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High-profit prospecting : powerful strategies to find the best leads and drive breakthrough sales results /
Buyers are evolving -- and so should your prospecting. In this book, sales expert Mark Hunter aims to shatter costly prospecting myths and eliminate confusion about what works today.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
American Management Association,
[2017]
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
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| 100 | 1 | |a Hunter, Mark, |d 1956- |e author. | |
| 245 | 1 | 0 | |a High-profit prospecting : |b powerful strategies to find the best leads and drive breakthrough sales results / |c by Mark Hunter. |
| 264 | 1 | |a New York : |b American Management Association, |c [2017] | |
| 264 | 4 | |c ©2017 | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 347 | |a data file | ||
| 500 | |a Includes index. | ||
| 588 | 0 | |a Online resource; title from PDF title page (EBSCO, viewed August 9, 2016). | |
| 505 | 0 | |a Part. I. Basic truths about prospecting. What does prospecting mean today? -- The myths and surprising facts about finding new customers -- Major factors in successful lead generation -- part. II. Preparing for prospecting success. Planning for high-profit customers -- Fit the prospecting plan to your market -- part. III. Tips, tools, and techniques. Time-management tactics -- Are you prospecting or wasting your time? -- Are they prospects or merely suspects? -- Best practices for making the initial contact -- Does the telephone still work? -- Customer engagement dos and don'ts -- Prospecting tools -- the telephone -- Starting the conversation -- Does anybody listen to voicemail? -- Email, communication, and connection -- Referrals and other major pipeline builders -- The value and pitfalls of social media -- Prospecting via social media -- part. IV. The tough stuff. Getting past the gatekeeper -- Winning at the enterprise level -- Is it worth it to even try to reach the C-suite? -- Getting past the shut door -- Turning a prospect into a customer. | |
| 520 | |a Buyers are evolving -- and so should your prospecting. In this book, sales expert Mark Hunter aims to shatter costly prospecting myths and eliminate confusion about what works today. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Business referrals. | |
| 650 | 0 | |a Sales management. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Méthode de la boule de neige (Marketing) | |
| 650 | 6 | |a Ventes |x Gestion. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a Business referrals |2 fast | |
| 650 | 7 | |a Sales management |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Hunter, Mark, 1956- |t High-profit prospecting. |d New York, NY : American Management Association, [2016] |z 9780814437766 |w (DLC) 2016017355 |w (OCoLC)948748515 |
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