Walker, Gary <br/><br/>
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. 
<br/><br/>Includes index. 
<br/><br/>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 
<br/><br/><label>ISBN: </label>9780071808057 
<br/><br/><label>LC Class. No.: </label>HF 5438.25 .W35 2013