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.