Contents
Foreword by Jeb Blount
Introduction by Mike Weinberg
PART I: BASIC TRUTHS ABOUT PROSPECTING
1.What Does Prospecting Mean Today?
2.The Myths and Surprising Facts about Finding New Customers
3.Major Factors in Successful Lead Generation
PART II: PREPARING FOR PROSPECTING SUCCESS
4.Planning for High-Profit Customers
5.Fit the Prospecting Plan to Your Market
PART III: TIPS, TOOLS, AND TECHNIQUES
7.Are You Prospecting or Wasting Your Time?
8.Are They Prospects or Merely Suspects?
9.Best Practices for Making the Initial Contact
10.Does the Telephone Still Work?
11.Customer Engagement Dos and Don’ts
12.Prospecting Tools—the Telephone
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