The Marketing Book Podcast: "High-Profit Prospecting" by Mark Hunter

Posted by Douglas Burdett

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

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Mark Hunter, aka "The Sales Hunter" is an author, sales consultant and hi-energy keynote speaker. He helps companies and salespeople find and retain better customers and maximize profits.

He is also the author of the best-selling book, "High-Profit Selling: Win the Sale Without Compromising on Price."

Mark has been recognized as one of the "Top 50 Most Influential Sales and Marketing Leaders" and he is frequently quoted in the media and is a keynote speaker at major conferences on the subject of sales and sales leadership.

His sales techniques are in use today by salespeople in more than 100 different countries which might explain why he travels globally nearly 230 days per year.

Before becoming “The Sales Hunter,” he spent 18 years in the sales and marketing divisions of three Fortune 100 companies. And he was a college disc jockey.

 

The Host's Perspective:

Do you know what all the top sales producers have in common? They prospect. And the number one reason for sales failure? Failing to prospect.

Despite that, there are a troubling number of companies and salespeople who want to believe that prospecting is dead and that they should let marketing generate all the leads.

Now, marketing should be generating most of the leads, but not all of them. And if you’re working for a company that does not have an active sales prospecting plan in place, you’d better update your resume because that rarely ends well.

In the book, Mark Hunter slays the myths about prospecting and silences today’s idiot sales gurus who wrongly proclaim that prospecting is dead. The book will seriously get your prospecting head screwed on right. It addresses the correct attitude, mindset, and motivation and helps you plan your attack, and it points out the pitfalls and traps along the way.

Perhaps most significantly, it shows how to avoid cutting your price to make sales. Which is why it’s called HIGH-PROFIT Prospecting. And it is loaded with more prospecting tips, tools, and techniques than you can imagine.

The book includes topics like how to develop a social media strategy for prospecting, the proper use of email, how long a voice message should be and how to know if you’re prospecting or just wasting time. And don’t miss the very end of the book where Mark Hunter outlines the ten things top-performing salespeople do regularly.

It’s worth the price of the book alone.

Listen to the Interview:


Show Notes: 

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

Peter Drucker

Jack Welch

"Take the Stairs" by Rory Vaden

"The Only Sales Guide You'll Ever Need"The Only Sales Guide You'll Ever Need" by Anthony Inarino

"Fantatical Prospecting" by Jeb Blount (Marketing Book Podcast interview)

"New Sales Simplified" by Mike Weinberg (Marketing Book Podcast interview)

Mark's Website (TheSalesHunter.com)


Mark Hunter and Douglas Burdett

Mark Hunter listens to The Marketing Book Podcast! (Taken at the first ever Outbound Conference, Atlanta, Georgia)


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