Staying on top of the latest sales prospecting strategies, techniques and tools is a challenging endeavor. It is difficult to dedicate time to reading valuable resources when you have to focus on daily efforts to reach your goals. However, companies striving for greatness need to tackle this challenge and allocate some time for growth and development.
The good news is that there are a lot of great resources available. The following is an overview of some of the best sales prospecting books to help boost your performance.
1) Fanatical Prospecting — Jeb Blount
Fanatical Prospecting discusses several top contemporary strategies salespeople use to attract qualified prospects to fill their pipeline. The book centers on how to effectively begin a conversation with a prospect via social selling, telephone, and email. The term “conversation” has taken on new meaning in the digital age, and this book discusses two top channels for sales engagement—social media and email.
2) Combo Prospecting — Tony Hughes
Combo Prospecting points to the benefits of synergy that come from combining old school and new media prospecting strategies. Hughes gives a lot of attention to social media and other top technology tools used to prospect efficiently. He centers his message on how companies can build a powerful network and drive profits by applying strategies that help get them in front of busy buyers that would prefer to avoid sales content.
3) High-Profit Prospecting — Mark Hunter, CSP and Mike Weinberg
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results also identifies common pitfalls in traditional sales prospecting techniques like cold calling. It offers tips on how to get the most benefit out of traditional communication channels like the phone while delivering powerful new media strategies for social media and email. There is also important discussion on how to successfully contact prospects at the C-Suite level in an organization.
4) Predictable Prospecting — Marylou Tyler and Jeremy Donovan
Especially targeted to B2B sellers, Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline outlines a system for prospecting success that includes case studies and examples to prove that it works. This book centers on strategies to reach out to potential customers that reps can apply across a range of communication channels. Its premise is that following a defined prospecting system contributes to more predictable prospecting and a healthier pipeline.
These are a just a handful of the great sales prospecting books available on the market. These books are written by industry veterans as well as established authors with a proven track record of helping reps succeed.
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