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!

Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all - often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace - and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you'll face as a Front Line Sales Manager. If you're a sales manager, or want to become one, this book shows you how to survive-and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top-and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

From the acclaimed author of Black Hole Blues and Other Songs from Outer Space—an authoritative and accessible guide to the most alluring and challenging phenomena of contemporary science. "[Levin will] take you on a safe black hole trip, an exciting travel story enjoyed from your chair’s event horizon.” —Boston Globe Through her writing, astrophysicist Janna Levin has focused on making the science she studies not just comprehensible but also, and perhaps more important, intriguing to the nonscientist. In this book, she helps us to understand and find delight in the black hole—perhaps the most opaque theoretical construct ever imagined by physicists—illustrated with original artwork by American painter and photographer Lia Halloran. Levin takes us on an evocative exploration of black holes, provoking us to imagine the visceral experience of a black hole encounter. She reveals the influence of black holes as they populate the universe, sculpt galaxies, and even infuse the whole expanse of reality that we inhabit. Lively, engaging, and utterly unique, Black Hole Survival Guide is not just informative—it is, as well, a wonderful read from first to last.

From the cold calling, to commissions and caffeine addiction, learn the real hard truth about life in the sales profession. Lying customers. Changing quotas. Soul-crushing management. PSSD-inducing pressure (Post Sales Stress Disorder). What’s not to love about the world of sales? Whether you’ve been in sales for a while, are new to the game, or just need a lift, The Sales Survival Handbook shows you how to: Overcome objections without tears (yours and theirs) Get out of a sales slump legally Cold call without needing sedatives Beg for referrals (yes, beg) Spot common types of customers, coworkers, and managers Maintain a social life (mission impossible?) Complete with quizzes, lists, real-world advice, and all the dos and don’ts that have popped up thus far in the sales world, The Sales Survival Handbook offers you everything you need to survive the agony and enjoy the ecstasy of your sales career.

"Between phones, networks, equipment, and vendors, being a telecom manager can be a difficult task. Using four companies' actual experiences as case studies, The Telecom Manager's Survival Guide presents an easily understandable method for lining up the best possible services, putting the right tools in place, and saving the business money. The book takes a practical approach, providing a proactive system for: * Project management for the implementation of new services * Trouble resolution for equipment * Billing audit and reviews * Strategic planning for the future The Telecom Manager's Survival Guide is an important resource for anyone taking charge of their organization's telecommunications initiatives."

The Closer’s Survival Guide is perfect for sales people, negotiators, deal makers and mediators but also critically important for dreamers, investors, inventors, buyers, brokers, entrepreneurs, bankers, CEO’s, politicians and anyone who wants to close others on the way they think and get what they want in life. Show me any highly successful person, and I will show you someone who has big dreams and who knows how to close! The end game is the close.

Prospecting – finding and qualifying prospective clients – is the first step in the selling proposition. It can also be the most daunting. The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves. Then there’s the fear of rejection that makes it so hard to approach strangers and talk to them persuasively about the product or service you represent. The good salesperson recognizes these challenges and finds ways to cope with them. The great salesperson, according to sales legend Tom Hopkins, turns them to her advantage and uses them to supercharge her selling and sell, sell, sell. Whether you’re a newcomer to sales or a seasoned pro, Sales Prospecting For Dummies is your survival guide for generating new leads. Tom Hopkins helps you gain a solid perspective on what prospecting is and shares simple, yet powerful ways to build a prosperous selling career by meeting and getting to know the right people. You’ll find out how t o: Build an appealing image Polish your phone skills Tap business contacts for leads Prospect your customer list Use the power of the Internet Get the biggest bang for your advertising buck Here’s a gold mine of tried-and-true techniques and strategies for finding and keeping clients from America’s number one sales trainer. You’ll discover how to set your goals, plan your time, and multiply your leads by: Obtaining valuable free information from newspapers, magazines and specialized journals, radio and television, the Internet, and more Developing a network of friends and associates; and mining it for all it’s worth Speaking so others will listen and maximizing every meeting with every person Techniques for getting satisfied customers to become an endless source of new referrals Building your image to the point where prospects seek you out Handling failure and rejection, keeping a positive attitude, and staying motivated A concise, yet comprehensive guide to getting and maintaining a salesperson’s most vital lifeline – new prospects – Sales Prospecting For Dummies is an indispensable tool of the trade for rookies and veteran salespeople alike.

Real-World Tactics for Safety and Survival in Extreme Situations For the beginner and way beyond, Extreme Wilderness Survival has what every outdoorsman needs to stay safe in the woods: the right mind-set, skills, advanced tactics and gear choices based on real experiences. Craig Caudill of Nature Reliance School has spent four decades gathering expertise in outdoor survival—including two 30-day solo sabbaticals in remote woods with only a knife. He teaches military personnel as well as everyday citizens how to avoid trouble and what to do when you can’t avoid it. In this book, Craig puts it all together in a sensible way, step by step, for almost any scenario—from getting lost alone to extreme group tactics. You’ll learn how to: · Strengthen your mental fortitude · Heighten awareness to avoid danger · Hunt, fish and forage for food · Make gear from scratch · Use tactics and self-defense to fight off predators · Track animals and other people · Choose the right gear to help you get home safe always In this book, you’ll learn how to work with nature, not against it, so you can travel with a healthy dose of confidence and caution, stay safe and survive no matter what dangers you encounter.

This volume gives you the basic tools to transition from “pebble pup” to expert rockhound and explains everything from geology basics, identification tips, tools of the trade, how to record your findings, and how to set up a lab or gem shop. Before you know it, you’ll be driving the open roads and traveling home with dusty pockets full of rocks, gems, minerals, fossils—and maybe even gold. Features: * geology basics * popular collectibles, including rocks, gems, fossils, meteorites, and gold * tools of the trade for every level of collector * rules and regulations * polishing, preserving, crafting, and displaying your treasures

101 of the best survival tips used by the United States Army.