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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business par [Walker, Gary]
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The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business Format Kindle


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Longueur : 160 pages Word Wise: Activé Composition améliorée: Activé
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Descriptions du produit

Présentation de l'éditeur

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.

Biographie de l'auteur

Gary Walker is a cofounder of CustomerCentric Systems, LLC, which Training Magazine routinely lists among its top 25 sales training companies.


Détails sur le produit

  • Format : Format Kindle
  • Taille du fichier : 14824 KB
  • Nombre de pages de l'édition imprimée : 224 pages
  • Editeur : McGraw-Hill Education; Édition : 1 (19 avril 2013)
  • Vendu par : Amazon Media EU S.à r.l.
  • Langue : Anglais
  • ASIN: B00BPO78XW
  • Synthèse vocale : Activée
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  • Word Wise: Activé
  • Composition améliorée: Activé
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  • Classement des meilleures ventes d'Amazon: n°279.792 dans la Boutique Kindle (Voir le Top 100 dans la Boutique Kindle)
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Commentaires client les plus utiles sur Amazon.com (beta)

Amazon.com: HASH(0x8f88869c) étoiles sur 5 8 commentaires
2 internautes sur 2 ont trouvé ce commentaire utile 
HASH(0x8f4cb990) étoiles sur 5 Must read for Biz Dev 16 juillet 2013
Par M. Hammond - Publié sur Amazon.com
Format: Broché
This is without a doubt the best book I've read on Prospecting and Business Development in years. Building on concepts introduced in the updated Customer Centric Selling book, this field guide provides lead gen, sales reps, and sales managers with an easy to understand and implement framework for what I consider the most challenging part of today's sales cycle--getting the door open.

Outside of the straightforward and uncomplicated style Walker uses to deliver this framework, the key to the book is that it is indeed a field guide, complete with lab exercises, templates, and step-by-step planning tools. I plan to make this guide required reading for all lead-gen/hunter reps I onboard moving forward.
1 internautes sur 1 ont trouvé ce commentaire utile 
HASH(0x9250bf90) étoiles sur 5 Practical and useful book for Prospecting 101! 19 juillet 2013
Par Jill Perez - Publié sur Amazon.com
Format: Broché Achat vérifié
This new book is great for any salesperson, whether experienced or new, to learn tangible, hands-on skills that can be easily executed and practiced on a daily basis. If you want to know how to prospect today, then this is a must-read.
HASH(0x8fc93f54) étoiles sur 5 A book for all the high producers and those to aspire to be a high producer 18 avril 2013
Par Reg Nordman - Publié sur Amazon.com
Format: Broché
All too often a sales book starts out assuming no help from marketing and/or the sales person has to do everything. This book is better than most in that it lays out exactly where marketing can best help sales. The book is realistic through using field guide style for what to do in prospecting and BD. It is interactive, pragmatic and immediately useful to every salesperson. I appreciated that the author has woven in all the latest techniques and tools to help you make your number efficiently and effectively. I read the authors blog regularly and it too is full of very useful content to rocket launch your sales. A book for all the high producers, those to aspire to be a high producer and all sales leaders.
HASH(0x8f4a1e1c) étoiles sur 5 GREAT reading, GREAT sense and GREAT to make money 27 mai 2013
Par Peter Reynolds - Publié sur Amazon.com
Format: Broché
Gary is someone I look up to in a big way when it comes to sales- so I had big expectations - that the book delivered on. In typical Gary style the book contains easy to implement, easy to understand and easy to measure tips to help grow a pipeline that will close and engage senior executives at the prospect. I recommend the book (or I should say field guide) and will certainly be using as a coaching guide going forward. Packing for a sales trip this week and guess whats going in my bag... the field guide.
HASH(0x8f8e21b0) étoiles sur 5 Indispensable 1 août 2015
Par PBanker - Publié sur Amazon.com
Format: Broché Achat vérifié
Instructivelly splays out a wealth of practical strategies sales professionals can use to launch multi-tiered business development campaigns with surgical precision. Unlike most concomitant "field books", this wasn't a watered-down variant of the original release. Indispensable for anyone thats serious about in-depth campaign planning, tactical approaches to prospect-facing encounters and forecasting methodologies. Highly recommended.
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