Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
Lets get Started. Download Your Book Today NOTE: This is a summary guide and is meant as a companion to, not a replacement for, the original book. Recruiting is a war for talent. Every organization, from commercial enterprises, healthcare, non-profit, sports, and education, to the military is in an outright battle to recruit and retain these bright and talented people.
On this highly competitive, ever changing, asymmetrical battlefield, to win, you must operate at a level of excellence beyond anything asked of military recruiters before. Then, he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing recruiter.
And, with this new-found confidence, your performance as a military recruiter will soar and you will Make Mission, Fast. And just like that, everything changed. A global pandemic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours.
From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools.
Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal.
Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal.
You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
Blount's wisdom and experience will help you close more deals and keep your pipeline flowing! Synopsis of the original bookChapter-by-Chapter SummariesKey Takeaways from each chapterActionable steps to keep your pipeline fullTips and tricks and things to avoidSpecific advice on email, texting, and cold-calling leadsEditorial ReviewBackground on the authorAbout the Original Book: Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader.
It tackles the concept of prospecting from the perspective of a salesperson, sales manager and prospect. Jeb Blount expertly addresses both the person and the techniques. He gives excellent tips and suggests proven solutions to anyone who seeks to improve the efficiency and effectiveness of their prospecting endeavors and fill their sales pipeline indefinitely. ZIP Reads is wholly responsible for this content and is not associated with the original author in any way.
Summary : There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.
Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. And, with this new-found confidence, your success and income will soar. Summary : What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember.
When they have a negative experience, they tend to vote with their feet and their wallets and head straight to your competitors.
When customers have positive emotional experiences, it anchors them to your brand, your product or service, and ultimately to you.
In the twenty-first century, competitive advantages derived from unique products are services are short-lived because competitors are able to quickly and easily duplicate or match your offering. Likewise a focus on customer satisfaction and loyalty will no longer give you the competitive edge. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts.
With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results. The easy-to-follow plan will remove the mystery surrounding prospecting and have you ramping up for new business.
What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember.
When they have a negative experience, they tend to vote with their feet and their wallets and head straight to your competitors. When customers have positive emotional experiences, it anchors them to your brand, your product or service, and ultimately to you.
In the twenty-first century, competitive advantages derived from unique products are services are short-lived because competitors are able to quickly and easily duplicate or match your offering. Likewise a focus on customer satisfaction and loyalty will no longer give you the competitive edge. Delivering a legendary customer experience has emerged as the single most important competitive advantage for companies across all industries.
The rubber hits the road with account managers, project managers, sales professionals, and customer service professionals—the people most connected to customers—who are on the frontlines of customer experience.
They build unique and enduring emotional connections with customers that creating long-term revenue and profit streams. In People Love You, human relationship guru, Jeb Blount, gives you a powerful playbook for interacting with customers in a way that creates deep, enduring, visceral connections that withstand relentless economic and competitive assaults.
Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.
The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN.
Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. Click "Buy Now with 1-Click" to own your copy today! Synopsis of the original book Chapter-by-Chapter Summaries Key Takeaways from each chapter Actionable steps to keep your pipeline full Tips and tricks and things to avoid Specific advice on email, texting, and cold-calling leads Editorial Review Background on the author About the Original Book:Fanatical Prospecting is a brief but powerful wake-up call to any salesperson or team leader.
We are a participant in the Amazon Services LLC Associates Program, an affiliate advertising program designed to provide a means for us to earn fees by linking to Amazon. A perfect source for business people offers advice on how to approach prospective customers with confidence, without fear of rejection, and with enough savvy to keep them on the phone long enough to initiate business deals and increase profits for their companies--and themselves.
Read it, use it, and succeed! In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating margins-short-term strategies that are destructive to the long-term sustainability of their business.
High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher price This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line. Skip to content. Fanatical Prospecting. Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
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