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Fanatical prospecting : the ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, email, and cold calling

Author: Jeb Blount
Publisher: Hoboken, New Jersey : Wiley, [2015]
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
Summary:
Explaining the why and how behind the most important activity in sales and business development—prospecting, this book offers a step-by-step, innovative approach to prospecting that works for real people, in the real world, with real prospects. --
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Blount, Jeb, author.
Fanatical prospecting.
Hoboken, New Jersey : John Wiley & Sons, Inc., [2015]
(DLC) 2015026534
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Jeb Blount
ISBN: 9781119176305 1119176301 9781119144779 1119144779 9781119144762 1119144760 1119144752 9781119144755
OCLC Number: 913957596
Description: 1 online resource.
Contents: Foreword Mike Weinberg xi Special Note Free Prospecting Resources xv Chapter 1 The Case for Prospecting 1 Chapter 2 Seven Mindsets of Fanatical Prospectors 9 Chapter 3 To Cold Call or Not to Cold Call? 13 Chapter 4 Adopt a Balanced Prospecting Methodology 20 Chapter 5 The More You Prospect, the Luckier You Get 25 Chapter 6 Know Your Numbers: Managing Your Ratios 36 Chapter 7 The Three Ps That Are Holding You Back 41 Chapter 8 Time: The Great Equalizer of Sales 49 Chapter 9 The Four Objectives of Prospecting 71 Chapter 10 Leveraging the Prospecting Pyramid 84 Chapter 11 Own Your Database: Why the CRM Is Your Most Important Sales Tool 92 Chapter 12 The Law of Familiarity 96 Chapter 13 Social Selling 105 Chapter 14 Message Matters 132 Chapter 15 Telephone Prospecting Excellence 154 Chapter 16 Turning Around RBOs: Reflex Responses, Brush-Offs, and Objections 178 Chapter 17 The Secret Lives of Gatekeepers 193 Chapter 18 In-Person Prospecting 201 Chapter 19 E-Mail Prospecting 214 Chapter 20 Text Messaging 235 Chapter 21 Developing Mental Toughness 245 Chapter 22 Eleven Words That Changed My Life 264 Chapter 23 The Only Question That Really Matters 266 Notes 271 Acknowledgments 275 About the Author 278 Index 281
Responsibility: Jeb Blount.
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Abstract:

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  Read more...

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In Fanatical Prospecting, you ll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb s honest, real world Read more...

 
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