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

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