High-profit prospecting
Subtitle: powerful strategies to find the best leads and drive breakthrough sales results
By: Mark Hunter
Publisher: AMACOM
Published: 2016
Language: eng
Number of pages: 206
ISBN-13: 9780814437766
Subjects: Sales management; Selling; Business referrals
Table of contents: title: Pt. I. Basic truths about prospecting. What does prospecting mean today?; title: The myths and surprising facts about finding new customers; title: Major factors in successful lead generation; title: pt. II. Preparing for prospecting success. Planning for high-profit customers; title: Fit the prospecting plan to your market; title: pt. III. Tips, tools, and techniques. Time-management tactics; title: Are you prospecting or wasting your time?; title: Are they prospects or merely suspects?; title: Best practices for making the initial contact; title: Does the telephone still work?; title: Customer engagement dos and don'ts; title: Prospecting tools; title: the telephone; title: Starting the conversation; title: Does anybody listen to voicemail?; title: Email, communication, and connection; title: Referrals and other major pipeline builders; title: The value and pitfalls of social media; title: Prospecting via social media; title: pt. IV. The tough stuff. Getting past the gatekeeper; title: Winning at the enterprise level; title: Is it worth it to even try to reach the C-suite?; title: Getting past the shut door; title: Turning a prospect into a customer.