Info
- Utilizzare la checkbox di selezione a fianco di ciascun documento per attivare le funzionalità di stampa, invio email, download nei formati disponibili del (i) record.
Fanatical prospecting : the ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, email, and cold calling / / Jeb Blount
| Fanatical prospecting : the ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, email, and cold calling / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2015] |
| Descrizione fisica | 1 online resource (240 p.) |
| Disciplina | 658.8/72 |
| Soggetto topico |
Selling
Business referrals Customer relations |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-119-14476-0
1-119-14477-9 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Praise for Fanatical Prospecting; Title Page; Copyright; Dedication; Foreword; Special Note: Free Prospecting Resources; Chapter 1: The Case for Prospecting; The Real Secret to Sustained Sales Success; In Search of the Easy Button; Stop Wishing That Things Were Easier and Start Working to Become Better; Chapter 2: Seven Mindsets of Fanatical Prospectors; Success Leaves Clues; Chapter 3: To Cold Call or Not to Cold Call?; The Fine Art of Interrupting; Stop Seeking the Easy Way Out and Start Interrupting and Engaging; Just Afraid to Make the Call-Not Cold Call
Chapter 4: Adopt a Balanced Prospecting MethodologyThe Fallacy of Putting All Your Eggs in One Basket; Avoid the Lunacy of One Size Fits All; Chapter 5: The More You Prospect, the Luckier You Get; The Universal Law of Need; The 30-Day Rule; The Law of Replacement; The Anatomy of a Sales Slump; The First Rule of Sales Slumps; Chapter 6: Know Your Numbers: Managing Your Ratios; Elite Athletes Know Their Numbers; You Cannot Be Delusional and Successful at the Same Time; Chapter 7: The Three Ps That Are Holding You Back; Procrastination; Perfectionism; Paralysis from Analysis; Disrupting the 3Ps Chapter 8: Time: The Great Equalizer of Sales24; Adopt a CEO Mindset; Protect the Golden Hours; The Fine Art of Delegation; Blocking Your Time Will Transform Your Career; Horstman's Corollary; Stick to Your Guns; Concentrate Your Power; Beware of the Ding; What Lurks in Your Inbox Can and Will Derail Your Sales Day; Leverage the Platinum Hours; Measure Your Worth; Chapter 9: The Four Objectives of Prospecting; Prospecting Is a Contact Sport; Set an Appointment; Gather Information and Qualify; Define the Strike Zone; Close the Sale; Build Familiarity Chapter 10: Leveraging the Prospecting PyramidWalk Like an Egyptian: Managing the Prospecting Pyramid; Powerful Lists Get Powerful Results; Chapter 11: Own Your Database: Why the CRM Is Your Most Important Sales Tool; Own It Like a CEO; A Trash Can or a Gold Mine; Chapter 12: The Law of Familiarity; Prospecting Lubrication; The Five Levers of Familiarity; Chapter 13: Social Selling; Social Selling Is Not a Panacea; The Social Selling Challenge; Social Selling Is Not Selling; Choosing the Right Social Channels; Five Objectives of Social Prospecting; Personal Branding; Building Familiarity Inbound Prospecting Through Insight and EducationLeveraging Insight and Education to Power Up Strategic Prospecting; Trigger-Event and Buying-Cycle Awareness; Research and Information Gathering; Outbound Prospecting; The Five Cs of Social Selling; Social Media Prospecting Tools; Social Prospecting + Outbound Prospecting = A Powerful Combination; Chapter 14: Message Matters; What You Say and How You Say It; Enthusiasm and Confidence; What You Say; WIIFM-The Power of Because; Bridging to the Because; The Secret to Crafting Powerful Bridges; Ask For What You Want; Assume You'll Get What You Want Shut Up |
| Record Nr. | UNINA-9910131385403321 |
Blount Jeb
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2015] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Fanatical prospecting : the ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, email, and cold calling / / Jeb Blount
| Fanatical prospecting : the ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, email, and cold calling / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2015] |
| Descrizione fisica | 1 online resource (240 p.) |
| Disciplina | 658.8/72 |
| Soggetto topico |
Selling
Business referrals Customer relations |
| ISBN |
1-119-14476-0
1-119-14477-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Praise for Fanatical Prospecting; Title Page; Copyright; Dedication; Foreword; Special Note: Free Prospecting Resources; Chapter 1: The Case for Prospecting; The Real Secret to Sustained Sales Success; In Search of the Easy Button; Stop Wishing That Things Were Easier and Start Working to Become Better; Chapter 2: Seven Mindsets of Fanatical Prospectors; Success Leaves Clues; Chapter 3: To Cold Call or Not to Cold Call?; The Fine Art of Interrupting; Stop Seeking the Easy Way Out and Start Interrupting and Engaging; Just Afraid to Make the Call-Not Cold Call
Chapter 4: Adopt a Balanced Prospecting MethodologyThe Fallacy of Putting All Your Eggs in One Basket; Avoid the Lunacy of One Size Fits All; Chapter 5: The More You Prospect, the Luckier You Get; The Universal Law of Need; The 30-Day Rule; The Law of Replacement; The Anatomy of a Sales Slump; The First Rule of Sales Slumps; Chapter 6: Know Your Numbers: Managing Your Ratios; Elite Athletes Know Their Numbers; You Cannot Be Delusional and Successful at the Same Time; Chapter 7: The Three Ps That Are Holding You Back; Procrastination; Perfectionism; Paralysis from Analysis; Disrupting the 3Ps Chapter 8: Time: The Great Equalizer of Sales24; Adopt a CEO Mindset; Protect the Golden Hours; The Fine Art of Delegation; Blocking Your Time Will Transform Your Career; Horstman's Corollary; Stick to Your Guns; Concentrate Your Power; Beware of the Ding; What Lurks in Your Inbox Can and Will Derail Your Sales Day; Leverage the Platinum Hours; Measure Your Worth; Chapter 9: The Four Objectives of Prospecting; Prospecting Is a Contact Sport; Set an Appointment; Gather Information and Qualify; Define the Strike Zone; Close the Sale; Build Familiarity Chapter 10: Leveraging the Prospecting PyramidWalk Like an Egyptian: Managing the Prospecting Pyramid; Powerful Lists Get Powerful Results; Chapter 11: Own Your Database: Why the CRM Is Your Most Important Sales Tool; Own It Like a CEO; A Trash Can or a Gold Mine; Chapter 12: The Law of Familiarity; Prospecting Lubrication; The Five Levers of Familiarity; Chapter 13: Social Selling; Social Selling Is Not a Panacea; The Social Selling Challenge; Social Selling Is Not Selling; Choosing the Right Social Channels; Five Objectives of Social Prospecting; Personal Branding; Building Familiarity Inbound Prospecting Through Insight and EducationLeveraging Insight and Education to Power Up Strategic Prospecting; Trigger-Event and Buying-Cycle Awareness; Research and Information Gathering; Outbound Prospecting; The Five Cs of Social Selling; Social Media Prospecting Tools; Social Prospecting + Outbound Prospecting = A Powerful Combination; Chapter 14: Message Matters; What You Say and How You Say It; Enthusiasm and Confidence; What You Say; WIIFM-The Power of Because; Bridging to the Because; The Secret to Crafting Powerful Bridges; Ask For What You Want; Assume You'll Get What You Want Shut Up |
