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The CustomerCentric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business /
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...
| Call Number: | Libro Electrónico |
|---|---|
| Main Author: | |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
New York :
McGraw-Hill,
2013.
|
| Edition: | 1 edition. |
| Subjects: | |
| Online Access: | Texto completo (Requiere registro previo con correo institucional) |
Table of Contents:
- Introduction
- Getting the most out of this field guide
- Customercentric selling® primer
- What is prospecting?
- Planning : the six steps to prospecting success
- Pipeline analysis
- Preparation
- Engaging at the "point of need"
- Sales ready messaging®
- Leveraging relationships & results through social networking
- Prospecting methods
- Telephone prospecting
- Email prospecting
- Five step prospecting methodology
- Thunder & lightning
- Direct mail prospecting
- Referral prospecting
- Drip marketing
- Getting started
- Sources.