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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business

Af: Gary Walker Engelsk Paperback
SPAR
kr 55

The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business

Af: Gary Walker Engelsk Paperback

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.

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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.

Produktdetaljer
Sprog: Engelsk
Sider: 224
ISBN-13: 9780071808057
Indbinding: Paperback
Udgave:
ISBN-10: 0071808051
Kategori: Salg og marketing
Udg. Dato: 16 apr 2013
Længde: 16mm
Bredde: 153mm
Højde: 229mm
Forlag: McGraw-Hill Education - Europe
Oplagsdato: 16 apr 2013
Forfatter(e): Gary Walker
Forfatter(e) Gary Walker


Kategori Salg og marketing


Sprog Engelsk


Indbinding Paperback


Sider 224


Udgave


Længde 16mm


Bredde 153mm


Højde 229mm


Udg. Dato 16 apr 2013


Oplagsdato 16 apr 2013

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