High-Profit Prospecting

As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect--and they do it ALL THE TIME. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?"

In this course, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices, High-Profit Prospecting will help you:

  • Find better leads and qualify them quickly
  • Trade cold calling for informed calling
  • Tailor your timing and message
  • Leave a great voicemail
  • Craft compelling emails
  • Use social media effectively
  • Leverage referrals
  • Get past gatekeepers and open new doors
  • Steer clear of prospecting pitfalls
  • Connect with the C-Suite
  • And more

The Internet won't fill your sales funnel--and you can't rely on the marketing department for leads (not if you want to succeed). High-Profit Prospecting puts the power back where it belongs--in your hands. Follow its formula and start bringing in valuable new business. (Note: This course is designed to work in conjunction with assignments from the book, High-Prospect Prospecting)

Course Curriculum Get Started

Section 1: Course Overview & Instructions

  • Topic 1Course News & Updates
  • Topic 2Read This First - Important!
  • Topic 3Course Introduction
  • Topic 4Jeb Blount Review of High-Prospect Prospecting
  • Topic 5High-Profit Prospecting Book
  • Topic 6Course Summary
  • Topic 7About Mark Hunter
  • Topic 8Intellectual Property Notice

Section 2: Introduction to High-Profit Prospecting

  • Topic 1Intro to High-Profit Prospecting - Part One
  • Topic 2Intro to High-Profit Prospecting - Part Two
  • Topic 3Intro to High-Profit Prospecting - Part Four

Section 3: The Truth About Prospecting

  • Topic 1What Does Prospecting Mean Today?
  • Topic 2The Myths and Surprising Facts About Finding New Customers
  • Topic 3Major Factors in Successful Lead Generation

Section 4: Preparing for Prospecting Success

  • Topic 1Planning for High-Profit Customers
  • Topic 2Fit the Prospecting Plan to Your Market

Section 5: Tips Tools and Techniques

  • Topic 1Time Management Tactics
  • Topic 2Are You Prospecting or wasting your time?
  • Topic 3Are They Prospects or Merely Suspects?
  • Topic 4Best Practices for Making the Initial Contact

Section 6: Telephone Prospecting Techniques

  • Topic 1Does the Telephone Still Work?
  • Topic 2Customer Engagement Dos and Don'ts
  • Topic 3Prospecting Tools - The Telephone
  • Topic 4Starting the Conversation
  • Topic 5Does Anybody Listen to Voicemail?

Section 7: Pipeline Builders: Email, Referrals, Social Media

  • Topic 1Email, Communication, and Connection
  • Topic 2Referrals and Other Major Pipeline Builders
  • Topic 3The Value and Pitfalls of Social Media
  • Topic 4Prospecting vs. Social Media

Section 8: The Tough Stuff

  • Topic 1Getting Past the Gatekeeper
  • Topic 2Winning at the Enterprise Level
  • Topic 3Is it Worth it to Even Try to Reach the C-Suite?
  • Topic 4Getting Past the Shut Door
  • Topic 5Turning a Prospect Into a Customer
  • Topic 610 Things Top Performers Do

Section 9: Bonus Resources

  • Topic 1Why the CRM is a Powerful Sales Tool
  • Topic 2World's Top Six Sales Experts Discuss Prospecting Techniques

ANNUAL PASS – BIG SAVINGS Get the freedom of unlimited access to all current and future public courses for a full year - on your desktop and mobile device - for one low investment. Learn More

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