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Sales Unplugged : The Invaluable "Go-To Guide" for Busy B2B Salespeople / Michael Walford-Grant.
- Format:
- Book
- Author/Creator:
- Walford-Grant, Michael, author.
- Language:
- English
- Subjects (All):
- Selling.
- Competition.
- Physical Description:
- 1 online resource (0 pages)
- Place of Publication:
- New York : Morgan James Publishing, [2024]
- Summary:
- Sales Unplugged is a comprehensively researched set of curated best practices for busy B2B salespeople, with the drive and ambition to succeed.
- Contents:
- Intro
- Title
- Copyright
- Table of Contents
- Acknowledgments
- Preface
- Sales Strategy &
- Planning
- Segment &
- Product/Service Combined
- Segment
- Product/Service
- Summary
- Ideal Customer
- Which Role Do You Target?
- Considerations: The Different Departments
- Prospecting
- Referrals
- Making the Call
- Voicemails
- Messaging
- General Comments
- Keep Challenging Yourself
- The Prospecting Email
- Structure of the Email
- The Body of the Email
- The Close
- General Principles
- If You Get a Reply
- The Value Proposition
- Messaging / Positioning
- Your USP: Unique Selling Point
- Elevator Pitch
- The 1st Meeting
- Connection, Curiosity, Understanding, Engagement
- Meetings Management &
- Advancing the Sale
- Qualifying an Opportunity &
- the Probability of Success
- What the Prospect / Customer Will Be Thinking Every Time They Interact With You
- Presentations
- Commercial Proposals
- The Sales &
- Buying Process
- The Buyer's Journey
- The Business Case for Change / Investment
- Sales Encounters
- Competition
- Handling Objections
- Best Practices
- Preventing Objections
- Executive Conversations
- Do Nothing: The Barriers
- Negotiations
- Closing
- Communication
- Will I Hit Target?
- The Mental Side of Sales
- Miscellaneous Tips &
- Thoughts
- PART 2: STORIES FROM THE FRONT LINE
- The Times They Are A-Changin': Bob Dylan
- Who Are You?: The Who
- Planes, Trains &
- Automobiles: 1987 movie starring Steve Martin and John Candy
- New York, New York: Frank Sinatra
- When Two Worlds Collide: Jim Reeves
- Don't Look Up: 2021 movie starring Leonardo DiCaprio and Meryl Streep
- Sliding Doors: 1998 movie starring Gwyneth Paltrow / 12 Angry Men: 1957 movie starring Henry Fonda
- Tales of the Unexpected: Roald Dahl.
- The Tears of a Clown: Smokey Robinson &
- The Miracles
- Chutzpah
- Culture Club (pioneering 1980s pop band fronted by Boy George)
- Under Pressure: David Bowie &
- Queen
- About the Author
- References.
- Notes:
- Description based on print version record.
- Includes bibliographical references.
- Other Format:
- Print version: Walford-Grant, Michael Sales Unplugged
- ISBN:
- 9781636981857
- 1636981852
- OCLC:
- 1411299354
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