TY  - BOOK
AU  - Hunter, Mark 
TI  - High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
SN  - 9780814437766
U1  - 658.85 
PY  - 2017///
CY  - New York
PB  - AMACOM
KW  - Business referrals - Sales management
N1  - 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
6.	Time-management tactics
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
13.	Starting the conversation
14.	Does anybody listen to voicemail?
15.	Email, communication, and connection
16.	Referrals and other major pipeline builders
17.	The value and pitfalls of social media
18.	Prospecting via social media
part. IV. The tough stuff
19.	 Getting past the gatekeeper
20.	Winning at the enterprise level
21.	Is it worth it to even try to reach the C-suite?
22.	Getting past the shut door
23.	Turning a prospect into a customer
ER  -