TY  - BOOK
AU  - Walker,Gary
TI  - The Customer Centric selling® field guide to prospecting and business development: techniques, tools, and exercises to win more business 
SN  - 9780071808057 (alk. paper)
AV  - HF5438.25 .W2765 2013
U1  - 658.85 WAL 23
PY  - 2013///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Sales management
KW  - Marketing
N1  - 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
ER  -