The Customercentric Selling(r) Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business

by Gary Walker

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...

• Format: Paperback
• Language: English
• ISBN: 0071808051
• ISBN13: 9780071808057
• Release Date: April 2013
• Publisher: McGraw-Hill Companies
• Length: 224 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.6" x 5.9" x 8.9"