Publisher Description
Traditional cold calling is becoming less and less effective every day because the way people prefer to communicate is rapidly changing.
Are you frustrated with the diminishing returns from traditional prospecting methods? Have you tried and failed to use social media and email to develop a consistent stream of quality leads? Do you have the sense that there should be a better calendar structure to your overall prospecting strategy, so that there's a clear, unfolding pattern of contact that turns leads into active business opportunities?
In Digital Prospecting, Mike Jones and Ken Guest offer a proven, battle-tested process for an integrated twenty-first-century prospecting system that leverages today's social technologies. The book outlines the most effective ways to prospect using email and social selling interactions as the initial point of contact with the prospect. The process it offers is not meant to replace cold calls. It's meant only to give you the tools you need to evaluate which method makes the most sense, given your unique situation. Digital Prospecting is a must-listen for front-line salespeople eager to bring their business development plan up to date . . . and for the executives who train, supervise, coach, and mentor them.
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About the Authors
Lloyd James (a.k.a. Sean Pratt) has been narrating since 1996 and has recorded over six hundred audiobooks. He is a seven-time winner of the AudioFile Earphones Award and has twice been a finalist for the prestigious Audie Award. His critically acclaimed performances include Elvis in the Morning by William F. Buckley Jr. and Searching for Bobby Fischer by Fred Waitzkin, among others.
Ken Guest developed an interest in executive coaching and sales training when he was a student of the Sandler system. He saw a dramatic improvement in his own sales, and, when running a sales force for a company, he saw equally dramatic improvement with his sales people. His favorite part of working as a trainer/coach for The Ruby Group is the satisfaction of seeing companies improve and reach their goals as a result of working with him and the Sandler Training methods. While Ken does not consider himself to be motivational, improved performance and job satisfaction tend to create the continued motivation in his clients, and he enjoys the benefit of seeing this. Ken’s enthusiasm, infectious positive attitude, and excellent communication skills have earned him a reputation that many would envy.
About Lloyd James
Lloyd James (a.k.a. Sean Pratt) has been narrating since 1996 and has recorded over six hundred audiobooks. He is a seven-time winner of the AudioFile Earphones Award and has twice been a finalist for the prestigious Audie Award. His critically acclaimed performances include Elvis in the Morning by William F. Buckley Jr. and Searching for Bobby Fischer by Fred Waitzkin, among others.