Download or read book Fanatical Prospecting written by Jeb Blount and published by John Wiley & Sons. This book was released on 2015-09-29 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Download or read book High Profit Prospecting written by Mark Hunter, CSP and published by AMACOM. This book was released on 2016-09-16 with total page 227 pages. Available in PDF, EPUB and Kindle. Book excerpt: Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
Download or read book Introduction to Prospecting written by Edward Leslie Faulkner and published by BC, Ministry of Energy, Mines and Petroleum Resources. This book was released on 1986 with total page 127 pages. Available in PDF, EPUB and Kindle. Book excerpt: This guide to prospecting includes the identification of rocks and minerals, basic geological information describing mineral deposits, placer deposits, mining, claim staking and legal requirements, and geochemistry and geophysics.
Download or read book Combo Prospecting written by Tony Hughes and published by AMACOM. This book was released on 2018-01-11 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? 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? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.
Download or read book Sales Prospecting Strategies and Skills written by Stanis Benjamin and published by Lulu.com. This book was released on 2016-06-08 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: STANIS BENJAMIN, Director of Centre for Communication and Sales Training (CCST), has had experience in different levels of the insurance business starting as an agent and has spent almost 30 years in the insurance industry working with various clients from individuals to corporations. Strategies And Skills for prospecting is a guide to fundamentals of sales prospecting. This book gives you an insight to how sales people in similar environments can end up with different sales results while offering a creative and magical solution in prospecting clients for a thriving insurance sales career. The sales prospecting philosophy shared here is everything that any sales professional can practice to rise above the crowd by doing ordinary activities with extraordinary enthusiasm. Learn the secrets of his effective skills and techniques mixed with his light sense of humour to catapult your career at a speed you have never imagined.
Download or read book Introduction Geophysical Prospecting written by Milton B. Dobrin and published by . This book was released on 1960 with total page 456 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Introduction to Geophysical Prospecting written by Milton Burnett Dobrin and published by McGraw-Hill Companies. This book was released on 1988 with total page 906 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Biological Methods of Prospecting for Minerals written by R. R. Brooks and published by John Wiley & Sons. This book was released on 1983 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: Geobotany in mineral exploration; An introduction to geobotany in mineral exploration; Plant communities as indicators of mineralization; Indicator plants; Morphological and mutational changes induced by mineralization; Remote sensing of vegetation; An assessment of geobotanical exploration methods; Geozoology in mineral exploration; Introduction to geozoology; Land mammals as indicators of mineralization; Birds and fish as indicators of mineralization; Insects as indicators of mineralization; Biogeochemistry in mineral exploration; An introduction to biogeochemical prospecting; Soils and their formation; Accumulation of elements by plants; Biogeochemical parameters and their significance for mineral prospecting; A field guide to biogeochemical prospecting; Alternative sample types in biogeochemical prospecting; Chemical analysis of plant material; Statistical interpretation of data from biological prospecting methods; Aerial biogeochemical prospecting; Biogeochemical prospecting in the herbarium; Biogeochemical prospecting in retrospect; An element-by-element listing of biological prospecting.
Download or read book Introductory Mining Engineering written by Howard L. Hartman and published by John Wiley & Sons. This book was released on 2002-08-09 with total page 586 pages. Available in PDF, EPUB and Kindle. Book excerpt: An introductory text and reference on mining engineering highlighting the latest in mining technology Introductory Mining Engineering outlines the role of the mining engineer throughout the life of a mine, including prospecting for the deposit, determining the site's value, developing the mine, extracting the mineral values, and reclaiming the land afterward. This Second Edition is written with a focus on sustainability-managing land to meet the economic and environmental needs of the present while enhancing its ability to also meet the needs of future generations. Coverage includes aboveground and underground methods of mining for a wide range of substances, including metals, nonmetals, and fuels. Completely up to date, this book presents the latest information on such technologies as remote sensing, GPS, geophysical surveying, and mineral deposit evaluation, as well as continuous integrated mining operations and autonomous trucks. Also included is new information on landscape restoration, regional planning, wetlands protection, subsidence mitigation, and much more. New chapters include coverage of: * Environmental responsibilities * Regulations * Health and safety issues Generously supplemented with more than 200 photographs, drawings, and tables, Introductory Mining Engineering, Second Edition is an indispensable book for mining engineering students and a comprehensive reference for professionals.
