The CustomerCentric Selling® Field Guide to Prospecting and Business Development

Authored by Gary Walker, Co-founder and Executive Vice President of Channel Sales and Operations, CustomerCentric Selling®

The proven approach to prospecting and business development.

It's a fact: 92% of C-level executives never respond to email 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 asking questions rather than stating opinions. In short, you need to be CustomerCentric. 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
  • 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 importantly, it is a guide for increasing productivity, winning more business and developing lasting relationships with your ideal customers.

About the Author

Gary Walker is Co-founder and EVP of Channel Sales and Operations for CustomerCentric Selling®, which Training Industry routinely names in its list of top 20 sales training companies. To learn more about Gary, click here.

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