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 new business development that we discuss are:
- Why is prospecting the #1 challenge in sales right now?
- What are the biggest obstacles reps face in generating new opportunities?
- 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 lead generation?