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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 | ||
| ||
Flip the funnel [[electronic resource] ] : how to use existing customers to gain new ones / / Joseph Jaffe
| Flip the funnel [[electronic resource] ] : how to use existing customers to gain new ones / / Joseph Jaffe |
| Autore | Jaffe Joseph <1970-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2010 |
| Descrizione fisica | 1 online resource (307 p.) |
| Disciplina |
658.8
658.8/72 658.872 |
| Soggetto topico |
Customer relations
Business referrals Customer services |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-282-48185-1
9786612481857 1-118-25785-5 0-470-59124-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Flip the Funnel: How to Use Existing Customers to Gain New Ones; Contents; Foreword; Acknowledgments; Preface; Section 1: Getting Priorities Straight; Section II: A New Way Forward; Section III: Making It All Happen; Resources; Index |
| Record Nr. | UNINA-9910139516503321 |
|
Jaffe Joseph <1970->
|
||
| Hoboken, N.J., : John Wiley & Sons, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Flip the funnel : how to use existing customer to gain new ones / / Joseph Jaffe
| Flip the funnel : how to use existing customer to gain new ones / / Joseph Jaffe |
| Autore | Jaffe Joseph <1970-> |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, c2010 |
| Descrizione fisica | 1 online resource (307 p.) |
| Disciplina | 658.8/72 |
| Soggetto topico |
Customer relations
Business referrals Customer services |
| ISBN |
9786612481857
9781282481855 1282481851 9781118257852 1118257855 9780470591246 0470591242 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Flip the Funnel: How to Use Existing Customers to Gain New Ones; Contents; Foreword; Acknowledgments; Preface; Section 1: Getting Priorities Straight; Section II: A New Way Forward; Section III: Making It All Happen; Resources; Index |
| Record Nr. | UNINA-9910877546503321 |
|
Jaffe Joseph <1970->
|
||
| Hoboken, N.J., : John Wiley & Sons, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The passion conversation [[electronic resource] ] : understanding, sparking, and sustaining word of mouth marketing / / Robbin Phillips ... [et al.]
| The passion conversation [[electronic resource] ] : understanding, sparking, and sustaining word of mouth marketing / / Robbin Phillips ... [et al.] |
| Autore | Phillips Robbin |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, Inc., 2013 |
| Descrizione fisica | 1 online resource (226 p.) |
| Disciplina | 658.8/72 |
| Altri autori (Persone) | PhillipsRobbin |
| Soggetto topico |
Word-of-mouth advertising
Business referrals Marketing |
| ISBN |
1-118-76836-1
1-118-76794-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The Passion Conversation: Understanding, Sparking, and Sustaining Word of Mouth Marketing; Copyright; Content; Preface: A Note from the Authors; Introduction: The Passion Conversation is a Love Story; Chapter 1: Understanding Word of Mouth Marketing; Every Marketing Problem is a People Problem; Ditch Your Title; Forget Marketing Problems; Every Marketing Solution Must Focus on People; If You Don't Love People, Get Out of Marketing-Period; Let's Revisit the Future of Word of Mouth Marketing; It's About the Passion Conversation; Marketers Do Not Decide What Gets Talked About-People Do
Conversation Leads to ConsiderationPeople Believe People They Know and Trust; Sometimes You Want to Be Invisible and Indescribable; Provide More; Promote Less; Meet Ursa Major; Kitchen Table Passion; Chapter 2: Sparking Word of Mouth Marketing; Let's Un-Geek a Little Smart Research Together; The Word of Mouth Opportunity; What Motivations Spark Conversations?; There are Three Motivations That Spark Conversations About Brands and Organizations; Share Information | Factual & Functional; Here's How Passion Fits In; Signal Uniqueness | Distinctive & Interesting; Here's How Passion Fits In Show Emotions | Love & Hate and Shock & Awe"Like" is Not a Brains on Fire Word; Here's How Passion Fits In; Keep Emotion Top of Mind; Create Meaningful Conversation Tools; Stories are Easier to Remember and Share; Another Way to Create Emotion and Spark Word of Mouth? Disrupt Someone's Schema; Passion Tips Conversation to Advocacy; Now, Here's Where All This Academic Learning Gets Really Interesting; Offline Motivation; Online Motivation; This Leads Us to Ask the Question: Can the Conversation Channel Itself-Whether Online or Offline-Shape What People Talk About? Another Important Point About Online Conversations: They are Intermittent and SporadicOffline Conversations, However, are Flowing and Continuous; When Does Conversation Become Advocacy?; People Talk About Things They are Passionate About; How to Make the Most of the Love Stories You are About to Hear; Be Open to Finding Your Cause; Chapter 3: Heroes: A Love Story; Addiction is an Equal-Opportunity Employer; Today's World is a Connected World; The Heroes in Recovery Community Begins Internally; The Journey Box; Lead the Way; Anonymity is Not Secrecy; There's Power in Just Being There Connections are a Powerful ForceHow Do You Measure Success?; Uncovering the Passions Within Your Team; Ask the Following Questions to Help Spark a Meaningful Discussion; Dear ________, You are My Hero; Ask the Following Questions to Help Spark a Meaningful Discussion; What's Our Cause?; Ask the Following Questions to Help Spark a Meaningful Discussion; Chapter 4: The Fitness Rebellion: A Love Story; It Was Time to Change the Fitness Conversation; It's About People, Stupid; Togetherness is The Key; Meet Anya's Little Whiteboard; Working With People is Messy; Mirror, Mirror on the Wall Ask the Following Questions to Help Spark a Meaningful Discussion |
| Record Nr. | UNINA-9910790561303321 |
|
Phillips Robbin
|
||
| Hoboken, N.J., : John Wiley & Sons, Inc., 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
The passion conversation [[electronic resource] ] : understanding, sparking, and sustaining word of mouth marketing / / Robbin Phillips ... [et al.]
