Strategic Prospecting: Lannoo Publishers

Decision-makers deal with a constant stream of emails, calls and notifications every day. Overloaded inboxes and increasingly strict filters are making traditional prospecting methods - 'send more messages, make more calls' - less and less effective. Strategic Prospecting shows you how to get noticed in an increasingly crowded environment. Step by step, you will learn how to build a structured approach: from developing a clear strategy and creating relevant prospect lists to writing effective cold emails, designing sequences and using proven scripts. No theoretical concepts, but a practical guide full of examples and proven techniques that will help you start more conversations and move opportunities forward. 'This is not a "tips and tricks" book. People are looking for value, trust and a reason to take action now. Jorik understands this: he doesn't build a sales funnel, he builds a runway.

"Read it, highlight it, fold down the corners and put it into practice." -- Michael Humblet, Founder of Chaomatic, Co-founder of School of Sales and author of Why Now.

"Jorik is the man who loves prospecting, learns by doing and teaches others how to do it: Go Johnny, erm... Jorik, go go! A great book and highly recommended." -- Peter Snauwaert, Sales Manager at Cronos Group.

"This book brings traditional prospecting into the modern ICT world." -- Frank Borgenon, Sales Manager at Equans.