Daniel Cohen is a young guy who gets sucked into the sleazy world of selling chop stocks. The penny stock firm of Cambridge Securities thrives on greed and hubris creating an intense environment that highlights the characters from Wall Streets underbelly. As soldiers like Dan toil on the phones reaching for the brass ring of early riches, the firm's principals make millions on hot Initial Public Offerings, and through trading in dubious offshore accounts. In the end, everyone loses as wealth is converted to jail terms. Does Dan lose his soul? Find out who that broker on the other end of the line just might be. You'll never open an account over the phone again. Greed, corruption, suicide, innocence lost, relationships strained, sex, drugs, unique characters, and just plain bad behavior... this book has them all.
Cold Calls. Do any other words strike such fear? Sales calls, calls seeking employment, real estate and investment "prospecting", telephone polling -- all require skill, courage, stamina, and personality. This book includes innovative techniques, including the Telephone Commercial theory, Strategic Scripting, Call Metronome, and the popular Call Caffeine motivation program.
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
A leading expert on referral selling outlines practical steps for managers on how to generate business productively and profitably, in a guide that outlines a five-step plan for encouraging customer loyalty, making effective presentations, and overcoming key obstacles. Reprint.
There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!"- Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors. Never Cold Call Again offers practical, step-by-step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self-promotion, generating endless leads, how to win prospects using e-mail, prospecting on the Web, networking, developing effective proposals, and much more. Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self-published hit Cold Calling Is a Waste of Time (0-9765163-0-6).
This guidebook is a vital resource for all sales professionals, brimming with field-proven techniques that work in any industry. Completely revised with fresh examples and all new chapters, the second edition of Red-Hot Cold Call Selling reveals the secrets, strategies, and tips you can use to elevate your prospecting skills and take their sales into the stratosphere. You will learn how you can: define and target your ideal market -- and stop squandering time, energy, and money on unfocused prospecting develop a personalized script utilizing all the elements of a successful cold call get valuable information from assistants -- and then get past them view voice mail not as a frustrating barrier, but as a unique opportunity Red-Hot Cold Call Selling includes new information on using the Internet for research and prospecting; cold-calling internationally; using e-mail instead of calling; and much more.
Stewart Rogers has made 100,000 cold calls...and lived to tell about it. Now, in Lessons from 100,000 Cold Calls, this veteran sales pro shows salespeople how to cold call their way to success. Compiling his lessons and techniques into an easy-to-use guide, Rogers shows salespeople how to: -Set realistic, yet challenging goals -Build a master database of sales prospects -Write simple yet powerful scripts -Build immediate and intimate trust by phone -Sell concept and credibility in 60 seconds -Sell ethically by phone Free audio samples available for download online will help readers hone their phone and selling skills. B2B telemarketing is as hot as ever, and Lessons from 100,000 Cold Calls is the one book salespeople need.
