Winning At Prospecting
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Combo Prospecting
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Author : Tony Hughes
language : en
Publisher: AMACOM
Release Date : 2018-01-11
Combo Prospecting written by Tony Hughes and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-01-11 with Business & Economics categories.
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.
Million Dollar Prospecting Techniques
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Author : The Million Dollar Round Table Center for Productivity
language : en
Publisher: Wiley
Release Date : 1999-09-21
Million Dollar Prospecting Techniques written by The Million Dollar Round Table Center for Productivity and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999-09-21 with Business & Economics categories.
Yor've heard from the rest, now learn from the best-Million Dollar Prospecting Techniques Effective prospecting skills are the foundation upon which successful sales careers are built. Now, learn the secrets of effective prospecting from some of the most successful sales professionals in the world. Based on interviews with members of the prestigious Million Dollar Round Table-the top six percent of the international life insurance sales industry-Million Dollar Prospecting Techniques features fascinating and instructive case studies and anecdotes; proven prospecting strategies, systems, and formulas; and step-by-step guidance on all key aspects of sales prospecting, including: * Attitude, authenticity, and other intangibles * Locating and qualifying prospects * Leveraging the telephone's full power * Making cold calling more effective-and more fun * Building networks and getting referrals * Marketing-including a chapter on electronic marketing techniques No matter what product or service you sell, you won't want to be without this authoritative guide to the art and science of effective prospecting techniques. Also available in the Million Dollar Round Table series: Million Dollar Selling Techniques Paper * 0-471-32549-X * $16.95 USA/$26.50 CAN Million Dollar Closing Techniques Paper * 0-471-32551-1 * $16.95 USA/$26.50 CAN
Hot Prospects
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Author : Bill Good
language : en
Publisher: Simon and Schuster
Release Date : 1997-11-03
Hot Prospects written by Bill Good and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997-11-03 with Business & Economics categories.
Whatever good or service you're selling, five likely customers are worth a hundred random names. No one can help you find new business by finding those five -- or five hundred, or fifty thousand -- best-qualified customers better than Bill Good. For over a decade, Bill Good's guide to increasing new business by finding the right prospective customers has been an invaluable resource to people in every imaginable profession involving selling. Now completely revised and updated to include lessons on how email, fax machines, and the Internet can be incorporated into an effective prospecting and selling campaign, it is the most valuable tool a salesperson can own. Anyone who does any prospecting or selling by phone -- from securities, insurance, and real estate to fund-raising -- knows the frustrations and rejections inherent in "cold calling." Many people come to fear it. But why should this be so? Certainly there are people out there who need and want the product you're selling. If only you could more efficiently generate a list of just those people, weed out the hopeless cases, and launch a simple and highly effective campaign to win them to your side. Prospecting Your Way to Sales Success shows you how to do just that. Bill Good draws on all he's learned from a long, successful career teaching companies and individual entrepreneurs how to create successful prospecting campaigns. He jettisons the stale, old-school, don't-believe-a-customer-who-says-no philosophy for a plan of attack that finds good prospects while quickly screening out unqualified, uninterested customers. From the first contact to the final close, Bill Good will help you design a complete, customized prospecting campaign. In this new revised edition, bursting with fresh ideas for incorporating new media and new technologies into his proven campaign strategies, Bill Good has updated a classic and given salespeople everywhere a book they can't afford to live without.
High Profit Prospecting
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Author : Mark Hunter, CSP
language : en
Publisher: AMACOM
Release Date : 2016-09-16
High Profit Prospecting written by Mark Hunter, CSP and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-09-16 with Business & Economics categories.
Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry 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 and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
Quota Busting Prospecting Skills
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Author : Tom Hopkins
language : en
Publisher: Made For Success Publishing
Release Date : 2015-04-29
Quota Busting Prospecting Skills written by Tom Hopkins and has been published by Made For Success Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-04-29 with Business & Economics categories.
Got a quota? If you're in sales, the answer had better be a resounding "Yes!" Real success comes from reaching beyond what others expect from you - you'll miss 100% of the shots you don't take. More than any other profession, being in sales means you need to know what you're aiming for in order to be successful. How do you perfect your prospecting skills and make it fun and profitable?
No one knows the answer to that question better than the legendary Tom Hopkins, who earned more than one million dollars in commissions during the first three years of his sales career. Over the course of the past 25+ years, he's been teaching others to do the same.
There are four precise categories that every prospect falls into. Do you know who can use for your product or service? Do you know which ones can afford it? Ignore these key points, and you will struggle. Use them correctly, and you can write your own ticket to close limitless sales - and have fun in the process!
