1 option
The CustomerCentric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business
- Format:
- Book
- Author/Creator:
- Walker, Gary, Author.
- Language:
- English
- Subjects (All):
- Selling.
- Sales management.
- Marketing.
- Physical Description:
- 1 online resource (160 pages)
- Edition:
- 1st edition
- Other Title:
- Customer Centric selling
- Place of Publication:
- [Place of publication not identified] McGraw Hill 2013
- Language Note:
- English
- System Details:
- text file
- Summary:
- The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business? If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how. The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers: The six steps to prospecting success Calculating pipeline strength and requirements Successfully engaging decision makers at the "point of need" Ways to develop and deliver a sales-ready message How to leverage relationships through social networking The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers.
- Contents:
- Cover
- About the Author
- Title Page
- Copyright Page
- Contents
- Acknowledgments
- Introduction
- Chapter 1 Getting the Most Out of This Field Guide
- Chapter 2 CustomerCentric Selling Primer
- Chapter 3 What is Prospecting?
- Chapter 4 Planning-The Six Steps to Prospecting Success
- Chapter 5 Pipeline Analysis
- Chapter 6 Preparation
- Chapter 7 Engaging at the: Point of Need
- Chapter 8 Sales Ready Messaging
- Chapter 9 Leveraging Relationships and Results Through Social Networking
- Chapter 10 Prospecting Methods
- Chapter 11 Telephone Prospecting
- Chapter 12 E-mail Prospecting
- Chapter 13 Five-Step Prospecting Methodology
- Chapter 14 Thunder and Lightning
- Chapter 15 Direct Mail Prospecting
- Chapter 16 Referral Prospecting
- Chapter 17 Drip Marketing
- Chapter 18 Getting Started
- Sources
- Index.
- Notes:
- Bibliographic Level Mode of Issuance: Monograph
- Includes bibliographical references and index.
- Description based on publisher supplied metadata and other sources.
- OCLC:
- 850704553
- Publisher Number:
- 007180806X
- 9780071808057
The Penn Libraries is committed to describing library materials using current, accurate, and responsible language. If you discover outdated or inaccurate language, please fill out this feedback form to report it and suggest alternative language.