High Profit Prospecting. With Mark Hunter. #259
Mark Hunter, the Sales Hunter, joins me once again on Accelerate! We’re talking about his new book, High Profit Prospecting. (Mark was also the author of High Profit Selling.) Among the topics we discuss are why salespeople are better off investing more time with fewer prospects, how to find and make contact with high-profit prospects and the short questions that turn into long, substantive conversations with buyers.
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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?
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 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
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.
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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.)