The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business

3.91 avg rating
( 11 ratings by Goodreads )
 
9780071808057: The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business

The Proven Approach to Prospecting for the Long Sales Cycle

It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business?

If you're like most sales professionals, it's time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how.

The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers:

  • The six steps to prospecting success
  • Calculating pipeline strength and requirements
  • Successfully engaging decision makers at the "point of need"
  • Ways to develop and deliver a sales-ready message
  • How to leverage relationships through social networking

The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers.

"synopsis" may belong to another edition of this title.

About the Author:

Gary Walker is a cofounder of CustomerCentric Systems, LLC, which Training Magazine routinely lists among its top 25 sales training companies.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Walker, Gary
Published by McGraw-Hill Education (2017)
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Paperback Quantity Available: > 20
Print on Demand
Seller:
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2017. Paperback. Book Condition: New. Never used! This item is printed on demand. Bookseller Inventory # 0071808051

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 11.07
Convert Currency

Add to Basket

Shipping: £ 1.50
Within U.S.A.
Destination, Rates & Speeds

2.

Gary Walker
Published by McGraw-Hill Education - Europe, United States (2013)
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Paperback Quantity Available: 10
Seller:
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2013. Paperback. Book Condition: New. Language: English . Brand New Book. The Proven Approach to Prospecting for the Long Sales Cycle It s a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business? If you re like most sales professionals, it s time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how. The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers:The six steps to prospecting success Calculating pipeline strength and requirements Successfully engaging decision makers at the point of need Ways to develop and deliver a sales-ready message How to leverage relationships through social networking The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers. Bookseller Inventory # AA39780071808057

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 12.61
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

3.

Gary Walker
Published by McGraw-Hill Education - Europe, United States (2013)
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Paperback Quantity Available: 10
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 2013. Paperback. Book Condition: New. Language: English . Brand New Book. The Proven Approach to Prospecting for the Long Sales Cycle It s a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so why would you continue to rely on these approaches to generate new business? If you re like most sales professionals, it s time to transform your selling method by listening rather than talking and by asking questions rather than stating opinions. In short, you need to be customer-centric. This revolutionary new guide will show you how. The CustomerCentric Selling Field Guide to Prospecting and Business Development gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This clear, concise, and proven-effective field guide covers:The six steps to prospecting success Calculating pipeline strength and requirements Successfully engaging decision makers at the point of need Ways to develop and deliver a sales-ready message How to leverage relationships through social networking The CustomerCentric Selling Field Guide to Prospecting and Business Development provides the tools you need to improve prospecting and business development effectiveness. Most important, it helps you increase productivity, win more business, and develop lasting relationships with your ideal customers. Bookseller Inventory # AA39780071808057

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 12.95
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

4.

Walker, Gary
Published by McGraw-Hill 4/16/2013 (2013)
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Paperback or Softback Quantity Available: 10
Seller:
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description McGraw-Hill 4/16/2013, 2013. Paperback or Softback. Book Condition: New. The CustomerCentric Selling Field Guide to Prospecting and Business Development. Book. Bookseller Inventory # BBS-9780071808057

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 13.10
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

5.

Gary Walker
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Quantity Available: 5
Seller:
ReadWhiz
(Portland, OR, U.S.A.)
Rating
[?]

Book Description Book Condition: New. Bookseller Inventory # ria9780071808057_ing

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 13.78
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

6.

Gary Walker
Published by McGraw-Hill
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Paperback Quantity Available: > 20
Seller:
BuySomeBooks
(Las Vegas, NV, U.S.A.)
Rating
[?]

Book Description McGraw-Hill. Paperback. Book Condition: New. Paperback. 160 pages. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Bookseller Inventory # 9780071808057

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 15.51
Convert Currency

Add to Basket

Shipping: £ 2.98
Within U.S.A.
Destination, Rates & Speeds

7.

Gary Walker
Published by McGraw-Hill Education (2013)
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Paperback First Edition Quantity Available: 1
Seller:
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2013. Paperback. Book Condition: New. book. Bookseller Inventory # M0071808051

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 18.94
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

8.

Walker, Gary
Published by McGraw-Hill Education (2013)
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Quantity Available: > 20
Print on Demand
Seller:
Books2Anywhere
(Fairford, GLOS, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education, 2013. PAP. Book Condition: New. New Book. Delivered from our UK warehouse in 3 to 5 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Bookseller Inventory # IQ-9780071808057

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 10.16
Convert Currency

Add to Basket

Shipping: £ 9
From United Kingdom to U.S.A.
Destination, Rates & Speeds

9.

Walker, Gary
Published by McGraw-Hill Education
ISBN 10: 0071808051 ISBN 13: 9780071808057
New PAPERBACK Quantity Available: > 20
Seller:
Russell Books
(Victoria, BC, Canada)
Rating
[?]

Book Description McGraw-Hill Education. PAPERBACK. Book Condition: New. 0071808051 Special order direct from the distributor. Bookseller Inventory # ING9780071808057

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 14.77
Convert Currency

Add to Basket

Shipping: £ 5.28
From Canada to U.S.A.
Destination, Rates & Speeds

10.

Walker, Gary
Published by McGraw-Hill (2013)
ISBN 10: 0071808051 ISBN 13: 9780071808057
New Paperback Quantity Available: 2
Seller:
Revaluation Books
(Exeter, United Kingdom)
Rating
[?]

Book Description McGraw-Hill, 2013. Paperback. Book Condition: Brand New. 1st edition. 160 pages. 9.00x6.00x0.60 inches. In Stock. Bookseller Inventory # x-0071808051

More Information About This Seller | Ask Bookseller a Question

Buy New
£ 17.34
Convert Currency

Add to Basket

Shipping: £ 6
From United Kingdom to U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book