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

Walker, Gary

 
9780071808057: The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business
Couverture souple
ISBN 10 : 0071808051 ISBN 13 : 9780071808057
Editeur : McGraw-Hill Education, 2013

Synopsis

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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Gary Walker is a cofounder of CustomerCentric Systems, LLC, which Training Magazine routinely lists among its top 25 sales training companies.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
McGraw-Hill Education
Date d'édition
2013
Langue
anglais
ISBN 10 
0071808051
ISBN 13 
9780071808057
Reliure
Broché
Nombre de pages
224
Coordonnées du fabricant
non disponible
Personne responsable
gpsr@libri.de
gpsr@libri.de

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