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.
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