The CustomerCentric Selling (R) Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business by Amazonundefined
Description
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.
O autorze
Gary Walker
is a cofounder of CustomerCentric Systems, LLC, which
Training Magazine
routinely lists among its top 25 sales training companies.
Product information
- Długość wersji drukowanej:224 str.
- Język:Angielski
- Wydawca:McGraw-Hill Education - Europe
- Data publikacji:16 kwietnia 2013
- Wymiary:15.24 x 1.52 x 22.86 cm
- ISBN-10:0071808051
- ISBN-13:978-0071808057
- Author:Gary Walker
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