Episode 245: Mark Sellers
Meet
Mark Sellers
Mark Sellers is a sales trainer, executive coach and consultant with 24 years of primarily helping companies with revenue ranging from $25M to $500M. In 2000, he created the BuyCycle Funnel™, a game-changing sales model that aligns selling activities to the customer’s buying journey. Mark’s first book, The Funnel Principle was called “revolutionary” by Selling Power magazine. Over 120 sales teams in 19 countries have implemented The Funnel Principle Selling System™. Mark’s second book, Blindspots: The Hidden Killer of Sales Coaching, was named by Selling Power magazine a Highly Recommended Book to Read. Mark’s company sells its training and coaching services through a network of agents around the world.
Our Mission Is To Change The Negative Perception Of Sales People
Our Vision Is A World Where Selling Is A Profession To Be Proud Of
Do you want to achieve your quota? Do you want to make more money? Salespeople need to be hungry, according to Mark Sellers—The Founder and Managing Partner of Breakthrough Sales Performance. You’re asking people to open doors—and they won’t all open. But there are a few things you can do to achieve more success with prospecting and lead generation. Listen to this episode of Sales Reinvented to learn more!
Outline of This Episode
- [1:24] How are these two activities different?
- [2:19] Why lead gen and prospecting are important
- [2:56] Mark’s prospecting and lead generation process
- [3:57] Salespeople need to be hungry
- [5:00] Skills salespeople need to develop
- [6:22] Mark’s top 3 dos and don’ts
- [8:06] Take advantage of warm referrals
Prospecting and lead generation: How are they different?
In Mark’s eyes, lead gen consists of marketing departments that are conducting nurture campaigns, inquiries, or Mailchimp and Hubspot kinds of activity. Prospecting is the domain of the salesperson. You’re out there every day constantly doing something to feed the funnel. The activities can be similar, but it’s about the mindset. The lifeblood of selling is getting new sales. It’s how companies grow and quotas get achieved. Unless you have an organic following, you have to prospect and generate leads to get more business.
Customer service is key
Mark’s business is different from most others. He runs a consulting and training business. His lead gen and prospecting efforts are mostly referrals. Where he goes to get his new clients is a small universe. He takes care of the customers he has and because of that, he asks them to hire him year after year. Secondly, because his focus is on caring for his current clients and offering impeccable services, they are willing to directly refer him to other prospects.
Engage in stage zero business conversations
Mark emphasizes that you need to engage in stage zero conversations. COVID has given us an automatic excuse to ask “How are you doing?” and “How is your business doing? Have you changed your strategies or direction?” Having important business conversations gives you credibility while also emotionally connecting and empathizing with a potential client. Hopefully—out of those conversations—new opportunities will arise. What are Mark’s top 3 prospecting and lead generation dos and don’ts? Listen to find out!
Take advantage of warm referrals
A year and a half ago, Mark reached out to a consultant from another business (a conglomerate of 89 companies). Mark had done business with 3–4 of them. Mark asked if there was anyone he should be introducing himself to and was given a name. Then he asked if he could get a warm introduction, suggesting that this person speak with him.
His contact took the time to write an email encouraging this person to speak with Mark. That led to Mark presenting to 15 of the presidents. He immediately secured two pieces of business. You can’t be afraid to ask. Reach out to people—even if you don’t know they can do anything for you. Take the chance, if they can’t do anything, nothing is lost.
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More About Mark Sellers
What was the last book you read?
The Leadership Challenge
Who / What inspires you?
The Enneagram, Bishop Robert Barron, my clients
Are there any aspects of your prospecting and lead generation skills that you are working on improving at the moment?
Yes. With our Blindspots book and program being fairly new, we’re learning ways to promote beyond our existing base and attract new fans
Hobbies, Interests?
Golf.
How can our listeners contact with you?
mark(at)breakthrough-sales.com and 614.571.8267
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