Target opportunity selling : top sales performers reveal what really works

Target opportunity selling top sales performers reveal what really works

"A game-changing sales model that targets opportunities in every stage of today's long-lead saleTarget Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world. Leading sales trainer Nic Read describes what he calls the Sales...

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Bibliographic Details
Other Authors: Read, Nicholas A. C., author (author)
Format: eBook
Language:Inglés
Published: New York : McGraw-Hill Education 2014.
Edition:1st edition
Subjects:
Marketing.
Sales management.
Selling.
BUSINESS & ECONOMICS / Sales & Selling.
See on Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009627883106719
Table of Contents:
  • Cover
  • Title Page
  • Copyright Page
  • Contents
  • Foreword
  • Acknowledgments
  • Chapter 1 Beyond The Sales Funnel
  • Chapter 2 Research
  • Chapter 3 Contact
  • Chapter 4 Precision Questions
  • Chapter 5 Qualify Their Interest
  • Chapter 6 Qualify Your Seat At The Table
  • Chapter 7 Qualify Your Ability To Win
  • Chapter 8 Social Capital
  • Chapter 9 Find The Influencers
  • Chapter 10 Align To Key Stakeholders
  • Chapter 11 Sell Your Solution
  • Chapter 12 Form A Competitive Strategy
  • Chapter 13 Establish Your Proof
  • Chapter 14 Compete On Value
  • Chapter 15 Closing . . . And Opening
  • Endnotes
  • Index.

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