Table of Contents
Introduction 1
Section 1: Your market, the iceberg
Chapter 1: The tip of the iceberg 9
Chapter 2: Below the waterline 23
Chapter 3: The lost art of P2P prospecting 35
Section 2: Managing your data and identifying your prospects
Chapter 4: Consolidating your data 51
Chapter 5: Building a new list 65
Chapter 6: Preparing for first contact 85
Section 3: 4 steps to consistent sales through P2P prospecting
Introducing the four-step method 99
Step 1: Define your prospecting value proposition 103
Step 2: Refine your pitch 119
Step 3: Streamline your process 147
Step 4: Align your follow-up 167
Conclusion 175
About the Author 181
Where to go from here 183