Structured Prospecting (Paperback)
Harm Linnecke
Sold by CitiRetail, Stevenage, United Kingdom
AbeBooks Seller since 29 June 2022
New - Soft cover
Condition: New
Ships from United Kingdom to U.S.A.
Quantity: 1 available
Add to basketSold by CitiRetail, Stevenage, United Kingdom
AbeBooks Seller since 29 June 2022
Condition: New
Quantity: 1 available
Add to basketPaperback. En Structured Prospecting, el estratega de ventas Harm Linnecke desmonta el mito de que el exito en ventas es cuestion de suerte o "talento natural". Basado en mas de 15 anos de experiencia en primera linea en los competitivos mercados internacionales de TI, este no es un libro de teoria abstracta. Es un manual tactico para el SDR, BDR y profesional de ventas internas moderno que quiere dominar su mercado en 2026 y mas alla."La estructura crea libertad". Cuando dominas tu dia, dominas tus resultados. Este libro te ensena a combinar la energia implacable de Grant Cardone con la precision psicologica de las metodologias Sandler y Challenger.Lo que descubriras en su interior: La psicologia del "No" Como dominar la montana rusa emocional del rechazo, el ghosting y las ausencias para volverte inquebrantable.La Matriz de Eisenhower para BDRs: Un sistema probado para priorizar tareas que generan ingresos y eliminar el "trabajo ocupado" para siempre.Llamadas en Frio 2.0: Pasa de ser un "teleoperador" a un "Consultor". Aprende el arte de la interrupcion de patrones (Pattern Interrupt), como usar los Contratos Previos (Upfront Contracts) y guiones que realmente abren puertas.Correos electronicos que convierten: Deja de escribir ensayos. Aprende el diseno en "Formato F", el poder del limite de 200 palabras y como usar el timing de "Viernes vs. Lunes" a tu favor.La Mezcla Metodologica: Entiende finalmente como combinar las preguntas de descubrimiento de SPIN Selling, la cualificacion MEDDICC y los insights de Challenger en un flujo de trabajo unico y fluido.Prepara tu carrera para el futuro: Estrategias practicas para usar la IA como tu asistente de ventas y adaptarte al panorama de ventas de 2026.Para quien es este libro: Nuevos SDRs/BDRs que quieren acelerar su promocion a Account Executive (AE).Representantes experimentados estancados en una mala racha que necesitan un sistema para salir adelante.Gerentes de Ventas que buscan un manual de formacion para construir equipos de alto rendimiento. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.
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