The Customer centric selling : field guide to prospecting and business development / Gary Walker
Material type:
TextPublication details: New York : McGraw Hill Education, c2013Description: ix, 211 pages : illustrations ; 24 cmISBN: - 9780071808057
- HF 5438.25 .W35 2013
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National University - Manila | LRC - Annex II General Circulation | Gen. Ed. - CBA | GC HF 5438.25 .W35 2013 (Browse shelf(Opens below)) | c.1 | Available | NULIB000009937 |
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| GC HF 5438.25 .P76 2012 c.1 Professional selling / | GC HF 5438.25 .P76 2012 c.2 Professional selling / | GC HF 5438.25 .W29 2016 Sales management : simplified / | GC HF 5438.25 .W35 2013 The Customer centric selling : field guide to prospecting and business development / | GC HF 5548.2 .O99 2007 Management information systems / | GC HF 5548.2 .S67 2009 Introduction to information systems / | GC HF 5548.4.M523 .F162 2017 Financial modeling in Excel / |
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
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