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The CustomerCentric selling: field guide to prospecting and business development
The CustomerCentric selling: field guide to prospecting and business development
Author
Walker, Gary
Publisher
McGraw-Hill
Publication Date
[2013]
Language
English
Book
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Table of Contents
From the Book
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
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Subjects
Subjects
Marketing
Sales management
Selling
More Details
ISBN
9780071808057
NoveList
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