Overview

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 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.

Full Product Details

Author:   Gary Walker
Publisher:   McGraw-Hill Education - Europe
Imprint:   McGraw-Hill Professional
Edition:   2nd
Dimensions:   Width: 15.20cm , Height: 1.50cm , Length: 22.90cm
Weight:   0.295kg
ISBN:  

9780071808057

ISBN 10:   0071808051
Pages:   224
Publication Date:   16 April 2013
Audience:   Professional and scholarly ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   Manufactured on demand  
We will order this item for you from a manufactured on demand supplier.

Table of Contents

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

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Author Information

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

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