A Simple Plan for Prospecting
07/29/19 • 27 min
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How do you go about prospecting? Do you have a prospecting plan? If you don’t, you’re not alone as the vast majority of sales professionals don’t have a plan at all. They don’t build a list of questions to ask. They don’t seek to understand the needs of their clients before they contact them. They don’t even have a visual image of who they want to sell to.
In this episode of INSIDE Inside Sales, Darryl speaks with the legendary Mark “The Sales” Hunter about the 8 key steps to building a successful prospecting plan. Darryl and Mark go over easy to follow aspects such as believing in your product, focusing on outcomes, and even just keeping a positive attitude. If you want to gain an edge by finally having a prospecting plan, then have we got a show for you, on this episode of INSIDE Inside Sales!
About Darryl's guest:
Mark Hunter, CSP, “The Sales HunterTM” is recognized as an expert in sales, leadership, and profitability. He is the author of “High-Profit Prospecting” and “High-Profit Selling.” His next book, “Monday’s Are For Selling” will release in late 2019.
His book, High-Profit Prospecting was recently named to the list of “Top 100 sales books of all time.” LinkedIn selected him as a “Top Voice” for 2018 and he was just named as one of the “Global Top 30 Gurus in Sales.”
Mark has conducted thousands of training programs and keynotes on sales and leadership, on 5 continents and 28 countries. He is best known for his ability to motivate and move an organization through his high-energy presentations. He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation given to a small percentage of professional speakers. Mark spent more than 15 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.
This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales. As a speaker, he’s shared the stage with Seth Godin, Tony Robbins, Arianna Huffington, Simon Sinek, and others. Clients appreciate his engaging style and specific strategies that yield measurable outcomes. Each year he delivers 100+ programs around the globe.
Connect with him on Twitter | LinkedIn
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
How do you go about prospecting? Do you have a prospecting plan? If you don’t, you’re not alone as the vast majority of sales professionals don’t have a plan at all. They don’t build a list of questions to ask. They don’t seek to understand the needs of their clients before they contact them. They don’t even have a visual image of who they want to sell to.
In this episode of INSIDE Inside Sales, Darryl speaks with the legendary Mark “The Sales” Hunter about the 8 key steps to building a successful prospecting plan. Darryl and Mark go over easy to follow aspects such as believing in your product, focusing on outcomes, and even just keeping a positive attitude. If you want to gain an edge by finally having a prospecting plan, then have we got a show for you, on this episode of INSIDE Inside Sales!
About Darryl's guest:
Mark Hunter, CSP, “The Sales HunterTM” is recognized as an expert in sales, leadership, and profitability. He is the author of “High-Profit Prospecting” and “High-Profit Selling.” His next book, “Monday’s Are For Selling” will release in late 2019.
His book, High-Profit Prospecting was recently named to the list of “Top 100 sales books of all time.” LinkedIn selected him as a “Top Voice” for 2018 and he was just named as one of the “Global Top 30 Gurus in Sales.”
Mark has conducted thousands of training programs and keynotes on sales and leadership, on 5 continents and 28 countries. He is best known for his ability to motivate and move an organization through his high-energy presentations. He has received the Certified Speaking Professional (CSP) designation from the National Speakers Association, a designation given to a small percentage of professional speakers. Mark spent more than 15 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.
This level of experience is at the core of every program he delivers to thousands of people each year in the areas of sales. As a speaker, he’s shared the stage with Seth Godin, Tony Robbins, Arianna Huffington, Simon Sinek, and others. Clients appreciate his engaging style and specific strategies that yield measurable outcomes. Each year he delivers 100+ programs around the globe.
Connect with him on Twitter | LinkedIn
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Previous Episode
Navigating the Buying Process
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While we can all see that the sales field is evolving at a rapid pace, it’s easy to overlook that there is a new age of buyers as well. How do you create connections with this new breed of decision-makers? What’s the best way to bring them value? How have budgets changed, and what’s the best practice for navigating these deals? Have you got it figured out?
In this episode of INSIDE Inside Sales, Darryl speaks with Will Frattini, the Rockstar Director from ZoomInfo. Darryl and Will discuss how best to navigate the buying process, touching on imperative topics such as creating levels of confidence and trust with your buyer, to getting through the labyrinth of closing an internal deal.
They also talk about how best to empower your team to sell to the right people, and how to find the path to success through using delicate qualifying questions. The sales world is changing quickly, but we’ve got you covered on this episode of INSIDE Inside Sales!
About Darry's Guest:
Will has been at ZoomInfo for 4 years and in that time has held and excelled in almost every sales role the organization has to offer. He started in 2015 as a new business AE during which time he achieved 213% to quota as an individual contributor before being promoted to team lead. As the Manager of New Business in 2017 and Senior Manager in 2018, Will led his team to 168% and 165% to quota respectively, all while doubling his sales team, recruiting new hires, and representing ZoomInfo all over the country at several Summits, Conferences, and Webinars.
As Director of New Business Sales at ZoomInfo, Will leads three New Business Managers, one Team Lead and their respective teams, and has also been heavily involved in the integration of systems, processes and teams post DiscoverOrg acquisition in February 2019.
Will can understand (and sort of speak) French and Spanish enough to travel within native speaking countries (when he and his wife stayed in Normandy, their host family thought they were Canadian and tried to give them directions to the Canadian cemetery instead of the American cemetery). In his free time, Will enjoys spending time with his wife, Abbey and daughter, Elle. He is also an avid golfer, cook, and piano player.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
Next Episode
Check Your Alignment
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How’s your alignment? No, I don’t mean your car (or your hips), I’m talking about the operational side of things. Are your Sales and Marketing Operations aligned? These help make up the very foundation upon which your career is standing, and if they’re out of alignment, you’re putting a harness on how successful you can be.
In this episode of INSIDE Inside Sales, Darryl speaks with thought-leader and Tenbound CEO David Dulany, hot on the heels of his huge Sales Development Conference where this year’s theme was all about “Alignment”. Inspired by the Top 5 lessons learned at the show, Darryl and David discuss ways to keep your organization’s tent posts aligned, and also delve into the importance of personalizing your messaging, the weight that incentive plans have on behavior, and how we’re just tapping the surface when it comes to mining valuable data.
They also look at the concept of Revenue Operations, and ways to reverse engineer your goals to increase your profits. All this and much more, only on this episode of INSIDE Inside Sales!
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INSIDE Inside Sales is hosted by Darryl Praill, CMO of VanillaSoft which is a program on the Funnel Radio Channel. VanillaSoft is the sponsor for Inside Inside Sales.
This episode is brought to you by Growth Forum - sign up for 30-days free, use the code: GROW30
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