The CustomerCentric Selling Field Guide to Prospecting and Business Development

A founder of leading sales training firm CustomerCentric Systems reveals for the first time the proven-effective proprietary approach to prospecting for long-lead sales

Research done by CustomerCentric Selling reveals that 92% of C-level executives never respond to email blasts or cold calls; this book provides the solution to the increasingly tough prospecting environment
The book will be promoted to CustomerCentric Selling's vast global network via workshops (10,000 annual attendees), monthly newsletters (10,000 people), the company's website, speaking engagements, webinars, and other events that position the authors as thought leaders
Training Magazine routinely lists CustomerCentric Selling in its list of top 25 sales training companies

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

Acknowledgments 00
Introduction 00
Chapter 1 ' Getting the Most Out of This Field Guide 00
Chapter 2 ' CustomerCentric Selling Primer 00
Chapter 3 ' What Is Prospecting' 00
Chapter 4 ' Planning'The Six Steps to Prospecting Success 00
Chapter 5 ' Pipeline Analysis 00
Chapter 6 ' Preparation 00
Chapter 7 ' Engaging at the Point of Need 00
Chapter 8 ' Sales Ready Messaging 00
Chapter 9 ' Leveraging Relationships and Results Through Social Networking 00
Chapter 10 ' Prospecting Methods 00
Chapter 11 ' Telephone Prospecting 00
Chapter 12 ' E-mail Prospecting 00
Chapter 13 ' Five-Step Prospecting Methodology 00
Chapter 14 ' Thunder and Lightning 00
Chapter 15 ' Direct Mail Prospecting 00
Chapter 16 ' Referral Prospecting 00
Chapter 17 ' Drip Marketing 00
Chapter 18 ' Getting Started 00
Sources 00
Index 00