The CustomerCentric selling® field guide to prospecting and business development: techniques, tools, and exercises to win more business
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...
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | Englisch |
| Veröffentlicht: |
New York
McGraw-Hill
2013
|
| Ausgabe: | 1 edition. |
| Schlagwörter: | |
| Links: | https://learning.oreilly.com/library/view/-/9780071808057/?ar |
| Zusammenfassung: | 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. |
| Beschreibung: | Includes bibliographical references and index |
| Umfang: | 1 Online-Ressource (ix, 211 Seiten) illustrations |
| ISBN: | 9780071808057 0071808051 9780071808064 007180806X |
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| spelling | Walker, Gary VerfasserIn aut The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business by Gary Walker 1 edition. New York McGraw-Hill 2013 1 Online-Ressource (ix, 211 Seiten) illustrations Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier Includes bibliographical references and index 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. English. Selling Sales management Marketing Vente Ventes ; Gestion selling marketing Commerce Business & Economics Marketing & Sales |
| spellingShingle | Walker, Gary The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business Selling Sales management Marketing Vente Ventes ; Gestion selling marketing Commerce Business & Economics Marketing & Sales |
| title | The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business |
| title_auth | The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business |
| title_exact_search | The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business |
| title_full | The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business by Gary Walker |
| title_fullStr | The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business by Gary Walker |
| title_full_unstemmed | The CustomerCentric selling® field guide to prospecting and business development techniques, tools, and exercises to win more business by Gary Walker |
| title_short | The CustomerCentric selling® field guide to prospecting and business development |
| title_sort | customercentric selling® field guide to prospecting and business development techniques tools and exercises to win more business |
| title_sub | techniques, tools, and exercises to win more business |
| topic | Selling Sales management Marketing Vente Ventes ; Gestion selling marketing Commerce Business & Economics Marketing & Sales |
| topic_facet | Selling Sales management Marketing Vente Ventes ; Gestion selling marketing Commerce Business & Economics Marketing & Sales |
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