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 successCalculating pipeline strength and requirementsSuccessfully engaging decision makers at the ",point of need",Ways to develop and deliver a sales-ready messageHow to leverage relationships through social networkingThe 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.
Zusammenfassung
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 successCalculating pipeline strength and requirementsSuccessfully engaging decision makers at the "e;point of need"e;Ways to develop and deliver a sales-ready messageHow to leverage relationships through social networkingThe 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.
Zusammenfassung
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 successCalculating pipeline strength and requirementsSuccessfully engaging decision makers at the "e;point of need"e;Ways to develop and deliver a sales-ready messageHow to leverage relationships through social networkingThe 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.
Titel
CustomerCentric Selling Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business
Untertitel
Techniques, Tools, and Exercises to Win More Business
Autor
EAN
9780071808064
ISBN
978-0-07-180806-4
Format
E-Book (epub)
Hersteller
Herausgeber
Genre
Veröffentlichung
26.03.2013
Digitaler Kopierschutz
Adobe-DRM
Anzahl Seiten
160
Jahr
2013
Untertitel
Englisch
Unerwartete Verzögerung
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