Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global world of unrelenting competition.

By reading this book, you are seeking constructive methods to dig new money out of the ground and guide this new found cash to profitable closure. In "Perpetual Hunger: Sales Prospecting Lessons & Strategy", you will find a series of real-life lessons, business vignettes, tactics, and strategies to help you make consistently prospect at a superior level. I like to call this "chasing smart money".

I have specifically written Perpetual Hunger to address the prospecting needs and account churn needs of sales professionals, entrepreneurs and start-ups. Our mission is to provide you with strong examples of how to engage professional buyers who are well-schooled in procurement processes. Processes that are systematic and culturally designed to unbundle seller costs. Perpetual Hunger will enable sales professionals and entrepreneurs to bring their best sales game to any buyer's boardroom table.

Author, Keynote Speaker, Trainer, Entrepreneur, Consultant Patrick Tinney is the founder and Managing Partner of Centroid Training and Marketing and author of "Perpetual Hunger: Sales Prospecting Lessons & Strategy" and "Unlocking Yes: Sales Negotiation Lessons & Strategy". Prior to Centroid, Patrick held various corporate sales and management positions at The Southam Newspaper Group, Hollinger Inc. and CanWest Media. Over his 30 year career Patrick has concluded multi-million dollar media sales and negotiation solutions for many of Canada's largest advertisers. An expert on the topic of business negotiation, techniques and trends, Patrick is frequently published in online and print business journals. He is also sought after as a trainer, executive coach and keynote speaker. Patrick is a Member of CPSA (The Canadian Professional Sales Association), a founding Director of the FDSA (Flyer Distribution Standards Association of Canada); past member of the Sheridan College, Advertising Program, Advisory Committee. Patrick holds the certification of C.P.P.P. (Certified Print Production Practitioner). Patrick Tinney is one of the most published Authors on Business Negotiation in Canada.

PART 1 Philosophy 1 Today's Sales Prospecting Big Game Hunt 2 You Need A Hungry Sales Prospecting Philosophy 3 Five Key Questions In Sales Prospecting 4 Why Sales Prospecting Integrates With Consultative Selling 5 Sales Prospectors Must Define New Customers Exercise 1 - Defining New Customers 6 Five Ways To Jumpstart Sales Prospecting Success 7 Three Bridges to Entrepreneurial Sales Prospecting 8 Sales Prospectors Product Point Of Difference is Key Exercise 2 - Point Of Difference 9 Tips On How To Build An Effective Elevator Speech Exercise 3 - A Great Elevator Speech 10 Ten Winning Prospecting Traits 11 Benefits On Steroids Exercise 4 - Benefits On Steroids 12 Attitude Is Everything In Cold Calling 13 Establishing Customer Needs 14 The Importance Of Goal Setting Exercise 5 - Planning 15 Cash Is King...The Buyers' market PART 2 Exploration & Planning 16 Profit Through Disciplined Listening 17 High Value Prospecting Questions Exercise 6 - High Value Questions 18 True Genius In Reconnaissance 19 The Need For Customer Navigators 20 Hidden Keys For Doors To Elusive Sales Prospects 21 Why Problem Solvers Win 22 Brand Alignment And Its Influences 23 Speak The Customer's Language For Greater Success 24 Product Knowledge Builds Confidence 25 Customer Planning Is Critical 26 Track Competitor Pricing 27 Power SWOT Before Major Prospecting 28 SWOT Competitors Before Prospecting 29 SWOT Your Customer Before A Sales Proposal Presentation 30 Time Management Is For Prospecting Winners 31 Cold Calling Via Mobile, Skype Or E-mail 32 Dining Entertainment Tips 33 How To Effectively Prospect At Industry Trade Shows 34 Golf Day Entertaining Tips PART 3 Relationships & Trust 35 E.Q. Versus I.Q. 36 "You The Brand" 37 Work Your Networks Exercise 7 - Work Your Networks 38 Building Trust 39 Relationships Matter 40 The Importance Of Framing Sales Calls 41 The Value Of Storytelling 42 Content Generation & Sharing 43 Add More Channels To Your Sales Hunt! 44 Smartly Navigate Price Traps 45 Smartly Withdrawing From A Customer Relationship 46 Powerful Scripting And Un-Scripting 47 Opportunity Sales Objections Exercise 8 - Opportunity Sales Objections 48 Price, Procurement And Profitability 49 Tips For Handling Aggressive Buyers 50 Reduce Stress...Save Energy 51 The Importance Of Referrals And Recommendations PART 4 Preparing to Close 52 Piercing Qualifying Questions Are The Diamond Standard Exercise 9 - Piercing Qualifying Questions 53 Be Creative When Weak 54 Why Leading Questions Are Important Exercise 10 - Proposal Presentations Leading Questions 55 Identifying And Navigating An Impasse 56 Win More Sales With Value Statements Exercise 11 - Value Statements 57 Effective Trial Closes Exercise 12 - Effective Trial Close Questions 58 How Sales Professionals "Close New Deals" PART 5 The Aftermath 59 The Value Of Post Mortem In Sales Proposal Presentations PART 6 Simple Negotiation Strategies Seven Buyer Negotiation Strategies Sales Prospectors Need To Know Strategy Summary