requires a plan that equips the lead or prospect to see that your goal is to help them achieve something they didn’t think was possible. Succeeding at this requires numerous touches with multiple messages over a specific period of time. This requires a strategy few people are willing to develop and execute.
Who owns the prospecting process? Sales or Marketing?
I get asked this question a lot, and I firmly believe Sales must own the prospecting process. This does not excuse the role Marketing plays; it just means Sales must be the owner. Sales needs to own the process, because they’re the ones who turn prospects into customers. When Marketing is allowed to own the prospecting process, it becomes too easy for Sales to blame Marketing.