Predictable Prospecting
How to Radically Increase Your B2B Sales Pipeline
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Predictable Prospecting
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Narrated by:
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Todd Belcher
About this listen
The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout best seller hailed as a “sales bible” (Inc.).
If your organization's success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline - whether you're a sales or marketing executive, team leader, or sales representative.
Based on the acclaimed business model that made Predictable Revenue a runaway best seller, this powerful approach to B2B prospecting will help you to:
- Identify the prospects with the greatest potential
- Clearly articulate your company's competitive position
- Implement account-based sales development using ideal account profiles
- Refine your lead targeting strategy with an ideal prospect profile
- Start a conversation with people you don't know
- Land meetings through targeted campaigns
- Craft personalized email and phone messaging to address each potential buyer's awareness, needs, and challenges.
- Define, manage, and optimize sales development performance metrics
- Generate predictable revenue
You'll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals - quickly, efficiently, and predictably. The book features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit.
Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets - and generate more revenue than ever. That's the power of Predictable Prospecting.
©2016 MarylouTyler LLC and SpeakingSherpa LLC (P)2016 McGraw Hill-Ascent AudioListeners also enjoyed...
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Content marketing
- By Adam Winn on 12-22-16
By: Tomasz Tunguz, and others
-
The Science of Growth
- How Facebook Beat Friendster - and How Nine Other Startups Left the Rest in the Dust
- By: Sean Ammirati, Richard Florida - foreword
- Narrated by: Fajer Al-Kaisi
- Length: 6 hrs and 57 mins
- Unabridged
-
Overall4 out of 5 stars 112
-
Performance4.5 out of 5 stars 95
-
Story4 out of 5 stars 95
The lean entrepreneurship movement has captivated Silicon Valley and entrepreneurs across the country. It provided an agile framework to develop the right product solution for a given target market and is now used by almost every fledgling company to do just that. The next challenge is growth - to achieve the financial returns and, more importantly, the impact they dreamed of when starting off on their adventure.
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5 out of 5 stars
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Awesome book
- By Josh on 04-29-16
By: Sean Ammirati, and others
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Combo Prospecting
- The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales
- By: Tony J. Hughes
- Narrated by: Simon Mattacks
- Length: 8 hrs and 6 mins
- Unabridged
-
Overall4.5 out of 5 stars 144
-
Performance4.5 out of 5 stars 117
-
Story4.5 out of 5 stars 116
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won't provide the answers. But Combo Prospecting will...by showing how to combine time-tested sales processes with cutting-edge social media strategies and clever technology hacks.
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5 out of 5 stars
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Excellent Book
- By Amazon Customer on 04-04-18
By: Tony J. Hughes
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
- Unabridged
-
Overall4.5 out of 5 stars 110
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Performance4.5 out of 5 stars 89
-
Story4.5 out of 5 stars 88
In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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5 out of 5 stars
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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Inbound Selling
- How to Change the Way You Sell to Match How People Buy
- By: Brian Signorelli
- Narrated by: Kevin Stillwell
- Length: 7 hrs and 14 mins
- Unabridged
-
Overall4.5 out of 5 stars 47
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Performance4.5 out of 5 stars 40
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Story4.5 out of 5 stars 40
Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company’s offering might fit their needs. Now, with more than 60 percent of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.
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1 out of 5 stars
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Should be titled sales and sales management 101
- By James on 12-11-23
By: Brian Signorelli
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Scale
- Seven Proven Principles to Grow Your Business and Get Your Life Back
- By: Jeff Hoffman, David Finkel
- Narrated by: David Finkel
- Length: 7 hrs and 14 mins
- Unabridged
-
Overall4.5 out of 5 stars 214
-
Performance4.5 out of 5 stars 188
-
Story4.5 out of 5 stars 186
Business owners want growth but fear it will take over their lives. Surprisingly, the only way to truly grow your company is to reduce its reliance on you - to scale. Jeff Hoffman and David Finkel offer a blueprint to rapidly grow your business while also gaining more freedom. Based on their own experiences starting, scaling, and effectively exiting from multiple successful companies, they provide seven clear principles that will help you determine the best strategy for growth in your company.
