Book description
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.
Table of contents
- Cover
- THE CUSTOMERCENTRIC SELLING® FIELD GUIDE TO PROSPECTING AND BUSINESS DEVELOPMENT
- Copyright Page
- Contents
- ACKNOWLEDGMENTS
- INTRODUCTION
- Chapter 1 GETTING THE MOST OUT OF THIS FIELD GUIDE
- Chapter 2 CUSTOMERCENTRIC SELLING PRIMER
- Chapter 3 WHAT IS PROSPECTING?
- Chapter 4 PLANNING—THE SIX STEPS TO PROSPECTING SUCCESS
- Chapter 5 PIPELINE ANALYSIS
- Chapter 6 PREPARATION
- Chapter 7 ENGAGING AT THE POINT OF NEED
- Chapter 8 SALES READY MESSAGING
- Chapter 9 LEVERAGING RELATIONSHIPS AND RESULTS THROUGH SOCIAL NETWORKING
- Chapter 10 PROSPECTING METHODS
- Chapter 11 TELEPHONE PROSPECTING
- Chapter 12 E-MAIL PROSPECTING
- Chapter 13 FIVE-STEP PROSPECTING METHODOLOGY
- Chapter 14 THUNDER AND LIGHTNING
- Chapter 15 DIRECT MAIL PROSPECTING
- Chapter 16 REFERRAL PROSPECTING
- Chapter 17 DRIP MARKETING
- Chapter 18 GETTING STARTED
- SOURCES
- INDEX
Product information
- Title: The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business
- Author(s):
- Release date: April 2013
- Publisher(s): McGraw-Hill
- ISBN: 9780071808064
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