On this episode of Predictable Prospecting, we are joined by Mark Hunter, otherwise known as The Sales Hunter, a sales consultant and author of the must-read book, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results. We discuss some of the top techniques outlined in his book, Mark's opinion on the best time to call your prospect, and why prospecting is the most entertaining part of the sales process. With his infectious energy and wealth of knowledge, it's easy to see why Mark Hunter is one of the most sought after sales consultants working today.

Episode Highlights:

• Mark's motivation behind writing High-Profit Prospecting
• Different prospecting processes for different personas
• Chasing an outcome
• The worst strategy for prospecting
• Top three strategies from High- Profit Prospecting
• Cycling your sales calls

Resources:

• Predictable Prospecting by Marylou Tyler

• High Profit Prospecting by Mark Hunter
• Visit Mark Hunter at The Sales Hunter to book him for speaking engagements and read his blog. You can also follow him on Twitter

Tweets/Quotes:

"If you don't prospect right, you can't close right"- Mark

"Prospecting is absolutely the most fun part of the selling process for one very simple reason. If you believe that you can help people achieve a level of outcome that they didn't think was possible, how can you not get excited about that?"- Mark

"The underlying solution for success in prospecting comes down to discipline and focus. If you're disciplined and you have focus, it's amazing how successful you'll be"- Mark"Bad sales people have skinny kids"- Mark