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5 out of 5 stars
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All stuff no fluff
- By Jonathan Bonanno on 05-25-21
By: Jeff Hoffman, and others
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Driving Digital
- The Leader's Guide to Business Transformation Through Technology
- By: Isaac Sacolick
- Narrated by: Tom Parks
- Length: 10 hrs and 13 mins
- Unabridged
-
Overall4 out of 5 stars 43
-
Performance4.5 out of 5 stars 37
-
Story4 out of 5 stars 35
The race is on to become a digital enterprise. Every organization has a plan for updating products, technologies, and business processes. But that's not enough anymore. With disruptive startups outperforming industry stalwarts, executives everywhere are pushing greater growth and innovation. Staying competitive demands a complete digital transformation.
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5 out of 5 stars
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Best book I have read on Digital Transformation
- By Holistic Health on 10-20-17
By: Isaac Sacolick
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Duct Tape Selling
- Think Like a Marketer - Sell Like a Superstar
- By: John Jantsch
- Narrated by: John Jantsch
- Length: 7 hrs and 53 mins
- Unabridged
-
Overall4 out of 5 stars 39
-
Performance4.5 out of 5 stars 35
-
Story4 out of 5 stars 34
Many of the areas that salespeople struggle with these days have long been the domain of marketers, according to best-selling author John Jantsch. The traditional business model dictates that marketers own the message while sellers own the relationships. But now, Jantsch flips the usual sales approach on its head. It's no longer enough to view a salesperson's job as closing. Today's superstars must attract, teach, convert, serve, and measure while developing a personal brand that stands for trust and expertise.
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3 out of 5 stars
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not quite for audible
- By Andrea on 05-08-16
By: John Jantsch
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The Zappos Experience
- 5 Principles to Inspire, Engage, and Wow
- By: Joseph A. Michelli
- Narrated by: Joseph A. Michelli, Tom Parks
- Length: 8 hrs and 32 mins
- Unabridged
-
Overall4.5 out of 5 stars 58
-
Performance4.5 out of 5 stars 48
-
Story4.5 out of 5 stars 48
The Zappos Experience takes you through - and beyond - the playful, offbeat company culture Zappos has become famous for. Michelli reveals what occurs behind the scenes at Zappos, showing how employees at all levels operate on a day-to-day basis while providing the "big picture" leadership methods that have earned the company $1 billion in annual gross sales during the last ten years - with almost no advertising. Michelli breaks the approach down into five key elements.
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2 out of 5 stars
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Brand propaganda
- By MR A G ADELAAR on 05-22-15
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The Amazon Way: Amazon's 14 Leadership Principles
- By: John Rossman, Tom Alberg - foreword
- Narrated by: Jeff Cummings
- Length: 4 hrs and 40 mins
- Unabridged
-
Overall4.5 out of 5 stars 142
-
Performance4.5 out of 5 stars 108
-
Story4.5 out of 5 stars 106
The 3rd edition of The Amazon Way is one of the rare business leadership books giving actionable insights for innovation and business growth to be the basis for your digital transformation gameplan. The Amazon Way translates Amazon's unique culture and management practices into insights and opportunities, as only an Amazon executive and expert advisor could do for the Amazon Leadership Principles giving listeners one of the essential business leadership books for the digital era.
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5 out of 5 stars
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Good overview about Amazon
- By MrsSnuggs0512 on 06-05-24
By: John Rossman, and others
-
Think Like Amazon
- 50 1/2 Ideas to Become a Digital Leader
- By: John Rossman
- Narrated by: Jeff Cummings, John Rossman
- Length: 9 hrs and 10 mins
- Unabridged
-
Overall4.5 out of 5 stars 223
-
Performance4.5 out of 5 stars 188
-
Story4.5 out of 5 stars 188
“What would Jeff do?” Since leaving Amazon to advise start-ups and corporations, John Rossman has been asked this question countless times by executives who want to know “the secret” behind Amazon’s historic success. In this step-by-step guide, he provides 50½ answers drawn from his experience as an Amazon executive - and shows today’s business leaders how to think like Amazon, strategize like Bezos, and beat the competition like nobody’s business.
