The Customer Centric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business /
Walker, Gary.
The Customer Centric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business / by Gary Walker. - 1 Edition. - ix, 211 pages : illustrations ; 23 cm
Includes bibliographical references and index.
Introduction -- Getting the most out of this field guide -- Customercentric selling® primer -- What is prospecting? -- Planning : the six steps to prospecting success -- Pipeline analysis -- Preparation -- Engaging at the "point of need" -- Sales ready messaging® -- Leveraging relationships & results through social networking -- Prospecting methods -- Telephone prospecting -- Email prospecting -- Five step prospecting methodology -- Thunder & lightning -- Direct mail prospecting -- Referral prospecting -- Drip marketing -- Getting started -- Sources.
9780071808057 (alk. paper) 0071808051 (alk. paper) 9780071808057
2012043005
Selling.
Sales management.
Marketing.
HF5438.25 / .W2765 2013
658.85 WAL
The Customer Centric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business / by Gary Walker. - 1 Edition. - ix, 211 pages : illustrations ; 23 cm
Includes bibliographical references and index.
Introduction -- Getting the most out of this field guide -- Customercentric selling® primer -- What is prospecting? -- Planning : the six steps to prospecting success -- Pipeline analysis -- Preparation -- Engaging at the "point of need" -- Sales ready messaging® -- Leveraging relationships & results through social networking -- Prospecting methods -- Telephone prospecting -- Email prospecting -- Five step prospecting methodology -- Thunder & lightning -- Direct mail prospecting -- Referral prospecting -- Drip marketing -- Getting started -- Sources.
9780071808057 (alk. paper) 0071808051 (alk. paper) 9780071808057
2012043005
Selling.
Sales management.
Marketing.
HF5438.25 / .W2765 2013
658.85 WAL