| 000 | 07499cam a2200997 i 4500 | ||
|---|---|---|---|
| 001 | ocn913957596 | ||
| 003 | OCoLC | ||
| 005 | 20240523125538.0 | ||
| 006 | m o d | ||
| 007 | cr ||||||||||| | ||
| 008 | 150715s2015 nju ob 001 0 eng | ||
| 010 | _a 2015027909 | ||
| 040 |
_aDLC _beng _erda _epn _cDLC _dYDX _dOCLCF _dN$T _dIDEBK _dYDXCP _dCDX _dDG1 _dTEFOD _dUMI _dCOO _dOCLCQ _dDEBBG _dD6H _dK6U _dDG1 _dS4S _dOCLCQ _dLIP _dMOQ _dOCLCQ _dFVL _dCHVBK _dU3W _dOCLCQ _dWYU _dOCLCQ _dUAB _dOCLCQ _dS9I _dRDF _dUKMGB _dC6I _dVT2 _dUKAHL _dINARC _dOCLCO _dOCLCQ _dOCLCO _dOCLCL _dOCLCQ |
||
| 015 |
_aGBB5A6531 _2bnb |
||
| 016 | 7 |
_a017472933 _2Uk |
|
| 019 |
_a935333190 _a951601941 _a957597891 _a957737854 _a982239260 _a992905780 _a1066642670 _a1100456525 _a1103259416 _a1105788673 _a1148165911 |
||
| 020 |
_a9781119176305 _q(electronic bk.) |
||
| 020 |
_a1119176301 _q(electronic bk.) |
||
| 020 |
_a9781119144779 _q(electronic bk.) |
||
| 020 |
_a1119144779 _q(electronic bk.) |
||
| 020 |
_a9781119144762 _q(electronic bk.) |
||
| 020 |
_a1119144760 _q(electronic bk.) |
||
| 020 |
_a1119144752 _q(cloth ; _qalk. paper) |
||
| 020 |
_a9781119144755 _q(cloth ; _qalk. paper) |
||
| 020 |
_z9781119144755 _q(cloth ; _qalk. paper) |
||
| 029 | 1 |
_aAU@ _b000055079410 |
|
| 029 | 1 |
_aAU@ _b000066260927 |
|
| 029 | 1 |
_aCHBIS _b010661526 |
|
| 029 | 1 |
_aCHNEW _b000944532 |
|
| 029 | 1 |
_aCHVBK _b480247684 |
|
| 029 | 1 |
_aDEBBG _bBV043399072 |
|
| 029 | 1 |
_aDEBSZ _b485060086 |
|
| 029 | 1 |
_aGBVCP _b843752505 |
|
| 029 | 1 |
_aUKMGB _b017472933 |
|
| 035 |
_a(OCoLC)913957596 _z(OCoLC)935333190 _z(OCoLC)951601941 _z(OCoLC)957597891 _z(OCoLC)957737854 _z(OCoLC)982239260 _z(OCoLC)992905780 _z(OCoLC)1066642670 _z(OCoLC)1100456525 _z(OCoLC)1103259416 _z(OCoLC)1105788673 _z(OCoLC)1148165911 |
||
| 037 |
_a4D2CD96C-6FAA-463B-A148-7250F5D13FE4 _bOverDrive, Inc. _nhttp://www.overdrive.com |
||
| 042 | _apcc | ||
| 050 | 0 | 0 | _aHF5438.25 |
| 072 | 7 |
_aBUS _x082000 _2bisacsh |
|
| 072 | 7 |
_aBUS _x041000 _2bisacsh |
|
| 072 | 7 |
_aBUS _x042000 _2bisacsh |
|
| 072 | 7 |
_aBUS _x085000 _2bisacsh |
|
| 082 | 0 | 0 |
_a658.8/72 _223 |
| 049 | _aMAIN | ||
| 100 | 1 |
_aBlount, Jeb, _eauthor. |
|
| 245 | 1 | 0 |
_aFanatical prospecting : _bthe ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, email, and cold calling / _cJeb Blount. |
| 264 | 1 |
_aHoboken, New Jersey : _bWiley, _c[2015] |
|
| 300 | _a1 online resource | ||
| 336 |
_atext _btxt _2rdacontent |
||
| 337 |
_acomputer _bc _2rdamedia |
||
| 338 |
_aonline resource _bcr _2rdacarrier |
||
| 504 | _aIncludes bibliographical references and index. | ||
| 588 | 0 | _aPrint version record and CIP data provided by publisher. | |
| 520 |
_aExplaining the why and how behind the most important activity in sales and business development--prospecting, this book offers a step-by-step, innovative approach to prospecting that works for real people, in the real world, with real prospects. -- _cEdited summary from book. |
||
| 505 | 0 | _aPraise 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 | |
| 505 | 8 | _aChapter 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 | |
| 505 | 8 | _aChapter 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 | |
| 505 | 8 | _aChapter 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 | |
| 505 | 8 | _aInbound 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 | |
| 590 |
_aJohn Wiley and Sons _bWiley Online Library: Complete oBooks |
||
| 650 | 0 | _aSelling. | |
| 650 | 0 | _aBusiness referrals. | |
| 650 | 0 | _aCustomer relations. | |
| 650 | 6 | _aVente. | |
| 650 | 6 | _aM�ethode de la boule de neige (Marketing) | |
| 650 | 7 |
_aselling. _2aat |
|
| 650 | 7 |
_aBUSINESS & ECONOMICS _xIndustrial Management. _2bisacsh |
|
| 650 | 7 |
_aBUSINESS & ECONOMICS _xManagement. _2bisacsh |
|
| 650 | 7 |
_aBUSINESS & ECONOMICS _xManagement Science. _2bisacsh |
|
| 650 | 7 |
_aBUSINESS & ECONOMICS _xOrganizational Behavior. _2bisacsh |
|
| 650 | 7 |
_aBusiness referrals _2fast |
|
| 650 | 7 |
_aCustomer relations _2fast |
|
| 650 | 7 |
_aSelling _2fast |
|
| 758 |
_ihas work: _aFanatical prospecting (Text) _1https://id.oclc.org/worldcat/entity/E39PCFyvMBtcTmbXqpdhYcrkcK _4https://id.oclc.org/worldcat/ontology/hasWork |
||
| 776 | 0 | 8 |
_iPrint version: _aBlount, Jeb. _tFanatical prospecting. _dHoboken, New Jersey : John Wiley & Sons, Inc., [2015] _z9781119144755 _w(DLC) 2015026534 |
| 856 | 4 | 0 | _uhttps://onlinelibrary.wiley.com/doi/book/10.1002/9781119176305 |
| 938 |
_aAskews and Holts Library Services _bASKH _nAH28826020 |
||
| 938 |
_aCoutts Information Services _bCOUT _n31443401 |
||
| 938 |
_aEBSCOhost _bEBSC _n1075943 |
||
| 938 |
_aProQuest MyiLibrary Digital eBook Collection _bIDEB _ncis31443401 |
||
| 938 |
_aInternet Archive _bINAR _nfanaticalprospec0000blou |
||
| 938 |
_aYBP Library Services _bYANK _n12694610 |
||
| 938 |
_aYBP Library Services _bYANK _n13137777 |
||
| 938 |
_aYBP Library Services _bYANK _n12629766 |
||
| 994 |
_a92 _bINLUM |
||
| 999 |
_c12246 _d12246 |
||