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5 out of 5 stars
-
A must read if you really want to innovate like Amazon
- By Npino on 05-19-19
By: John Rossman
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3 out of 5 stars
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1 out of 5 stars
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Levi and Travis have sold everything from gym memberships to retirement plans and enjoyed every aspect—except prospecting. In real estate, they saw that outdated tactics such as cold calling and paid advertising were ineffective and time consuming. YouTube gave them everything they needed: exposure, opportunity, and clients who would benefit most from their services. In Passive Prospecting, Levi and Travis lay out the principles of implementing a successful marketing strategy built around YouTube.
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5 out of 5 stars
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So good!
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Cracking the Sales Management Code
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Overall4.5 out of 5 stars 31
-
Performance4.5 out of 5 stars 28
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There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management.
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4 out of 5 stars
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The obvious but not obvious fact that activity influence outcomes.
- By Srastegarlari on 02-13-24
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Sales EQ
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- Unabridged
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Overall5 out of 5 stars 1,804
-
Performance5 out of 5 stars 1,558
-
Story4.5 out of 5 stars 1,546
The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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5 out of 5 stars
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Effective Approach to EQ Sales Mastery
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The Secrets of Closing the Sale
- Included Bonus: Selling with Emotional Logic
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- Original Recording
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Overall5 out of 5 stars 2,062
-
Performance5 out of 5 stars 1,786
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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
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5 out of 5 stars
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Zig Ziglar debunks all the myths holding you back from closing the sale
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-
The Only Sales Guide You'll Ever Need
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
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- Unabridged
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Overall4.5 out of 5 stars 599
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Performance4.5 out of 5 stars 511
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Story4.5 out of 5 stars 503
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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5 out of 5 stars
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Great read
- By Helpful Review on 10-12-17
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Mastering the Complex Sale: How to Compete and Win When the Stakes Are High!
- By: Jeff Thull
- Narrated by: Jeff Thull
- Length: 7 hrs and 50 mins
- Unabridged
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Overall4.5 out of 5 stars 159
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Performance4.5 out of 5 stars 136
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Story4.5 out of 5 stars 135
In today's turbulent and volatile marketplace, even the most experienced professionals are struggling with the rapid commoditization of their complex, high-value solutions. The complexity of the problems to be solved and the competitive threats we face are increasing at an alarming rate. At the same time, your customers are wrestling with mission-critical decisions and evaluating solutions that all sound the same and come packaged with a high degree of risk and a low probability of success. Your success demands an exceptional strategy and precise execution that must clearly set you apart from your competition.
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2 out of 5 stars
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I don't recommend listening
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Snap Selling
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- By: Jill Konrath
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- Unabridged
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Overall4 out of 5 stars 220
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Performance4 out of 5 stars 175
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Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. Sales strategist Jill Konrath tells you how to overcome obstacles, get more appointments, speed up decisions, and win sales with today's short-fused, frazzled customers.
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3 out of 5 stars
-
OK sales book with some good take aways
- By Glenn on 05-22-11
By: Jill Konrath
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Ultralearning
- Master Hard Skills, Outsmart the Competition, and Accelerate Your Career
- By: Scott H. Young
- Narrated by: Scott H. Young
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- Unabridged
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Overall4.5 out of 5 stars 3,053
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Performance4.5 out of 5 stars 2,506
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Story4.5 out of 5 stars 2,482
Future-proof your career and maximize your competitive advantage by learning the skill necessary to stay relevant, reinvent yourself, and adapt to whatever the workplace throws your way in this essential guide. Scott Young incorporates the latest research about the most effective learning methods and the stories of other ultralearners like himself - among them Ben Franklin, Judit Polgar, and Richard Feynman, as well as a host of others, such as little-known modern polymaths like Nigel Richards who won the World Championship of French Scrabble - without knowing French.
