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

Blount, Jeb; Weinberg , Mike (FRW)

ISBN 10: 1119144752 / ISBN 13: 9781119144755

Editore: Wiley, 2015

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Dati bibliografici

• Titolo: Fanatical Prospecting : The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, and Cold Calling
• Editore: Wiley
• Data di pubblicazione: 2015
• Lingua: Inglese
• ISBN 10: 1119144752
• ISBN 13: 9781119144755
• Rilegatura: Rilegato
• Condizione: As New

Descrizione articolo

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.

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.