Target opportunity selling : top sales performers reveal what really works /

Reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Read, Nicholas A. C.
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : McGraw-Hill Education, Ã2014.
Temas:
Selling.
Sales management.
Marketing.
Marketing
Vente.
Ventes > Gestion.
selling.
marketing.
BUSINESS & ECONOMICS / Sales & Selling.
Sales management
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Cover
  • Title Page
  • Copyright Page
  • Contents
  • Foreword
  • Acknowledgments
  • Chapter 1 Beyond The Sales Funnel
  • Chapter 2 Research
  • Chapter 3 Contact
  • Chapter 4 Precision Questions
  • Chapter 5 Qualify Their Interest
  • Chapter 6 Qualify Your Seat At The Table
  • Chapter 7 Qualify Your Ability To Win
  • Chapter 8 Social Capital
  • Chapter 9 Find The Influencers
  • Chapter 10 Align To Key Stakeholders
  • Chapter 11 Sell Your Solution
  • Chapter 12 Form A Competitive Strategy
  • Chapter 13 Establish Your Proof
  • Chapter 14 Compete On Value
  • Chapter 15 Closing . . . And Opening
  • Endnotes
  • Index.

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