Introduction To Prospecting

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Fanatical Prospecting

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119144760
Total Pages : 311 pages
Book Rating : 4.1/5 (191 download)

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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!

High-Profit Prospecting

Author : Mark Hunter, CSP
Publisher : AMACOM
ISBN 13 : 0814437796
Total Pages : 227 pages
Book Rating : 4.8/5 (144 download)

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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!

Introduction to Prospecting

Author : Edward Leslie Faulkner
Publisher : BC, Ministry of Energy, Mines and Petroleum Resources
ISBN 13 : 9780771885426
Total Pages : 127 pages
Book Rating : 4.8/5 (854 download)

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Book Synopsis Introduction to Prospecting by : Edward Leslie Faulkner

Download or read book Introduction to Prospecting written by Edward Leslie Faulkner and published by BC, Ministry of Energy, Mines and Petroleum Resources. This book was released on 1986 with total page 127 pages. Available in PDF, EPUB and Kindle. Book excerpt: This guide to prospecting includes the identification of rocks and minerals, basic geological information describing mineral deposits, placer deposits, mining, claim staking and legal requirements, and geochemistry and geophysics.

Sales Prospecting Strategies and Skills

Author : Stanis Benjamin
Publisher : Lulu.com
ISBN 13 : 1365175855
Total Pages : 172 pages
Book Rating : 4.3/5 (651 download)

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Book Synopsis Sales Prospecting Strategies and Skills by : Stanis Benjamin

Download or read book Sales Prospecting Strategies and Skills written by Stanis Benjamin and published by Lulu.com. This book was released on 2016-06-08 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: STANIS BENJAMIN, Director of Centre for Communication and Sales Training (CCST), has had experience in different levels of the insurance business starting as an agent and has spent almost 30 years in the insurance industry working with various clients from individuals to corporations. Strategies And Skills for prospecting is a guide to fundamentals of sales prospecting. This book gives you an insight to how sales people in similar environments can end up with different sales results while offering a creative and magical solution in prospecting clients for a thriving insurance sales career. The sales prospecting philosophy shared here is everything that any sales professional can practice to rise above the crowd by doing ordinary activities with extraordinary enthusiasm. Learn the secrets of his effective skills and techniques mixed with his light sense of humour to catapult your career at a speed you have never imagined.

Combo Prospecting

Author : Tony Hughes
Publisher : AMACOM
ISBN 13 : 0814439128
Total Pages : 264 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Combo Prospecting by : Tony Hughes

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.

Insight Selling

Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis Insight Selling by : Mike Schultz

Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

Introductory Mining Engineering

Author : Howard L. Hartman
Publisher : John Wiley & Sons
ISBN 13 : 9780471348511
Total Pages : 586 pages
Book Rating : 4.3/5 (485 download)

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Book Synopsis Introductory Mining Engineering by : Howard L. Hartman

Download or read book Introductory Mining Engineering written by Howard L. Hartman and published by John Wiley & Sons. This book was released on 2002-08-09 with total page 586 pages. Available in PDF, EPUB and Kindle. Book excerpt: An introductory text and reference on mining engineering highlighting the latest in mining technology Introductory Mining Engineering outlines the role of the mining engineer throughout the life of a mine, including prospecting for the deposit, determining the site's value, developing the mine, extracting the mineral values, and reclaiming the land afterward. This Second Edition is written with a focus on sustainability-managing land to meet the economic and environmental needs of the present while enhancing its ability to also meet the needs of future generations. Coverage includes aboveground and underground methods of mining for a wide range of substances, including metals, nonmetals, and fuels. Completely up to date, this book presents the latest information on such technologies as remote sensing, GPS, geophysical surveying, and mineral deposit evaluation, as well as continuous integrated mining operations and autonomous trucks. Also included is new information on landscape restoration, regional planning, wetlands protection, subsidence mitigation, and much more. New chapters include coverage of: * Environmental responsibilities * Regulations * Health and safety issues Generously supplemented with more than 200 photographs, drawings, and tables, Introductory Mining Engineering, Second Edition is an indispensable book for mining engineering students and a comprehensive reference for professionals.

Biological Methods of Prospecting for Minerals

Author : R. R. Brooks
Publisher : John Wiley & Sons
ISBN 13 :
Total Pages : 344 pages
Book Rating : 4.:/5 (318 download)

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Book Synopsis Biological Methods of Prospecting for Minerals by : R. R. Brooks

Download or read book Biological Methods of Prospecting for Minerals written by R. R. Brooks and published by John Wiley & Sons. This book was released on 1983 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Geobotany in mineral exploration; An introduction to geobotany in mineral exploration; Plant communities as indicators of mineralization; Indicator plants; Morphological and mutational changes induced by mineralization; Remote sensing of vegetation; An assessment of geobotanical exploration methods; Geozoology in mineral exploration; Introduction to geozoology; Land mammals as indicators of mineralization; Birds and fish as indicators of mineralization; Insects as indicators of mineralization; Biogeochemistry in mineral exploration; An introduction to biogeochemical prospecting; Soils and their formation; Accumulation of elements by plants; Biogeochemical parameters and their significance for mineral prospecting; A field guide to biogeochemical prospecting; Alternative sample types in biogeochemical prospecting; Chemical analysis of plant material; Statistical interpretation of data from biological prospecting methods; Aerial biogeochemical prospecting; Biogeochemical prospecting in the herbarium; Biogeochemical prospecting in retrospect; An element-by-element listing of biological prospecting.

Introduction to Geophysical Prospecting

Author : Milton Burnett Dobrin
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (974 download)

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Book Synopsis Introduction to Geophysical Prospecting by : Milton Burnett Dobrin

Download or read book Introduction to Geophysical Prospecting written by Milton Burnett Dobrin and published by . This book was released on 1967 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Psychology of Selling

Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)

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Book Synopsis The Psychology of Selling by : Brian Tracy

Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Real Estate Prospecting

Author : Loren K. Keim
Publisher : Loren Keim
ISBN 13 : 0741449595
Total Pages : 220 pages
Book Rating : 4.7/5 (414 download)

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Book Synopsis Real Estate Prospecting by : Loren K. Keim

Download or read book Real Estate Prospecting written by Loren K. Keim and published by Loren Keim. This book was released on 2008 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the Real Estate industry, as in most sales professions, prospecting is a dirty word. Far too many people enter the field of Real Estate believing they can wait for the phone to ring and earn a great living. Unfortunately, many new agents set themselves up for failure by this approach to the business.A real estate professional¿s goal is to list and sell real estate. One of the primary keys to being successful is to identify those people who truly want or need to move, and find a way to meet with them. This concept of identifying and targeting likely buyers and sellers is called prospecting, and it is a process, not an event.

Introduction to Geophysical Prospecting

Author : Milton Burnett Dobrin
Publisher : McGraw-Hill Companies
ISBN 13 :
Total Pages : 906 pages
Book Rating : 4.F/5 ( download)

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Book Synopsis Introduction to Geophysical Prospecting by : Milton Burnett Dobrin

Download or read book Introduction to Geophysical Prospecting written by Milton Burnett Dobrin and published by McGraw-Hill Companies. This book was released on 1988 with total page 906 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline

Author : Marylou Tyler
Publisher : McGraw Hill Professional
ISBN 13 : 1259835650
Total Pages : 208 pages
Book Rating : 4.2/5 (598 download)

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Book Synopsis Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline by : Marylou Tyler

Download or read book Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline written by Marylou Tyler and published by McGraw Hill Professional. This book was released on 2016-08-19 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.) If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to: • Identify the prospects with the greatest potential • Clearly articulate your company’s competitive position • Implement account-based sales development using ideal account profiles • Refine your lead targeting strategy with an ideal prospect profile • Start a conversation with people you don’t know • Land meetings through targeted campaigns • Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges. • Define, manage, and optimize sales development performance metrics • Generate predictable revenue You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.

Prospecting and Exploration of Mineral Deposits

Author : M. Böhmer
Publisher : Elsevier
ISBN 13 : 0444597875
Total Pages : 513 pages
Book Rating : 4.4/5 (445 download)

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Book Synopsis Prospecting and Exploration of Mineral Deposits by : M. Böhmer

Download or read book Prospecting and Exploration of Mineral Deposits written by M. Böhmer and published by Elsevier. This book was released on 2013-10-22 with total page 513 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the completely revised edition of a book which was published in 1978 and, such was its popularity, was sold out within two years. It was described as ``An excellent compilation and condensation of a vast field of literature and experience in economic geology. Clear illustrations, charts and tables punctuate the text material very nicely... Valuable for all economic geologists and resource developers.'' (Choice).The material is illustrated by 215 text figures and 76 tables, and is presented in two parts. The first part covers the geological background of the genesis of mineral deposits as a clue to new discoveries, and the methods of geological, geochemical and geophysical prospecting. The second part concerns sampling, documentation and computation of ore reserves and economic assessment of mineral deposits. This new edition has been very extensively revised and brought up to date. This holds true particularly for the chapters on geochemical and geophysical methods, the use of photo-geology and satellite imagery, oil and gas prospecting, exploration of underwater minerals, the application of the principles of global tectonics in prospecting for deposits, and the evaluation of reserves. These new or thoroughly revised chapters comprise almost half of the entire text.

Introduction to Prospecting

Author : Edward Leslie Faulkner
Publisher : British Columbia, Ministry of Energy, Mines, and Petroleum Resources
ISBN 13 :
Total Pages : 138 pages
Book Rating : 4.F/5 ( download)

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Book Synopsis Introduction to Prospecting by : Edward Leslie Faulkner

Download or read book Introduction to Prospecting written by Edward Leslie Faulkner and published by British Columbia, Ministry of Energy, Mines, and Petroleum Resources. This book was released on 1992 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Introduction to Business

Author : Lawrence J. Gitman
Publisher :
ISBN 13 :
Total Pages : 1455 pages
Book Rating : 4./5 ( download)

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Book Synopsis Introduction to Business by : Lawrence J. Gitman

Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2024-09-16 with total page 1455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.

Principles of Geochemical Prospecting

Author : I. I. Ginzburg
Publisher : Elsevier
ISBN 13 : 1483223809
Total Pages : 332 pages
Book Rating : 4.4/5 (832 download)

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Book Synopsis Principles of Geochemical Prospecting by : I. I. Ginzburg

Download or read book Principles of Geochemical Prospecting written by I. I. Ginzburg and published by Elsevier. This book was released on 2013-10-02 with total page 332 pages. Available in PDF, EPUB and Kindle. Book excerpt: International Series of Monographs on Earth Sciences, Volume 3: Principles of Geochemical Prospecting: Techniques of Prospecting for Non-Ferrous Ores and Rare Metals covers the developments of theoretical premises of geochemical prospecting based on existing theories of endogenic and exogenic ore-formation. This volume is divided into 13 chapters, and begins with a presentation of the problems originating in geochemical prospecting. The next chapters evaluate the relative importance of different prospecting methods. Considerable chapters are devoted to a generalized view of prospecting work in different geologic, pedologic, climatic, and orographic environments. The remaining chapters are concerned with the clarification and an explanation of certain regularities, which could serve as the basis of a rational orientation of geochemical prospecting. This book is an invaluable source for geochemical prospectors, geologists, and geophysicists.