TY  - BOOK
AU  - Walker, Gary
TI  - The Customer centric selling: field guide to prospecting and business development 
SN  - 9780071808057
AV  - HF 5438.25 .W35 2013 
PY  - 2013///
CY  - New York
PB  - McGraw Hill Education
N1  - 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
ER  -