Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, ... Telephone, Email, Text, and Cold Calling - Rilegato

Blount, Jeb

Rilegato

ISBN 10: 1119144752 ISBN 13: 9781119144755

Casa editrice: John Wiley & Sons Inc, 2015

Riassunto

Ditch the failed sales tactics, fill your pipeline, and crush your number

Fanatical Prospecting is a straight forward, no-holds-barred guide that explains the why and how behind the most important activity in sales—prospecting. Many salespeople consistently underperform despite having stellar talent, intelligence, experience, training, and drive. This leaves many salespeople and executives wondering how to fix the gap between the capabilities of salespeople and the successful completion of sales. Instead of exhausting energy on trendy, temporary patches to sales problems, salespeople and leaders should focus on the source of their performance problems. The number one reason for failure in sales is an empty pipe and the number one cause of an empty pipe is the lack of consistent prospecting activity.

Using his trademark narrative and down to earth style, Jeb Blount removes the mystery and hyperbole surrounding prospecting. His innovative approach to prospecting teaches the skills required to effectively and efficiently prospect while balancing the activities of a busy sales day. This book teaches you how to:

• Keep the pipeline full of qualified opportunities by leveraging a balanced prospecting methodology across multiple prospecting channels
• Evade sales slumps with the assistance of the Law of Replacement and the 30-Day Rule
• Get prospects calling you using the 3 Cs of Social Selling to cross the Familiarity Threshold
• Gain more appointments and sales fast, utilizing a super easy 5 Step Telephone Prospecting Process that blasts through resistance and objections
• Double your call backs with a simple but powerful voicemail technique
• Develop the confidence to quickly bypass objections, brush-offs, and reflexive responses by employing the 3 Step Turn-around Technique
• Create persuasive, compelling emails following the 4 Step Email Prospecting Framework
• Turn prospects into customers by practicing the 7 Keys to Creating Prospecting Text Messages
• Get more done in less time, reduce stress, and overcome obstacles with the 7 Elements of Effective Time, Resource, and Territory Management
• Reach the peak of the sales profession by adopting the 7 Mindsets of Top Earners
• Achieve a real and lasting competitive edge

It's time to get off the feast or famine sales roller-coaster for good! Fanatical Prospecting is the perfect catalyst to break the cycle of frustration, stress, and failure prevalent with so many salespeople. The tools in this book will help you fill the pipeline with high quality opportunities and guide you toward becoming a top performer with the high income you deserve.

Su questo libro

Informazioni sull?autore

JEB BLOUNT is a sales acceleration specialist who helps sales organizations reach peak performancefast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. He is a sought after keynote speaker and trainer and advises many of the world's leading organizations and their executives. Jeb has been recognized as one of the Top 50 Most Influential Leaders in Sales and Marketing byTop Sales Magazine and one of the World's Top 30 Social Selling Influencers byForbes.

Dalla quarta di copertina

DISCOVER WHAT IT TAKES TO BECOME A SUPERSTAR SALESPERSON!

"In Fanatical Prospecting, you'll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb's honest, real-world approach is a refreshing and much needed wake-up call for today's salespeople and sales leaders."
Jill Konrath, bestselling author of Agile Selling, Selling to Big Companies, andSNAP Selling

"Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance.Fanatical Prospecting is a masterpiece."
Anthony Iannarino, author of 17 Elements and "The Sales Blog"

"Jeb Blount turns the most despised activity in salesprospectingupside down. He nails it with his insights, humor, and expertise, making this a book every salesperson, entrepreneur, and executive must-read. Get ready to come away with more strategies and ideas than you've ever found in one place."
Mark Hunter, "The Sales Hunter," author of High-Profit Selling: Win the Sale Without Compromising on Price

"The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now."
Don Mikes, Senior Vice President, Penske

"I have read literally hundreds of sales books and Fanatical Prospecting is among the very best. If you want to understandexactly what it takes to be successful in sales this is the book for you."
John Spence, author of Awesomely Simple and one of Trust Across America's Top 100 Thought Leaders

"Prospecting is the core, the foundation, the heart of every successful sales effort. InFanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade, provides answers for every aspect of successful prospecting. Blount explains core principles of prospecting in a storytelling style that begs you to write in the margins and put your own action plan into place."
Miles Austin, FillTheFunnel.com

Dal risvolto di copertina interno

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 developmentprospecting.

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.

With Fanatical Prospecting as a guide, salespeople can ditch all the failed strategies and trendy, ineffective approaches, that leave them frustrated and getting nowhere, and learn a sure-fire method for increasing sales. 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.

You'll discover:

• The 30-Day Rule
• The Law of Replacement
• The Law of Familiarity
• 5 Cs of Social Selling
• 5 Step Telephone Framework
• 3 Keys to Turning Around Objections
• 3 Rules of E-Mail Prospecting
• 7 Keys to Text Message Prospecting
• The 3 Ps Holding You Back
• And so much more

Jeb Blount reveals the real secret to gaining more appointments and even how to get prospects to call you with social prospecting. His simple 5-Step Telephone Prospecting Framework gives you the power to cut right through resistance and objections. Learn how to double your call backs with a simple but powerful voice mail technique and develop the confidence to quickly bypass objections, brush-offs, and reflexive responses by employing an effective 3-step turn-around technique.Fanatical Prospecting also includes winning techniques for creating persuasive, compelling e-mails and text messages that turn prospects into customers.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting.Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high-quality opportunities and become a Superstar with a super income to match.

Dettagli dell'edizione

• Editore: John Wiley & Sons Inc
• Data di pubblicazione: 2015
• Lingua: Inglese
• ISBN 10: 1119144752
• ISBN 13: 9781119144755
• Rilegatura: Copertina rigida
• Numero di pagine: 288
• Contatto del produttore: non disponibile
• Persona responsabile: non disponibile