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5 out of 5 stars
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I Thought I Already Knew Something About Learning
- By Tyler L on 09-08-19
By: Scott H. Young
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Scaling Up
- How a Few Companies Make It...and Why the Rest Don't, Rockefeller Habits 2.0
- By: Verne Harnish
- Narrated by: Spencer Cannon
- Length: 8 hrs and 49 mins
- Unabridged
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Overall4.5 out of 5 stars 2,228
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Performance4.5 out of 5 stars 1,862
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Story4.5 out of 5 stars 1,849
It's been over a decade since Verne Harnish's best-selling book Mastering the Rockefeller Habits was first released. Scaling Up: How a Few Companies Make It...and Why the Rest Don't is the first major revision of this business classic. In Scaling Up, Harnish and his team share practical tools and techniques for building an industry-dominating business.
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1 out of 5 stars
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Literally Useless | No Way 5 Star Reviews are real
- By Michael on 01-23-15
By: Verne Harnish
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Cold Calling Sucks (and That's Why It Works)
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- By: Armand Farrokh, Nick Cegelski
- Narrated by: Armand Farrokh, Nick Cegelski
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Overall5 out of 5 stars 41
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Performance5 out of 5 stars 37
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Story5 out of 5 stars 37
Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.
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5 out of 5 stars
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Great book on cold calling
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By: Armand Farrokh, and others
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Think Faster, Talk Smarter
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- By: Matt Abrahams
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Overall4.5 out of 5 stars 178
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Performance4.5 out of 5 stars 157
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Many of us dread having to convey our ideas to others, often feeling ill-equipped, anxious, and awkward. Public speaking experts help by focusing on planned communication experiences such as slide presentations, pitches, or formal talks. Yet, most of our professional and personal communication occurs in spontaneous situations that creep up on us and all too often leave us flustered and stumbling for words. Stanford lecturer, podcast host, and communication expert Matt Abrahams provides tangible, actionable skills to help even the most anxious of speakers succeed when speaking spontaneously.
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3 out of 5 stars
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For beginners
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By: Matt Abrahams
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$100M Leads
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Overall5 out of 5 stars 2,971
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This book contains the playbooks that took me from sleeping on my gym floor to owning a portfolio of companies that generate $200 million per year in less than a decade. Want to know the biggest difference between those two time periods? How many leads I was getting.
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5 out of 5 stars
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Better than $100M Offers, But Read Both in Order
- By Jonathan and Hannah on 09-13-23
By: Alex Hormozi
What listeners say about Predictable Prospecting
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Overall1 out of 5 stars
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Performance1 out of 5 stars
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Story1 out of 5 stars
- John M. Weaver
- 05-15-24
Painful listen full of useless corporate jargon
As other have said, this sounds more like an infomercial for Salesforce than any kind of valuable business, sales, or SaaS resource. Except, rather than an upbeat salesperson on the infomercial, you get a boring reading of poorly-veiled corporate blather with little to no real-life application. I found it when searching for SaaS and SaaS sales books but I’ve been sorely disappointed.
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Overall1 out of 5 stars
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Performance1 out of 5 stars
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Story1 out of 5 stars
- Bill Francis
- 04-19-24
It was like an infommercial for Salesforce.com.
Although he was a proficient speaker, it sounded like he was reading from the script, and it was way too mechanical. Plus, it was all about salesforce.com and have time to sift through it to find anything of value. Waste of money 👎👎
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Overall1 out of 5 stars
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Performance1 out of 5 stars
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Story1 out of 5 stars
- Dmitriy
- 10-07-24
I want my time back
Don’t waste your time to hear facts about sales force. How does hearing about sales force help me or anyone prospect for new clients.
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