Office of Academic Resources
Chulalongkorn University
Chulalongkorn University

Home / Help

TitleHigh-profit prospecting : powerful strategies to find the best leads and drive breakthrough sales results
Author Mark Hunter
ImprintNew York, NY : American Management Association, [2017]
Descript xiii, 206 pages ; 23 cm


Pt. I. Basic truths about prospecting. What does prospecting mean today? ; The myths and surprising facts about finding new customers ; Major factors in successful lead generation -- pt. II. Preparing for prospecting success. Planning for high-profit customers ; Fit the prospecting plan to your market -- pt. III. Tips, tools, and techniques. Time-management tactics ; Are you prospecting or wasting your time? ; Are they prospects or merely suspects? ; Best practices for making the initial contact ; Does the telephone still work? ; Customer engagement dos and don'ts ; Prospecting tools--the telephone ; Starting the conversation ; Does anybody listen to voicemail? ; Email, communication, and connection ; Referrals and other major pipeline builders ; The value and pitfalls of social media ; Prospecting via social media -- pt. IV. The tough stuff. Getting past the gatekeeper ; Winning at the enterprise level ; Is it worth it to even try to reach the C-suite? ; Getting past the shut door ; Turning a prospect into a customer

Selling Business referrals Sales management

Chula Business School Library658.85 H946H 2017CHECK SHELVES

Chulalinet's Book Delivery Request


Office of Academic Resources, Chulalongkorn University, Phayathai Rd. Pathumwan Bangkok 10330 Thailand

Contact Us

Tel. 0-2218-2929,
0-2218-2927 (Library Service)
0-2218-2903 (Administrative Division)
Fax. 0-2215-3617, 0-2218-2907

Social Network


facebook   instragram