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

The CustomerCentric Selling Field Guide to Prospecting and Business Development

Techniques, Tools, and Exercises to Win More Business

Paperback Published: 26th March 2013
ISBN: 9780071808057
Number Of Pages: 224

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This is 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; and 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.

About the Author

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

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

ISBN: 9780071808057
ISBN-10: 0071808051
Series: Business Books
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 224
Published: 26th March 2013
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.0 x 15.2  x 1.4
Weight (kg): 0.3
Edition Number: 1

Earn 45 Qantas Points
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