pt. I. Basic truths about prospecting. What does prospecting mean today? -- The myths and surprising facts about finding new customers -- Major factors in successful lead generation -- pt. II. Preparing for prospecting success. Planning for high-profit customers -- Fit the prospecting plan to your market -- pt. III. Tips, tools, and techniques. Time-management tactics -- Are you prospecting or wasting your time? -- Are they prospects or merely suspects? -- Best practices for making the initial contact -- Does the telephone still work? -- Customer engagement dos and don'ts -- Prospecting tools -- the telephone -- Starting the conversation -- Does anybody listen to voicemail? -- Email, communication, and connection -- Referrals and other major pipeline builders -- The value and pitfalls of social media -- Prospecting via social media -- pt. IV. The tough stuff. Getting past the gatekeeper -- Winning at the enterprise level -- Is it worth it to even try to reach the C-suite? -- Getting past the shut door -- Turning a prospect into a customer.

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