The Customer centric selling : field guide to prospecting and business development /
Walker, Gary
The Customer centric selling : field guide to prospecting and business development / Gary Walker - New York : McGraw Hill Education, c2013 - ix, 211 pages : illustrations ; 24 cm.
Includes index.
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
9780071808057
HF 5438.25 .W35 2013
The Customer centric selling : field guide to prospecting and business development / Gary Walker - New York : McGraw Hill Education, c2013 - ix, 211 pages : illustrations ; 24 cm.
Includes index.
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
9780071808057
HF 5438.25 .W35 2013