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Build it and they will come rarely works in business so you have to go out and find your ideal target buyers. That means Prospecting! The tools and tactics may have changed but prospecting remains one of the hardest parts of selling. This collection of books will hopefully make it a little easier.
Featured Book Of The Week
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build a business; it's also one of the most dreaded for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this…
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About the book author
Art Sobczak
Prospecting
'42 Rules of Cold Calling Executives (2nd Edition)' is an easy to read book that gives concise, easy to implement methods to get results with cold calls. Many sales professionals find that part of their job difficult and unpleasant yet the 42 Rules gives them…
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As a salesperson, connecting with and converting prospects is one of your main goals. With all the options and knowledge at the fingertips of potential customers, it can be hard to stand out from all the others selling out there.Selling is about more than just…
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There is no way to avoid objections when telephone prospecting. The skill is in managing them when they come, and use them to create a sales conversation. The Objection Handling Handbook explores the most common objections we face when prospecting. The present specific steps to…
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Raise your hand if your company needs more new customers. I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is…
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"I highly recommend reading this book!" -Tony Hsieh, CEO, Zappos.com Lots of businesses are respected, but only an elite few have passionate, loyal, vocal fans. The kind of customers who not only come back time and time again, but rave to friends, family, and even…
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What if the best way to grow your network isn’t by introducing yourself to strangers at cocktail parties, handing out business cards, or signing up for the latest online tool, but by developing a better understanding of the existing network that’s already around you? We…
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Th ere is a silver bullet in sales - when you get to highly motivated decision makers at EXACTL Y the right time: after they experience a 'Trigger Event' BUT (or AN D) before they call your competition. When you have the right timing the…
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This book will increase your prospecting for new business! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering.
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