In sales, time is your most valuable commodity, and wasting it is a very expensive lesson. Quota-Busting Prospecting Skills: Strategies to Make Prospecting Fun & Profitable teaches you just how to make the most of your time with a smile. Discover which prospects are qualified before you even approach them, and stack the deck in your favor. In this program, you'll learn the secrets to:
- Finding the people to sell to
- Learning the nuances of Non-Referral prospecting
- Getting others to refer their friends to you
- Finding fortune and felicity with the phone
Using Tom's timeless techniques, you can keep your pipeline full and bust all your quotas. Now you can build a strong, loyal customer base that promises both fun and fortune!
Fearless Prospecting
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Author : Reginaldo Osnildo
language : en
Publisher: Independently Published
Release Date : 2024-04-04
Fearless Prospecting written by Reginaldo Osnildo and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-04-04 with Business & Economics categories.
Welcome to a transformative journey that promises to redefine your relationship with active prospecting and sales. If you're reading these words, chances are you're looking for something that can turn the tide in your favor, something that turns difficulties into opportunities and fear into motivation. This is not just another sales book; It is an invitation for you to embark on a less traveled path, where prospecting becomes your greatest ally in the search for success. Whether you're a solopreneur or the heart of a small business, tackling the challenge of active prospecting can seem like too steep a mountain to climb. The good news? You are not alone. This book, Fearless Prospecting: How to Win Clients When You Need It Most , is designed with you in mind, bringing not only a compendium of practical techniques and tested strategies, but also a fresh perspective on how to approach and overcome the barriers that stand between you and your growth. Through the following pages, I will guide you through a profound transformation, updating traditional prospecting concepts for our time, simplifying processes and, most importantly, helping you build a mindset that will transform the fear of selling into enthusiasm for connecting, engaging and finally conquer. Each chapter in this book has been carefully designed to complement each other, forming a map that will take you from the fundamentals of active prospecting to the most advanced strategies for maintaining lasting relationships with your clients. You will learn how to identify your target audience, develop an irresistible value proposition, use social media to your advantage, manage your prospecting time effectively, and much more. This is not just a book; is an interactive learning experience that is intended to be a turning point in your career and life. As you read, you will find invitations to reflect on your own practices and challenges to take you out of your comfort zone that will show you the real power of persistence, innovation, and resilience. So I invite you to turn the page and start this journey with me. Get ready to unlock the potential of active prospecting, transforming it from a source of stress into a powerful engine to fuel your ambitions, support your family, and grow your business. With each chapter, a new horizon will open, and together, step by step, we will build a bridge over any chasm of doubt or fear, towards the success you deserve and can definitely achieve. Yours sincerely Reginaldo Osnildo
The Winning Formula
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Author : Mark Ghaderi
language : en
Publisher: Createspace Independent Publishing Platform
Release Date : 2016-04-20
The Winning Formula written by Mark Ghaderi and has been published by Createspace Independent Publishing Platform this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-04-20 with categories.
The Winning Formula is the how-to guide to the most effective sales prospecting techniques to engage the 'C' level executives and decision makers. The Winning Formula gives salespeople, sales leaders, entrepreneurs, and executives a practical, and easy to use guide that explains the why and how behind the most important activity in sales and business development-prospecting. Step by step, Mark Ghaderi explains the reasons why the traditional prospecting methods are no longer effective in today's customer-centric and super noisy world. Mark then shares with you the science behind effectively engaging with the prospects and hold their attention while you show them your value add, all within 30 seconds or a few sentences. This book reveals the secrets, techniques, and tips of top earners. You'll learn: Why you need to be persistent and stick with prospect for multiple touches How to quickly find out what the prospect cares about and reach him/her with the right message What is the best Call To Action How to leverage the social media to make every contact a warm reach How to handle the most common prospect push-backs How to triple your prospecting productivity within days without working any harder What are the most common challenges in prospecting and how to overcome them...And there is so much more! With this comprehensive guide to sales prospecting you learn how to improve sales productivity and grow your income fast. You'll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Blitz Call
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Author : Bill Truax
language : en
Publisher:
Release Date : 2005
Blitz Call written by Bill Truax and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005 with Selling categories.
Fanatical Prospecting
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2015-09-29
Fanatical Prospecting written by Jeb Blount and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-29 with Business & Economics categories.
Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
The Winning Sales Prospecting Cadence
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Author : Bo Hamrick
language : en
Publisher:
Release Date : 2020-08-06
The Winning Sales Prospecting Cadence written by Bo Hamrick and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-08-06 with categories.
This book will give you the exact thirty-two step winning sales propescting cadence that I use personally to help generate my sales opportunities.