The Customer Centric selling® field guide to prospecting and business development : techniques, tools, and exercises to win more business / by Gary Walker.

By: Walker, GaryMaterial type: TextTextPublisher: New York : McGraw-Hill, 2013Edition: 1 EditionDescription: ix, 211 pages : illustrations ; 23 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780071808057 (alk. paper); 0071808051 (alk. paper); 9780071808057Subject(s): Selling | Sales management | MarketingDDC classification: 658.85 WAL LOC classification: HF5438.25 | .W2765 2013
Contents:
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.
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Item type Current library Call number Status Date due Barcode Item holds
BOOK BOOK RELIANCE
PJ Library 		658.85 WAL (Browse shelf (Opens below)) Available 005231
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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.

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