| Description |
1 online resource |
|
data file |
| Physical Medium |
polychrome |
| Note |
Includes index. |
| Contents |
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. |
| Summary |
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. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Selling.
|
|
Selling. |
|
Business referrals.
|
|
Business referrals. |
|
Sales management.
|
|
Sales management. |
| Genre/Form |
Electronic books.
|
| Other Form: |
Print version: Hunter, Mark, 1956- High-profit prospecting. New York, NY : American Management Association, [2016] 9780814437766 (DLC) 2016017355 (OCoLC)948748515 |
| ISBN |
9780814437797 (electronic book) |
|
0814437796 (electronic book) |
|
9780814437766 |
|
0814437761 |
|