| Record Nr. | UNINA-9910830219803321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2015] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount
| Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2020] |
| Descrizione fisica | 1 online resource (339 pages) |
| Disciplina | 658.4052 |
| Soggetto topico | Negotiation in business |
| ISBN |
1-119-54055-0
1-119-54054-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910793828903321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : Wiley, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount
| Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2020] |
| Descrizione fisica | 1 online resource (339 pages) |
| Disciplina | 658.4052 |
| Soggetto topico | Negotiation in business |
| ISBN |
1-119-54055-0
1-119-54054-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910822115603321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : Wiley, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount
| Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] |
| Descrizione fisica | 1 online resource (241 pages) |
| Disciplina | 155.93 |
| Soggetto topico |
Rejection (Psychology)
Selling BUSINESS & ECONOMICS / Industrial Management |
| ISBN |
1-119-47736-0
1-119-47737-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Asking : the most important discipline in sales -- How to ask -- The four objections you meet in a deal -- The science of resistance -- Objections are not rejection, but they feel that way -- The science behind the hurt -- The curse of rejection -- Rejection proof -- Avoiding objections is stupid -- Prospecting objections -- "Yes" has a number -- Red herrings -- Micro-commitment objections -- Buying commitment objections -- Bending win probability in your favor -- The relentless pursuit of yes. |
| Altri titoli varianti | Ultimate guide to mastering the art and science of getting past no |
| Record Nr. | UNINA-9910796854803321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount
| Objections : the ultimate guide for mastering the art and science of getting past no / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] |
| Descrizione fisica | 1 online resource (241 pages) |
| Disciplina | 155.93 |
| Soggetto topico |
Rejection (Psychology)
Selling BUSINESS & ECONOMICS / Industrial Management |
| ISBN |
1-119-47736-0
1-119-47737-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Asking : the most important discipline in sales -- How to ask -- The four objections you meet in a deal -- The science of resistance -- Objections are not rejection, but they feel that way -- The science behind the hurt -- The curse of rejection -- Rejection proof -- Avoiding objections is stupid -- Prospecting objections -- "Yes" has a number -- Red herrings -- Micro-commitment objections -- Buying commitment objections -- Bending win probability in your favor -- The relentless pursuit of yes. |
| Altri titoli varianti | Ultimate guide to mastering the art and science of getting past no |
| Record Nr. | UNINA-9910811496003321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : John Wiley & Sons, Inc., , [2018] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / / Jeb Blount
| Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2017 |
| Descrizione fisica | 1 online resource (284 pages) |
| Disciplina | 658.85019 |
| Soggetto topico | Selling - Psychological aspects |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-119-32595-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910466349803321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : Wiley, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / / Jeb Blount
| Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2017 |
| Descrizione fisica | 1 online resource (284 pages) |
| Disciplina | 658.85019 |
| Soggetto topico | Selling - Psychological aspects |
| ISBN | 1-119-32595-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910792897203321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : Wiley, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / / Jeb Blount
| Sales EQ : how ultra high performers leverage sales-specific emotional intelligence to close the complex deal / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , 2017 |
| Descrizione fisica | 1 online resource (284 pages) |
| Disciplina | 658.85019 |
| Soggetto topico | Selling - Psychological aspects |
| ISBN | 1-119-32595-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910826491303321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : Wiley, , 2017 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Virtual selling : a quick-start guide to leveraging video, technology, and virtual communication channels to engage remote buyers and close deals fast / / Jeb Blount
| Virtual selling : a quick-start guide to leveraging video, technology, and virtual communication channels to engage remote buyers and close deals fast / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [First Edition.] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2020] |
| Descrizione fisica | 1 online resource |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Sales management - Automation Information storage and retrieval systems - Selling |
| ISBN |
1-119-74277-3
1-119-74279-X |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910794299803321 |
|
Blount Jeb
|
||
| Hoboken, New Jersey : , : Wiley, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
