Buch, Englisch, 224 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 332 g
Techniques, Tools, and Exercises to Win More Business
Buch, Englisch, 224 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 332 g
ISBN: 978-0-07-180805-7
Verlag: McGraw-Hill Education
The Proven Approach to Prospecting for the Long Sales CycleIt'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 networkingThe 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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Contents
Acknowledgments 00
Introduction 00
Chapter 1 • Getting the Most Out of This Field Guide 00
Chapter 2 • CustomerCentric Selling Primer 00
Chapter 3 • What Is Prospecting? 00
Chapter 4 • Planning—The Six Steps to ProspectingSuccess 00
Chapter 5 • Pipeline Analysis 00
Chapter 6 • Preparation 00
Chapter 7 • Engaging at the Point of Need 00
Chapter 8 • Sales Ready Messaging 00
Chapter 9 • Leveraging Relationships and ResultsThrough Social Networking 00
Chapter 10 • Prospecting Methods 00
Chapter 11 • Telephone Prospecting 00
Chapter 12 • E-mail Prospecting 00
Chapter 13 • Five-Step Prospecting Methodology 00
Chapter 14 • Thunder and Lightning 00
Chapter 15 • Direct Mail Prospecting 00
Chapter 16 • Referral Prospecting 00
Chapter 17 • Drip Marketing 00
Chapter 18 • Getting Started 00
Sources 00
Index 00
