Overview

Traditional cold calling is becoming less and less effective every day because the way people prefer to communicate is rapidly changing. Are you frustrated with the diminishing returns from traditional prospecting methods? Have you tried and failed to use social media and email to develop a consistent stream of quality leads? Do you have the sense that there should be a better calendar structure to your overall prospecting strategy, so that there's a clear, unfolding pattern of contact that turns leads into active business opportunities? In Digital Prospecting, Mike Jones and Ken Guest offer a proven, battle-tested process for an integrated twenty-first-century prospecting system that leverages today's social technologies. The book outlines the most effective ways to prospect using email and social selling interactions as the initial point of contact with the prospect. The process it offers is not meant to replace cold calls. It's meant only to give you the tools you need to evaluate which method makes the most sense, given your unique situation. Digital Prospecting is a must-listen for front-line salespeople eager to bring their business development plan up to date . . . and for the executives who train, supervise, coach, and mentor them.

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Mike Jones developed an interest in the sales and management training business when he realized the need for people to get out of their own way in order to over-achieve. His favorite part of working as an advisor to organizations and individuals is in helping them to discover their true potential and value by eliminating their head trash and self-imposed limitations. This allows him to work with a variety of companies; to abolish average and instigate opportunities and develop innovative solutions for clients and create lasting, sustainable change. Michael's strengths of real life business sense and tell it like it is advice have earned him a reputation that many would envy. Ken Guest developed an interest in executive coaching and sales training when he was a student of the Sandler system. He saw a dramatic improvement in his own sales, and, when running a sales force for a company, he saw equally dramatic improvement with his sales people. His favorite part of working as a trainer/coach for The Ruby Group is the satisfaction of seeing companies improve and reach their goals as a result of working with him and the Sandler Training methods. While Ken does not consider himself to be motivational, improved performance and job satisfaction tend to create the continued motivation in his clients, and he enjoys the benefit of seeing this. Ken's enthusiasm, infectious positive attitude, and excellent communication skills have earned him a reputation that many would envy. Sean Pratt, a working actor for over twenty-five years, has performed at numerous regional theaters around the country. He is the author of To Be or Wanna Be, and he has recorded over seven hundred books in just about every genre, earning eight AudioFile Earphones Awards and four Audie Award nominations.

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