Accelerate Podcast with Andy Paul
April 6, 2016

On Accelerate! Now: Episode 128 with Mark Hunter. Conquering the #1 Problem in Sales: Prospecting

Mark Hunter is known as The Sales Hunter. (Could you possibly have a better name for sales?) He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. In this episode Mark and I talk about the #1 challenge in sales: prospecting.  Among the topics related to prospecting that we discuss are:

  • Why is prospecting the #1 challenge in sales right now?
  • What are the biggest obstacles reps face in prospecting?
  • What are the primary reasons sales reps fail to convert more leads into opportunities?
  • How do you create a marriage between social selling and traditional prospecting?

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More about Mark Hunter

What is your most effective tool, other than the phone, that you are using in your own prospecting?
LinkedIn

Is cold calling dead?
Yes, cold calling is dead. There is no reason you can’t make an informed call. Do your research before making your phone call.

Besides your book that is coming out shortly about prospecting, what’s one other book about prospecting that sales people should read?
Fanatical Prospecting by Jeb Blount & Mike Weinberg

What’s an idea mix for inbound vs outbound lead gen?
Every industry is different. If he is having to educate the person, he is going to be more outbound focused.

Contact Mark Hunter

Contact Mark:

Website: thesaleshunter.com

Sponsors

ConnectAndSell:

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Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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