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Imperial Library
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Index
Cover
Title Page
Copyright
Contents
Acknowledgments
Foreword
Preface
Part 1—The Starting Point
1. The Story
2. How Do Customers Buy?
3. What Help Do Prospects Want in Their Buying Process?
4. By Territory, by Industry, by Persona
Part 2—Getting to Work
5. Preparation
6. Prep and Numbers
7. What Works
8. Daily/Weekly Skills Scorecard
9. Messaging: The Big Five
10. What Doesn’t Work
11. Numbers
12. Homework and Preparation
Part 3—On your Mark, Get Set . . .
13. Tactical Listening Skills
14. Trains and Gaps
Part 4—Go
15. Outbounding
16. Even More
17. The Phone Call
18. Objection Handling
19. Personal Habits to Overcome Objections
20. Lead-ins and Voice Mails
21. Three Levels of Why and Homework Assignments
22. Other Types of Prospecting
23. You Are Live: More Hints
Part 5—Sales Management
24. Develop the Process
25. Hiring Thoughts
26. Dashboards and Leading Indicators
27. ProActive Numbers
28. Putting It All Together for an Outbound Team
29. Summary
Index
About the Author
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