The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools…

Paperback | April 16, 2013

byGary Walker

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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
  • 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.

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From the Publisher

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 rathe...

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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Format:PaperbackDimensions:9 × 6 × 0.6 inPublished:April 16, 2013Publisher:McGraw-Hill EducationLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0071808051

ISBN - 13:9780071808057

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