Summary of High-Profit Prospecting

Mark Hunter

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7 Overall

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6 Innovation

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Recommendation

Making cold calls to sales prospects is the toughest part of selling. Most salespeople avoid prospecting calls. But now they can embrace them with this advice from author Mark Hunter, who calls himself “The Sales Hunter.” He provides a workable exploration of the importance of prospecting and offers tips on how to prospect effectively. While his comprehensive manual suffers from some repetition, his expertise rings through. getAbstract recommends Hunter’s useful advice to salespeople and sales managers.

In this summary, you will learn

What sales prospecting entails,
Why many salespeople don’t prospect but should, and
How to prospect effectively.

About the Author

Consultant and training workshop leader Mark Hunter speaks often on sales and sales leadership.

Summary

What Is Prospecting and Why Does It Matter?

The path to great sales is rocky and rugged. Many companies miss their growth targets due to poor sales. Often corporate sales cultures are shaky. Sometimes the lack of adequate pipelines is behind glaring sales problems. Pipelines falter because few salespeople today have the training to prospect properly. This is a huge problem for companies, which need a steady supply of potential buyers to maintain their long-term income and profits. First, consider what prospecting entails: