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The Only Prospecting Guide Youll Ever Need
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Book Synopsis The Last Prospecting Guide You'll Ever Need by : Bob Burg
Download or read book The Last Prospecting Guide You'll Ever Need written by Bob Burg and published by Sound Wisdom. This book was released on 2013-05-07 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you have all of the prospects you need? Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With The Last Prospecting Guide You'll Ever Need by your side, you will learn exactly how to cultivate all of the business prospects you could ever want.
Book Synopsis The Only Sales Guide You'll Ever Need by : Anthony Iannarino
Download or read book The Only Sales Guide You'll Ever Need written by Anthony Iannarino and published by Penguin. This book was released on 2016-10-11 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
Book Synopsis The Only Prospecting Guide You'll Ever Need by : Bob Burg
Download or read book The Only Prospecting Guide You'll Ever Need written by Bob Burg and published by . This book was released on 2000-01-01 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Last Prospecting Guide You'll Ever Need by : Bob Burg
Download or read book The Last Prospecting Guide You'll Ever Need written by Bob Burg and published by . This book was released on 2017-03-07 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you have all of the prospects you need? Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With The Last Prospecting Guide You'll Ever Need by your side, you will learn exactly how to cultivate all of the business prospects you could ever want.
Book Synopsis Fanatical Prospecting by : Jeb Blount
Download or read book Fanatical Prospecting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2015-09-29 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Download or read book Combo Prospecting written by Tony Hughes and published by AMACOM. This book was released on 2018-01-11 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.
Download or read book Virtual Training written by Jeb Blount and published by John Wiley & Sons. This book was released on 2021-06-22 with total page 279 pages. Available in PDF, EPUB and Kindle. Book excerpt: Remote learning has been around since the 18th century. Caleb Phillips began advertising correspondence courses in the Boston Gazette in 1728 allowing people, for the first time, to learn new skills no matter where they lived. For the past 300 years, virtual training, in its various formats, has been meandering into shore on an inevitable yet slow building tide. And then, just like that, everything changed. A global pandemic. Social distancing. Working from home. In an instant, the tide became a tsunami. The global pandemic accelerated the broad adoption of virtual instructor led training along with awareness that classroom-based training is often expensive, inefficient, and fails to deliver a fair return on investment. While it is certainly more challenging to re-create the collaborative environment of the physical classroom in a virtual setting, virtual training combines the structure, accountability, and social learning benefits of classroom training with speed, agility, and significant cost savings. Simply put, virtual training enables organizations to rapidly upskill more people, while generating a far higher return on the training investment. Virtual training is also green. Studies indicate that virtual training consumes nearly 90% less energy and produces 85% fewer CO2 emissions than classroom training. Still, the biggest challenge with virtual training, and the reason there has been so much resistance to it, is historically the experience has been excruciating. Not the quality of the curriculum or content. Not the talent of the trainer. The learning experience. There are few people who haven’t had the pleasure of sitting through agonizing virtual training sessions. Death by voice over PowerPoint, delivered by a disengaged instructor, has an especially bitter flavor. It is the way virtual training is delivered that matters most. When the virtual learning experience is emotionally positive: Participants are more engaged, embrace new competencies, and knowledge sticks Participants are more likely to show up to class and be open to future virtual training Trainers enjoy their work and gain fulfillment from making an impact Leaders book more virtual training Organizations more readily blend and integrate virtual training into learning & development initiatives This is exactly what this book is about. Virtual Training is the definitive guide to delivering virtual training that engages learners and makes new skills and behavioral changes stick. Jeb Blount, one of the most celebrated trainers and authors of our generation, walks you step-by-step through the seven elements of effective, engaging virtual learning experiences. Trainer Mindset & Emotional Discipline Production & Technology Media & Visuals Virtual Curriculum & Instructional Design Planning & Preparation Virtual Communication Skills Dynamic & Interactive Training Delivery As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to effectively deliver training in a virtual classroom. Once you master virtual training delivery and experience the power of remote learning, you may never want to go back to the physical classroom again.
Book Synopsis High-Profit Prospecting by : Mark Hunter, CSP
Download or read book High-Profit Prospecting written by Mark Hunter, CSP and published by AMACOM. This book was released on 2016-09-16 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
Download or read book Selling to Zebras written by Jeff Koser and published by Greenleaf Book Group. This book was released on 2008-10 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need "Selling to Zebras". The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: Increase close rates; Shorten sales cycles; Increase average deal size; Reduce discounting and increase margins; Make better use of scarce resources; Make customers happy, creating a stable of great references. Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.
Download or read book Fists Full of Gold written by Chris Ralph and published by . This book was released on 2010-01-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Modern Prospecting by : Roger McPherson
Download or read book Modern Prospecting written by Roger McPherson and published by . This book was released on 2003 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: A systematic approach to mineral exploration. Discover how to identify favorable areas; the different types of deposits; and research and testing techniques. Learn about developing a claim, modern assaying, geochemical prospecting, and rock and mineral alteration. With a useful glossary, handy contact information for government agencies, websites and suppliers, Modern Prospecting is the foremost how-to-do-it-right guide to prospecting in the 21st century.
Download or read book Smart Calling written by Art Sobczak and published by John Wiley & Sons. This book was released on 2020-06-23 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master cold-calling and eliminate rejection forever In the newest edition of Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling, celebrated author and sales trainer, Art Sobczak packs even more powerful insight into what many people fear: prospecting by phone for new business. This best-selling guide to "never experiencing rejection again" has consistently found its way into the Top 20 in Amazon's Sales category, because its actionable sales tips and techniques have helped many minimize their fears and eliminate rejection. The newest edition builds upon the very successful formula of the last edition to help sales professionals take control of their strategy and get more yeses from their prospects. With new information, this info-packed release provides powerful sales insights, including: The foundational concepts of cold calling, featuring real-life examples you can carry with you into your sales career Multiple case studies and messaging from successful salespeople across the globe, providing even more insight into what works and what's a waste of your time New methodologies that are proven to push you past your fear and into the world of successful prospecting Free access to Art Sobczak's Smart Calling Companion Course, where he builds on the many techniques and strategies in the book, and will update it with new material and tech resources so that you will always have the current best practices and tools. If you're failing to convert your prospects into dollars, Smart Calling will help you push past the obstacles holding you back until you're an expert at taking a "no" and turning it into a "yes."
Book Synopsis 21st Century Prospecting by : John Rosso
Download or read book 21st Century Prospecting written by John Rosso and published by . This book was released on 2021-10 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Lost Art of Closing by : Anthony Iannarino
Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Download or read book Adventure written by and published by . This book was released on 1925 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Rockhounding & Prospecting: Upper Midwest by : Jim Magnuson
Download or read book Rockhounding & Prospecting: Upper Midwest written by Jim Magnuson and published by Adventure Publications. This book was released on 2021-11-16 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: Find success on your rock hunts for popular gems and minerals by selecting the best locations to look for them. Agates, copper, gold—you want to find them! But if you’re searching without a plan, the odds are stacked against you. Whether you’re new to rock hunting or already hold an interest, prospecting is the way to maximize your success. This beginner’s guide by rockhounding expert Jim Magnuson helps you to confidently hunt for a variety of collectible and valuable gems and minerals, including agates, fossils, geodes, and gold. In each chapter, Jim introduces sought-after targets (from Lake Superior Agates to Keokuk Geodes). Then he provides a simple, step-by-step process to finding, collecting, and identifying them in the Upper Midwest. Full-color photographs show the specimens as you’re likely to see them in the field, and range maps tell you if you’re in the right place. Jim points you to locations where you’re allowed to hunt and collect, and he also includes need-to-know information about equipment recommendations, safety, and the legality of collecting. Inside you’ll find: Expert advice: discover what to look for, where to look, and how to prospect Professional photos: see specimens as you’re likely to find them in the field Essential information: learn about collecting rules, safety, and affordable equipment Bonus content: get advice on polishing your finds, metal detecting, and more Perfect for residents and visitors of Illinois, Iowa, Michigan, Minnesota, Missouri, South Dakota, and Wisconsin, Rockhounding & Prospecting: Upper Midwest is everything you need in one handy guide.
Download or read book Recruiter Journal written by and published by . This book was released on 1994 with total page 422 pages. Available in PDF, EPUB and Kindle. Book excerpt:
