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HIGH-PROFIT PROSPCTNG: PWRFL STRATEGIES LEADS & RESULTS

Sales

Business & Economics

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B2B GT

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B2B & B2C

<P>Merging new strategies with proven practices, this book 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; craft compelling emails; use social media effectively; leverage referrals; get past gatekeepers and open new doors; steer clear of prospecting pitfalls; connect with the C-Suit; and more. </P>

High-Profit Prospecting

COLFR

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Front Cover.
Praise for High-Profit Prospecting by Mark Hunter.
Half Title Page.
Title Page.
Dedication.
Contents.
Foreword.
Introduction.
Basic Truths About Prospecting.
1: What Does Prospecting Mean Today?.
2: The Myths and Surprising Facts About Finding New Customers.
3: Major Factors in Successful Lead Generation.
Preparing for Prospecting Success.
4: Planning for High-Profit Customers.
5: Fit the Prospecting Plan to Your Market.
Tips, Tools, and Techniques.
6: Time-Management Tactics.
7: Are You Prospecting or Wasting Your Time?.
8: Are They Prospects or Merely Suspects?.
9: Best Practices for Making the Initial Contact.
10: Does the Telephone Still Work?.
11: Customer Engagement Dos and Don&#x2019;ts.
12: Prospecting Tools&#x2014;The Telephone.
13: Starting the Conversation.
14: Does Anybody Listen to Voicemail?.
15: Email, Communication, and Connection.
16: Referrals and Other Major Pipeline Builders.
17: The Value and Pitfalls of Social Media.
18: Prospecting via Social Media.
The Tough Stuff.
19: Getting Past the Gatekeeper.
20: Winning at the Enterprise Level.
21: Is It Worth It to Even Try to Reach the C-suite?.
22: Getting Past the Shut Door.
23: Turning a Prospect into a Customer.
24: Conclusion: Yes, You Can Do It.
Acknowledgments.
About the Author.
Index.
Copyright Page.

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High-Profit Prospecting