Mark’s Insights on PROSPECTING
The changing marketplace is creating opportunities each week to develop new prospects. The problem is too many salespeople are busy chasing suspects rather than prospects.
Mark Hunter has developed and implemented prospecting strategies that companies across numerous industries use today.
A few of Mark Hunter’s proven strategies for prospecting include:
- 12 x 12
- 3-Step Dance
- Rule of 48
- Proprietary Information
- Continual Contact
- Marketing vs. Selling
Due to his experience across a wide number of sales channels, Mark Hunter has developed and refined an extensive set of prospecting tools. Each one has proven results. Due to the depth of the sales tools he has developed, he is able to show your sales team tools that will work — not tools that might work.
When it comes to developing prospecting skills, this is absolutely essential for one very simple reason. Salespeople by nature do not like prospecting or become de-motivated by prospecting if they aren’t able to achieve the results they expect.
Mark Hunter is able to prevent salespeople from falling into the trap of not being successful at prospecting.
Ask yourself these simple questions to determine if you need Mark Hunter:
How do you know your sales prospecting strategy works?
What is your close ratio of prospects and what would happen to your top and bottom line if you were able to increase this by 50%?
How much time is wasted by your sales team due to ineffective prospecting strategies?
What is the criteria you and your team use to define a prospect? How is a prospect different from a suspect?
What is a new customer worth to you and your company?
Do you know how much it costs to gain each new customer?
What is the criteria you use for determining if a new customer is going to be profitable?
What would happen if your top 5 customers left you? How would you replace their business?
Call or mail Mark Hunter to discuss further how he can help you and your company improve your ability to attract and retain more profitable customers. Email mark@thesaleshhunter.com or call 402. 445.2110. You may also want to visit the Resources section of our website.