| The passion conversation [[electronic resource] ] : understanding, sparking, and sustaining word of mouth marketing / / Robbin Phillips ... [et al.] |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, N.J., : John Wiley & Sons, Inc., 2013 |
| Descrizione fisica | 1 online resource (226 p.) |
| Disciplina | 658.8/72 |
| Altri autori (Persone) | PhillipsRobbin |
| Soggetto topico |
Word-of-mouth advertising
Business referrals Marketing |
| Soggetto genere / forma | Electronic books. |
| ISBN | 1-118-76794-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
The Passion Conversation: Understanding, Sparking, and Sustaining Word of Mouth Marketing; Copyright; Content; Preface: A Note from the Authors; Introduction: The Passion Conversation is a Love Story; Chapter 1: Understanding Word of Mouth Marketing; Every Marketing Problem is a People Problem; Ditch Your Title; Forget Marketing Problems; Every Marketing Solution Must Focus on People; If You Don't Love People, Get Out of Marketing-Period; Let's Revisit the Future of Word of Mouth Marketing; It's About the Passion Conversation; Marketers Do Not Decide What Gets Talked About-People Do
Conversation Leads to ConsiderationPeople Believe People They Know and Trust; Sometimes You Want to Be Invisible and Indescribable; Provide More; Promote Less; Meet Ursa Major; Kitchen Table Passion; Chapter 2: Sparking Word of Mouth Marketing; Let's Un-Geek a Little Smart Research Together; The Word of Mouth Opportunity; What Motivations Spark Conversations?; There are Three Motivations That Spark Conversations About Brands and Organizations; Share Information | Factual & Functional; Here's How Passion Fits In; Signal Uniqueness | Distinctive & Interesting; Here's How Passion Fits In Show Emotions | Love & Hate and Shock & Awe"Like" is Not a Brains on Fire Word; Here's How Passion Fits In; Keep Emotion Top of Mind; Create Meaningful Conversation Tools; Stories are Easier to Remember and Share; Another Way to Create Emotion and Spark Word of Mouth? Disrupt Someone's Schema; Passion Tips Conversation to Advocacy; Now, Here's Where All This Academic Learning Gets Really Interesting; Offline Motivation; Online Motivation; This Leads Us to Ask the Question: Can the Conversation Channel Itself-Whether Online or Offline-Shape What People Talk About? Another Important Point About Online Conversations: They are Intermittent and SporadicOffline Conversations, However, are Flowing and Continuous; When Does Conversation Become Advocacy?; People Talk About Things They are Passionate About; How to Make the Most of the Love Stories You are About to Hear; Be Open to Finding Your Cause; Chapter 3: Heroes: A Love Story; Addiction is an Equal-Opportunity Employer; Today's World is a Connected World; The Heroes in Recovery Community Begins Internally; The Journey Box; Lead the Way; Anonymity is Not Secrecy; There's Power in Just Being There Connections are a Powerful ForceHow Do You Measure Success?; Uncovering the Passions Within Your Team; Ask the Following Questions to Help Spark a Meaningful Discussion; Dear ________, You are My Hero; Ask the Following Questions to Help Spark a Meaningful Discussion; What's Our Cause?; Ask the Following Questions to Help Spark a Meaningful Discussion; Chapter 4: The Fitness Rebellion: A Love Story; It Was Time to Change the Fitness Conversation; It's About People, Stupid; Togetherness is The Key; Meet Anya's Little Whiteboard; Working With People is Messy; Mirror, Mirror on the Wall Ask the Following Questions to Help Spark a Meaningful Discussion |
| Record Nr. | UNINA-9910452980803321 |
| Hoboken, N.J., : John Wiley & Sons, Inc., 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Recommended : how to sell through networking and referrals / / Andy Lopata
| Recommended : how to sell through networking and referrals / / Andy Lopata |
| Autore | Lopata Andy |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Harlow, England : , : Financial Times : , : Prentice Hall, , [2011] |
| Descrizione fisica | 1 online resource (xxii, 278 p. ) : ill |
| Disciplina | 658.872 |
| Soggetto topico |
Word-of-mouth advertising
Business referrals Business networks Marketing |
| ISBN |
0-273-75846-2
1-283-33410-0 9786613334107 0-273-75845-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Acknowledgements Preface Introduction Part One - Why you need to get recommended Chapter One What is a referral? Chapter Two The role of networking Chapter Three - Current approaches don't work Chapter Four You can t just throw mud at a wall Part Two The foundation of the ultimate referrals strategy Chapter Five The role of trust in a referrals strategy Chapter Six Do people understand how to refer you? Chapter Seven Who has the best opportunity to refer you? Part Three How your network can help you generate referrals Chapter Eight- The six degrees of separation and how they influence your referrals strategy Chapter Nine Where will your referrals come from? Chapter Ten Referrals within an organisation Chapter Eleven How to select the right networks for you Part Four How to get your network to refer you Chapter Twelve Inspiring people to refer you Chapter Thirteen When to ask for referrals Chapter Fourteen Referring others with confidence Part Five Tools you can use Chapter Fifteen LinkedIn as a referral tool Chapter Sixteen The Referral Book Chapter Seventeen - Results you can rely on In a nutshell: Ten steps to an effective referrals strategy Further resources Index |
| Altri titoli varianti | How to sell through networking and referrals |
| Record Nr. | UNINA-9910151653703321 |
|
Lopata Andy
|
||
| Harlow, England : , : Financial Times : , : Prentice Hall, , [2011] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
