March 2013
Intermediate to advanced
224 pages
5h 39m
English
book
Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls
by Michael D. Krause
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YOUR COMPUTER VIEW
Google (For companies’ websites), CRM (Zoho), LinkedIn, News source: Indeed, Yahoo–Finance, CIO, Information Week, Lead 411, and Sales Genie. Tip: Open a Twitter account and follow your news/information sources and eliminate all the other screens.
Potential lead sources: Indeed, Deloitte, LinkedIn job boards, and LinkedIn Groups.
Focus should be just like you’re driving a sports car: brake, clutch, gas, shift, gas, clutch, shift, and gas.
Computer screen should have the following up and ready:
Brake: CRM—The “brake” is your slowdown. It’s critical to stop and capture all of your information. “Stop and smell the roses.” Capture the mood of the caller and any sales intelligence from the call. Best time to call back, any pressing ...