October 2015
Intermediate to advanced
304 pages
6h 17m
English
book
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
by Jeb Blount, Mike Weinberg
Content preview from Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold CallingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
Contents
Special Note Free Prospecting Resources
Chapter 1 The Case for Prospecting
Chapter 2 Seven Mindsets of Fanatical Prospectors
Chapter 3 To Cold Call or Not to Cold Call?
Chapter 4 Adopt a Balanced Prospecting Methodology
Chapter 5 The More You Prospect, the Luckier You Get
Chapter 6 Know Your Numbers: Managing Your Ratios
Chapter 7 The Three Ps That Are Holding You Back
Chapter 8 Time: The Great Equalizer of Sales
Chapter 9 The Four Objectives of Prospecting
Chapter 10 Leveraging the Prospecting Pyramid
Chapter 11 Own Your Database: Why the CRM Is Your Most Important Sales Tool
Chapter 12 The Law of Familiarity
Chapter 15 Telephone Prospecting Excellence
Chapter 16 Turning Around RBOs: Reflex Responses, Brush-Offs, and Objections
Chapter 17 The Secret Lives of Gatekeepers
Chapter 18 In-Person Prospecting
Chapter 21 Developing Mental Toughness
Chapter 22 Eleven Words That Changed My Life
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.