The Ultimate Guide For Starting Sales Conversations And Filling The Pipeline By Leveraging Social Selling, Telephone, Email, And Cold CallingBook - 2015
Most salespeople and sales leaders who marvel at the consistent year in and year out performance of sales superstars are blind to the real reason for their success. Unwilling to accept that the foundational root of all success in sales is a fanatical focus on prospecting, they waste time tilting at windmills on their quixotic pursuit of fads, silver bullets, and secret formulas they believe will deliver them into arms of success with little effort. Superstars are aware that failure in sales is not caused by a deficit of talent, skills, or training. Not a poor territory or inferior product. Not sub-par communication and presentation skills. Not a failure to ask for the business and close. Not terrible sales managers. The brutal fact is the number one reason for failure in sales is an empty pipe. The root cause of an empty pipeline is the failure to consistently prospect. For leaders, this book will be a core resource that aids teaching and coaching salespeople to become more effective prospectors. For salespeople, this book will explain the how and why behind the most important activity in sales and teach the skills and techniques required to become both effective and efficient at prospecting.
Publisher: Hoboken, New Jersey :, John Wiley & Sons, Inc.,, 
Branch Call Number: 658.872 Blount
Characteristics: xv, 288 pages :,illustrations ;,23 cm