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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]
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- 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.