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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.
Prospecting
Mary Jane Mapes, BS, MA, CSP, is the author of three books, including The Unstoppables: Success Strategies from 12 Top Women Leaders to Supercharge Your Career; the Amazon bestseller, You CAN Teach a Pig to Sing – Create Great Relationships...with Anyone, Anytime, Anywhere, and The…
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In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? How do you break through to impossible-to-reach executive buyers who are intent…
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The Truth About Leads is a practical, easy-to-read book shedding light on the secrets that help you focus your B2B lead-generation efforts, align your sales and marketing organizations and drive revenue. Written by prospect development expert and PointClear founder and CEO Dan McDade, The Truth…
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The Digital Age has brought with it a host of marketing and sales tools. When these tools were still new, they were remarkably successful, but today, e-marketing campaigns are no longer generating the cut-through they once enjoyed. Sales teams are struggling with a shrinking number…
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You know how to sell—that’s your job, after all—but getting CEOs and VIPs to call you back is the tricky part. You’re in luck: That impossible-to-reach person isn’t so impossible to reach after all.
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Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales.
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