Download or read book Real Estate Prospecting written by Loren K. Keim and published by Loren Keim. This book was released on 2008 with total page 220 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the Real Estate industry, as in most sales professions, prospecting is a dirty word. Far too many people enter the field of Real Estate believing they can wait for the phone to ring and earn a great living. Unfortunately, many new agents set themselves up for failure by this approach to the business.A real estate professional¿s goal is to list and sell real estate. One of the primary keys to being successful is to identify those people who truly want or need to move, and find a way to meet with them. This concept of identifying and targeting likely buyers and sellers is called prospecting, and it is a process, not an event.
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Download or read book High Profit Selling written by Mark HUNTER and published by AMACOM Div American Mgmt Assn. This book was released on 2012-02-14 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsùshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceàand that success comes only to those focused on ôprofitable sales.ö This eye-opening book shows readers how to: Avoid negotiating ò Actively listen to customers ò Match the benefits of their product or service with the customer's needs and pains ò Confidently communicate value ò Successfully execute a price increase with existing customers ò Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.
Download or read book Prospecting and Exploration of Mineral Deposits written by M. Böhmer and published by Elsevier. This book was released on 2013-10-22 with total page 513 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the completely revised edition of a book which was published in 1978 and, such was its popularity, was sold out within two years. It was described as ``An excellent compilation and condensation of a vast field of literature and experience in economic geology. Clear illustrations, charts and tables punctuate the text material very nicely... Valuable for all economic geologists and resource developers.'' (Choice).The material is illustrated by 215 text figures and 76 tables, and is presented in two parts. The first part covers the geological background of the genesis of mineral deposits as a clue to new discoveries, and the methods of geological, geochemical and geophysical prospecting. The second part concerns sampling, documentation and computation of ore reserves and economic assessment of mineral deposits. This new edition has been very extensively revised and brought up to date. This holds true particularly for the chapters on geochemical and geophysical methods, the use of photo-geology and satellite imagery, oil and gas prospecting, exploration of underwater minerals, the application of the principles of global tectonics in prospecting for deposits, and the evaluation of reserves. These new or thoroughly revised chapters comprise almost half of the entire text.
Download or read book Introduction to Prospecting written by Edward Leslie Faulkner and published by British Columbia, Ministry of Energy, Mines, and Petroleum Resources. This book was released on 1992 with total page 138 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Download or read book Peak Performance Prospecting Phase 1 written by Stephen J. Deery and published by . This book was released on 1991 with total page 84 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Prospecting Ocean written by Stefanie Hessler and published by MIT Press. This book was released on 2019-12-17 with total page 244 pages. Available in PDF, EPUB and Kindle. Book excerpt: Investigating the entanglement of industry, politics, culture, and economics at the frontier of ocean excavations through an innovative union of art and science. The oceans are crucial to the planet's well-being. They help regulate the global carbon cycle, support the resilience of ecosystems, and provide livelihoods for communities. The oceans as guardians of planetary health are threatened by many forces, including growing extractivist practices. Through the innovative lens of artistic research, Prospecting Ocean investigates the entanglement of industry, politics, culture, and economics at the frontier of ocean excavation. The result is a richly illustrated study that unites science and art to examine the ecological, cultural, philosophical, and aesthetic reverberations of this current threat to the oceans. Prospecting Oceans takes as its starting point an exhibition by the photographer and filmmaker Armin Linke, which was commissioned by TBA21–Academy, London, and first shown at the Institute of Marine Science (CNR-ISMAR) in Venice. Linke is concerned with making the invisible visible, and here he unmasks the technologies that enable extractions from the ocean, including future seabed mining for minerals and sampling of genetic data. But the book extends far beyond Linke's research, presenting the latest research from a variety of fields and employing art as the place where disciplines can converge. Integrating the work of artists with scientific, theoretical, and philosophical analysis, Prospecting Ocean demonstrates that visual culture offers new and urgent perspectives on ecological crises.
