High-profit prospecting : powerful strategies to find the best leads and drive breakthrough sales results

High-profit prospecting powerful strategies to find the best leads and drive breakthrough sales results

Sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices High-Profit Prospecting puts the power back where it belongs-in your hands. Follow its formula and start bringing in valuable new business.

Bibliographic Details
Other Authors: Hunter, Mark, author (author), Blout, Jeb, author, Weinberg, Mike, author
Format: eBook
Language:Inglés
Published: New York : AMACOM, American Management Association [2017]
Edition:1st edition
Series:Gale eBooks
Subjects:
Selling.
Business referrals.
Sales management.
See on Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630260306719
Table of Contents:
  • Cover; Contents; Foreword; Introduction; PART I: BASIC TRUTHS ABOUT PROSPECTING; 1. What Does Prospecting Mean Today?; 2. The Myths and Surprising Facts about Finding New Customers; 3. Major Factors in Successful Lead Generation; PART II: PREPARING FOR PROSPECTING SUCCESS; 4. Planning for High-Profit Customers; 5. Fit the Prospecting Plan to Your Market; PART III: TIPS, TOOLS, AND TECHNIQUES; 6. Time-Management Tactics; 7. Are You Prospecting or Wasting Your Time?; 8. Are They Prospects or Merely Suspects?; 9. Best Practices for Making the Initial Contact; 10. Does the Telephone Still Work?
  • 11. Customer Engagement Dos and Don'ts12. Prospecting Tools-the Telephone; 13. Starting the Conversation; 14. Does Anybody Listen to Voicemail?; 15. Email, Communication, and Connection; 16. Referrals and Other Major Pipeline Builders; 17. The Value and Pitfalls of Social Media; 18. Prospecting via Social Media; PART IV: THE TOUGH STUFF; 19. Getting Past the Gatekeeper; 20. Winning at the Enterprise Level; 21. Is It Worth It to Even Try to Reach the C-suite?; 22. Getting Past the Shut Door; 23. Turning a Prospect into a Customer; Conclusion: Yes, You Can Do It!; Acknowledgments
  • About the AuthorIndex; A; B; C; D; E; F; G; H; I; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y; Free Sample from High-Profit Selling; About AMACOM

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