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Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
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At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

Mar 24, 2021

People love to overcomplicate sales and prospecting. Mark Hunter emphasizes that you aren’t trying to create world peace or discover the vaccine for COVID. It’s just a conversation. But it’s a task salespeople need to own up to—that many hate to do. Why? Because they overthink it. Learn some simple tactics to find success prospecting in this episode of Sales Reinvented!

Mark Hunter is “The Sales Hunter”. He is the author of two best-selling books, A Mind for Sales and High-Profit Prospecting. Mark is recognized as one of the top 50 most influential sales and marketing experts globally.

Outline of This Episode

  • [0:51] Prospecting + lead generation
  • [1:12] Why are they important?
  • [2:01] Mark’s prospecting process
  • [3:18] Attributes + Characteristics
  • [5:15] The top skills to develop
  • [6:26] Top 3 prospecting dos and don’ts
  • [8:33] Embrace the 58–2 technique

Don’t solely rely on marketing

Prospecting is going through the qualification process and deciding whether or not a lead can become a customer. You can’t close any sale without starting with a lead. When people complain that their sales are down, the first question Mark asks is “How much time did you append on prospecting and lead generation?” The most often used excuse is that “Marketing does that for me.” Mark emphasizes that clearly, they’re not doing enough or you’d be busier. It’s a task salespeople need to own up to. 

Start with your Ideal Customer Profile (ICP)

Mark emphasizes that you need to identify your ICP (persona, avatar, etc.). It’s not just anyone who will download an eBook or respond to an email. That just means they have a heartbeat. Mark jokes that his dog has a heartbeat, but he won’t be buying from him!

Focus all of your attention on your ICP. Look at your current customers. What outcomes have you helped them create? What benefits have they received? What are the common traits among them? What are the common descriptors? You can build your ICP from there. 

Attributes + Characteristics of a successful prospector

Mark believes you must have the desire to put the customer first. You sell to help people. You need to know that you can help a person or a company achieve something they didn’t believe possible. Secondly, people don’t wake up waiting for your call. You have to accept the fact that you will be interrupting someone. But if you believe in the outcome you can achieve, you owe it to them. 

Mark points out that a salesperson has to stay focused and cognizant of time management. You must have the focus and the level of authenticity to stay in the game long enough to make it happen. Salespeople can be all over the place with prospecting. But when you keep these three things in perspective, you can be successful. 

You must also be inquisitive. It’s the information you uncover that’s important. You must learn how to engage quickly to get someone to share with you. That comes with the skill of empathy. The person you’re reaching out to has to understand that you’re human and in this situation with them. 

What are Mark’s top 3 prospecting and lead generation dos and don’ts? Keep listening to find out!

Embrace the 58–2 technique

Mark was trying to reach the president/COO of a Canadian company. But he wasn’t having any luck. He could only reach this person’s administrative assistant who consistently shut him down. Mark finally decided to use his 58-2 technique. What is that? The best time to call someone is between 58 minutes after the hour to 2 minutes into the hour. Why? Because most meetings start at the top of the hour. 

Mark called this gentleman right at 11 sharp. On the second ring, he picked up the phone—thinking it was his conference call. Mark quickly asked him about an acquisition they had just made. He said, “I don’t have time to talk right now.” So Mark scheduled a time to chat with him that afternoon.

He created just enough interest to set up a conversation. They talked for 15 minutes. Two days later, Mark was sitting in his office having lunch. It was all because he did his homework, called him at the top of the hour, delivered value, and didn’t give up. It led to a six-figure deal. He used normal techniques and strategies and threw in some out-of-the-box thinking.

Resources & People Mentioned

Connect with Mark Hunter

Connect With Paul Watts 

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