Ever notice how certain salespeople never seem to worry about where their next meeting will come from?
They're not naturally better at networking. They don't have insider connections you lack. They haven't been doing this for decades.
They built a system. A repeatable prospecting process that generates qualified leads consistently, regardless of what's happening in the market.
That's what you'll build with this book.
You get the complete prospecting framework that works across any industry, product, or platform. Whether your prospects hang out on LinkedIn, prefer email, or only respond to phone calls, the system adapts.
You'll learn:
The framework top performers use to generate consistent streams of qualified prospects
How to capture attention from busy decision makers who ignore most outreach
Specific techniques for booking meetings that actually happen
Why most prospecting advice fails and what works instead
Building a system that survives platform changes and market shifts
Prospecting is consistently ranked as the hardest part of sales. That's precisely why mastering it makes you valuable. When you can reliably generate opportunities, you control your income rather than hoping deals will appear.
The book includes practical methods for business development you can implement immediately. You'll see how to earn prospect attention, book meetings they show up for, and build skills that transfer to any sales role.
Sales professionals use this sales training to develop capabilities that set them apart from competitors. In fact, the strategies for selling work whether you're in B2B sales, consultative sales, or any field where you need to generate your own opportunities.
No fluff. No motivational speeches. Just the complete sales process for building a prospecting system that actually delivers results.
If you want:
Proven sales systems for generating qualified leads consistently
Practical B2B sales books with real business development strategies
Effective sales techniques books you can apply right away
The best sales strategies for building a reliable pipeline
A complete sales process for prospecting that works
This book delivers all of it.
Part 1: Successfully Reaching Todays Busy Buyers
Chapter 1: Why Are
Prospects So Difficult to Reach?
Chapter 2: Cold Outreach: The Good, the Bad,
the Opportunity
Chapter 3: Warming Up Your Cold Outreach Part 2: Build Your
B2B Prospecting Foundation
Chapter 4: Cold Calling Isnt Dead, Its Just
Different
Chapter 5: Email Has a Purpose (And Its Not What You Think)
Chapter 6: LinkedIn: Your Not-so-Secret Weapon Part 3: Prospecting Strategies
to Differentiate from Your Competition
Chapter 7: If All Else Fails Use
Direct Mail
Chapter 8: Strategies for Using Text Messages in Prospecting
Chapter 9: In-Person Meetings are Different
Chapter 10: The New Era of
Networking Part 4: Prospecting Mastery: Indirect Methods to Connect with
Prospects
Chapter 11: Build a Tsunami of Referrals
Chapter 12: Develop a
Power Partner Network
Chapter 13: Associations: Spend Time Where Your
Prospects Gather
Chapter 14: Speak to Sell: Become an Authority Part 5: Build
Your Unstoppable SalesTM Prospecting System
Chapter 15: Multi-Channel
Approach: Surround Your Prospect
Chapter 16: Dont Lose Touch: Your Prospect
Nurture System
Chapter 17: Build Your Unstoppable SalesSM Prospecting System
Part 6: Final Word: Your Prospecting Success Starts with You
Chapter 18: Time
Mastery: Your Secret Weapon
Chapter 19: The Future of Sales Prospecting
Shawn Casemore is a keynote speaker, sales coach, and advisor. He is the Owner and Founder of Casemore and Co. Inc., a global consulting firm. He has worked with organizations such as CN Rail, Tim Hortons, Pepsi Co., MNP, Bank of Montreal, and over 200 other leading organizations. His speaking typically includes over three dozen keynotes each year at major conferences, as well as speaking at sales kick-off meetings for major corporations.
Shawns publishing includes hundreds of articles in print and online for publications such as Forbes, Fast Company, Chief Executive, Industry Week, and The Globe and Mail. He has also written four commercially published books, including his most recent, The Unstoppable Sales Machine (Taylor & Francis, 2022), and The Unstoppable Sales Team (Taylor & Francis, 2023).
To learn more about Shawn and his work or to arrange to have him speak at your next event, visit www.shawncasemore.com.
