So, your sales results aren’t as good as you’d like. Your pipeline isn’t full of the big deals you’d love to close. Another month slips by and the pressure builds… High-Profit Prospecting by Mark Hunter explains how to re-focus your sales efforts, supercharge your pipeline and avoid this all too common scenario.
Unfortunately, there isn’t a magic wand when it comes to winning new clients. Over the last 10 years, numerous ‘get sales results the easy way’ type books have been published (and you wont find them reviewed on this site).
Most focus on some new way of inbound content marketing or social media strategy. These books profess that with minimum effort your dream clients will be queuing up to meet you.
Many of these self proclaimed ‘Sales Guru’s’ suggest that making phone calls doesn’t work anymore. Instead of urging you to put in the hard work it takes to build relationships, they suggest that with a clever piece of software, some social media and just a few clicks of a mouse that your sales pipeline will start to fill.
Most of these new, quick-and-easy schemes have one thing in common:
They don’t work!
Building relationships with your target customers takes time and effort. Agreed, it’s not easy in today’s super busy business world. But with the right focus, attitude, skills, patience and consistent prospecting results will come.
Finally the new (but old) solution you’ve been looking for has arrived… The tried and tested method of prospecting.
In High-Profit Prospecting by Mark Hunter he states that:
There is a raging epidemic that is devouring sales performance, holding companies back from reaching growth objectives, wrecking sales cultures, and undermining the promising careers of sales professionals and sales leaders alike.
Mark’s research concludes that the number one issue facing salespeople today is “anemic—and sometimes non-existent sales pipelines”.
Prospecting skills are the basic competence for sales success. And in High-Profit Prospecting by Mark Hunter he proves that a lack of consistent prospecting relates directly to the failure to produce sales.
80% of salespeople who wash out or get fired in their first year do so because they are reluctant to prospect.
The lost art of prospecting
Many salespeople are frustrated by poor results and are earning less than they could. And it’s because they don’t know how to prospect properly. Instead of focusing on the root cause of their sales performance problems, they fool themselves into thinking that staring at LinkedIn, sending the odd email or updating their CRM system will get them the results they want.
Sales leaders are told that prospecting is too hard and there are a thousand
reasons excuses to not spend enough time prospecting. We are told it’s hard to get through to decision makers or that when you finally do they’re too busy or “happy with their current solution”.
Salespeople blame poor results on a lack of marketing, brand awareness, USP’s, currencies, sales angles or time.
If salespeople believe an advert, brochure or fancy marketing campaign will be more effective at building relationships than a two-way conversation with a human being, then suggest you spend their £salary on a load of brochures, e-shots and adverts instead! Or, tell them to read High-Profit Prospecting by Mark Hunter.
Areas covered in High-Profit Prospecting include:
If you read and put to action what you learn in High-Profit Prospecting by Mark Hunter your sales pipeline will quickly fill and your sales results will dramatically improve.
This is an easy to read and enjoyable book. It flows from useful subject to the next in a logical, practical way. It’s not a high level sales strategy book. Mark tells it straight and makes you face the truth about what you know deep down about how to improve your results.
Buy it, read it, read again and then keep on your desk for reference. Buy a copy for each of your sales team and give it to every new sales person you employ.Order your copy now
I've read the top 100 sales books and distilled the strategies, ideas, tips and tricks into 1 definitive guide. Add your email and i'll let you know when it's ready...
Thank you for subscribing.
Something went wrong.