{"product_id":"2940149185924","title":"Profile and Qualify Prospects","description":"The purpose of this ebook is to show you how to quickly qualify prospects and identify the key buyer influences.\u003cbr\u003e\u003cbr\u003eLearning Objectives:\u003cbr\u003e\u003cbr\u003e•List your current customers by actual sales volume, and then classify them based on potential volume.\u003cbr\u003e•Categorize your customers by market and market segment in descending order by size.\u003cbr\u003e•Identify the products and services you are currently selling by market, segment and business element.\u003cbr\u003e•Identify the customer's critical value systems that influence who they do business with and the manner in which they do business.\u003cbr\u003e•Determine the sales resource allocation based on the account profile.\u003cbr\u003e•Identify the people who influence your sale by the types of decisions they make.\u003cbr\u003e•Summarize the characteristics your most profitable customers have in common.\u003cbr\u003e•Develop questions that will determine the extent to which a current prospect meets the characteristics\u003cbr\u003e\u003cbr\u003eNote: This eBook is included in Prospecting Series Compilation eBook called \"The Hunt Prospect Contact Methods.\"","brand":"Robert DeGroot","offers":[{"title":"Default Title","offer_id":47148964184304,"sku":"2940149185924","price":2.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/2940149185924_p0.jpg?v=1764004437","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/2940149185924","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}