The CustomerCentric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business
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 ti...
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
[Place of publication not identified]
McGraw Hill
2013
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| Edición: | 1st edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009644310306719 |
Tabla de Contenidos:
- Cover
- About the Author
- Title Page
- 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.
