13: Learn To Prospect Like A Pro With Sales Legend Mark Hunter (Sales Legend Series)

If you’ve been avoiding prospecting or want to up your prospecting game and make more money, todays episode is for you.   Prospecting is an essential part of growing a business or a territory. You need to prospect continually – as in all of the time, every day to break even, make a profit, and grow your business. And if you’re a professional salesperson, you need to prospect to develop enough opportunities to hit your goals and earn your commissions. If you aren’t prospecting, you’re like a leaf at the mercy of the wind. Maybe you’ll luck out and walk into a deal – but more likely you’ll stay stuck in the air floating around aimlessly. Because prospecting activities and performance directly impact revenue, it is one of the most important processes in every organization hoping to grow. But because of fear and other misconceptions, makes prospecting one of the most dreaded and avoided tasks in business. Today we are going to dive into prospecting and challenge some of the common misconceptions that people have. We’ll even share best practices that you can infuse into your sales processes right away to begin to see immediate results. And we have the perfect personto breakdown prospecting for us. Today we welcome Mark Hunter to the Selling With Soul podcast. Mark Hunter, CSP, “The Sales Hunter,” is recognized as an expert in sales, leadership and profitability. He is author of“High-Profit Prospecting” and“High-Profit Selling: Win the Sale Without Compromising on Price.” His book, High-Profit Prospecting was recently named to the list of “Top 100 sales books of all time.”  Selling Power just named him one of the “leading sales consultants for 2018” and was named on another list as one of the “Global Top 30 Gurus in Sales.” Since 1998, Mark has conducted thousands of training programs and keynotes on sales and leadership to thousands of people. Mark spent more than 18 years in the sales and marketing divisions of three Fortune 200 companies. During his career, he led many projects, including the creation of a new 200-member sales force responsible for volume in excess of $700 million. As a speaker he’s shared the stage with Seth Godin, Tony Robbins, Arianna Huffington, Simon Sinek and others.  HOW TO PROSPECT SUCCESSFULLY The thought of prospecting strikes panic into the hearts of many entrepreneurs and individual salespeople. 90% of the time, when I bring the idea of prospecting up to my clients or their sales teams I hear a variation of one of the following: “You mean you want me to reach out to people I don’t know, uninvited and interrupt their day?” “I don’t need to prospect, I’m using social media to drive business to me.” “That’s not how people sell anymore.”  But the truth is, prospecting is a critical component of proactively building your business and your territory – but you have to do it right. And in today’s episode, The Sales Hunter is going to give us the basics on how to get started.  We talk mindset, routines, best practices and tactics. There’s even a couple of rants for your listening enjoyment. I don’t think I have to tell you that this is a jam packed, actionable and valuable episode. Don’t miss out on the opportunity to spend some time with and learn from this sales legend. EPISODE BROUGHT TO YOU BY  My own revenue generation strategy sessions. I’m a keep it real kind of gal and the truth is, generating revenue can be tough. We all struggle with sales and sales strategy from time to time in our businesses and in professional selling – and it can be really frustrating. Whether its determining the best way to scale, developing a distribution strategy or figuring out how to open the door to a new key account, a little perspective, experience and advice can seriously cut back on your frustration. A strategy session may be just the thing that can help you move forward quickly. It’s a video conference where you and I get together one on one to talk about your specific situation and we detail the actions that you can take to get you to where you want to be. It’s a mini-mentoring session designed to help you get some clarity quickly. Reserve your session here. If you haven’t done so already, I would also like to invite you to subscribe to the podcast to automatically get all of the revenue generation strategies and skills that you need to build your business delivered right to you weekly. Plus, you’ll be sure to get the special bonus episodes that I am planning for you. Leave us a review on wherever you consume content - Apple Podcast, Stitcher or Google Play and consider sharing if with someone else that might benefit from the content. This helps others find the podcast, grow our message and improve our content. Lastly – is there a particular topic, challenge or expert view that you would like to see featured here on the Selling With Soul podcast? Please feel free to reach out to me directly at [email protected] to tell me about it. “LEARN TO PROSPECT LIKE A PRO" EPISODE RESOURCES Revenue Generation Strategy Sessions Book: High-Profit Prospecting, Mark Hunter Conference: Outbound 2019 Contact Mark Hunter: Website Twitter LinkedIn