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Summary

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?"

Now, in his new audiobook, 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 voice mail
  • 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.

©2016 Mark Hunter, CSP (P)2016 Gildan Media LLC

What members say

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  • Overall
    3 out of 5 stars
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  • Gus
  • UK
  • 24-01-18

The weakest of four- a why book not how to

I have been on a prospecting book binge. Personally I prefer to hear at least 2 books on the same topic to get different perspectives.
with sales prospecting I have covered four so far,in this case out of the four this has the least to offer as a stand alone in driving you in techniques as a prospector or as a leader of a prospecting team.
the style is softer (less in your face and preaching than the others) which can be a benefit to those who don't like the more restrained approach
lots of tips and ideas but as said on another review these are better covered in other books.
the 'high profit' is not a unique part to this book versus the others and in fact is only glanced upon here and there on passing as value focus not price focus.
lots of great suggestions in this book of other books to read, but really I would recommend only to get this book in conjunction with another.

yes this book is certainly suitable as audiobook, you don't lose anything by not having the hard copy

so from the four
Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline
is the best operational book, but as it is so full of detail, you need the hardcopy as well. This is really focused on how to get the prospecting done

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
the best for an individual to pick up tips and ideas on how best practices and by far the best to hit you on the why to prospect

New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development.
this one for me is better for the sales manager leading a team, again more on the why but with some emphasis on the how

2 of 2 people found this review helpful

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    4 out of 5 stars
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    3 out of 5 stars

Some good content but let down by the reader

This book was okay but I would recommend instead listening to Fanatical Prospecting by Jeb Blount which does a better job with many of the same ideas. The advantage of the Blount book is that it's read by the author whereas the guy reading this is actually quite irritating after a while. I thought I recognised him as he also read "The Teachings of Napoleon Hill" and that one is a whopping 35 hours long! (I did listen to all of it but it grew pretty tiresome by the end).

2 of 2 people found this review helpful

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    3 out of 5 stars
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    4 out of 5 stars

Appalling narration!

Buy the book instead. Honestly! As the book progresses, the narrator sounds as though he hates it. I forced myself to listen to most of the book until I could tolerate no more. Buy the book.

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  • roland
  • 18-04-17

recycles a lot of common info

narration is fairly uninspiring and monotonous.

the lessons are more common sense than revelatory. and the times we venture into novel territory, the text remains vague.

Example, the author says, 'never let the prospect say they don't want to waste time.'
He then fails to state how you should verbalize the response.

Overall: good for new sales people or those that need to reconnect with the basics. redundant for people that read sales books regularly.

2 of 2 people found this review helpful

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  • Wale Odeja
  • 26-10-16

I have listened to the audio book several times

Love this audio book. Highly recommended for anyone struggling with prospecting. It has become a reference daily guide for me. Well done.....

2 of 2 people found this review helpful

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  • Armando Franco
  • 06-04-17

A bit confusing at times, Narrator is awesome

This book wasn’t for you, but who do you think might enjoy it more?

if you are brand new in the sales industry you may benefit from it, for me it was really nothing there to even give this book a two start all the way.
Currently reading his other book, High Profit Selling. Will see how it goes.

What was most disappointing about Mark Hunter CSP’s story?

No story

How could the performance have been better?

be more specific

You didn’t love this book... but did it have any redeeming qualities?

not for me

1 of 1 people found this review helpful

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  • Carissa Fink
  • 13-12-16

book lacks a point

Book talks in circles and takes forever to make a point. Actual tips are far and few between

4 of 6 people found this review helpful

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  • Anonymous User
  • 12-06-17

Very disappointed

Honestly I've been listening to different sales audio books for months.
This one is beyond bad. It's boring to listen to - totally unmotivating and generally just poor.
Don't recommend at all.

2 of 3 people found this review helpful

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    4 out of 5 stars
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  • Jason
  • 07-10-16

Too Basic

As a lifelong sales professional, I'm always reading and looking for an additional edge. The concepts in this book are good, but just too basic...the author isn't giving you anything new. The tips on selling to the C-Suite were high level at best. If you're new to sales, or struggling with your sales, pick up this book...otherwise there are better options out there.

2 of 3 people found this review helpful

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  • Jennifer Walsh
  • 06-11-18

Great for beginners, good for refreshers

If your new to sales, this has a lot of good advice. Perhaps too much to digest for one book. If you have been doing sales for a while, I challenge you to audit your current practices with this content.

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  • Vic Calloway
  • 26-10-18

Excellent Book

I have to say this entire book had my attention. I felt it was accurate in addressing most of my short comings & can be used as a guide in areas I need to improve on as a sales professional. I highly recommend this book for anyone wanting to improve their skills.

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  • Amazon Customer
  • 11-10-18

Good content to get a foundation formed

If you're new to sales or cold/informed/proactive calling, this book is a good place to get started. if you've been doing it for a while and are looking to sharpen your axe, I might suggest other listens.

Would have definitely preferred a different narrator as well. If he wasn't totally dry, he was feigning the emotion that Mark Hunter intended to convey. Got tough to listen to when he was trying to 'pep-talk' the listener

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  • Marc McAvoy
  • 14-06-18

Average

This book would be more interesting if it were read by the author. It lacks the enthusiasm that sales people needed to get pumped up and believe the book’s advise. All the lists makes it doubly boring. We need pragmatic advise, not theoretical.