Fishing for Whales: 14 Prospecting Principles for Enterprise Sales - Hemphill, Sam
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Fishing For Whales is the insider guide to finding success in enterprise sales prospecting. Salespeople moving from Small/Medium Business accounts into Large Enterprise Accounts, as well as firms looking to establish new large accounts, will find a treasure trove of techniques to cut through the daunting learning curve enterprise accounts require. Sam Hemphill draws on both his successes and his failures to demonstrate what works and what doesn't, so readers can learn in hours what took him years. You will learn how to: - Use Prospecting Methods that Work. - Prospect to Named, Large Accounts.…mehr

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Fishing For Whales is the insider guide to finding success in enterprise sales prospecting. Salespeople moving from Small/Medium Business accounts into Large Enterprise Accounts, as well as firms looking to establish new large accounts, will find a treasure trove of techniques to cut through the daunting learning curve enterprise accounts require. Sam Hemphill draws on both his successes and his failures to demonstrate what works and what doesn't, so readers can learn in hours what took him years. You will learn how to: - Use Prospecting Methods that Work. - Prospect to Named, Large Accounts. - Create Value Propositions that Win Business. - Effectively Cold Call the Enterprise. - Abandon A Bad Opportunity. - How to Research Your Prospect. - Getting a Yes From Decision Makers. Fishing For Whales is filled with the tips, tricks, and insider information you need to find success in enterprise sales.
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