The CustomerCentric Selling Field Guide to Prospecting and Business Development
Language: English
Published by McGraw-Hill Education - Europe, 2013
- Softcover
- Used
Seller: World of Books Inc, Montgomery, IL, U.S.A.World of Books Inc
AbeBooks seller since March 23, 2026
Condition: Used - Good
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Add to basketItem description from seller
Gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This guide covers: the six steps to prospecting success; calculating pipeline strength and requirements; and how to leverage relationships through social networking.
Seller Inventory # CIN0071808051G
- Title
- The CustomerCentric Selling Field Guide to Prospecting and Business Development
- Author
- Gary Walker
- Publisher
- McGraw-Hill Education - Europe
- Publication year
- 2013
- Condition
- Good
- Binding
- Paperback
- Language
- English
- ISBN 10
- 0071808051
- ISBN 13
- 9780071808057
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 the title" may belong to another edition of this title.
World of Books Inc
Montgomery, IL, U.S.A.
AbeBooks seller since March 23, 2026
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Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help people read more and waste less, World of Books offers a huge range of affordable, high-quality books — giving both new and preloved titles a second life. The company also operates World of Books – Sell Your Books, an easy-to-use platform that allows customers to trade in unwanted books for cash, helping to keep books in circulation while promoting sustainability. As a Certified B Corp, World of Books is driven by a vision to become the world’s largest and most sustainable dedicated online bookstore. The company measures its success through the positive environmental impact it creates, the value it provides to customers, and its ability to operate profitably while supporting its sustainable mission …
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