Chapter 16
Prospecting and Selling for ROI
IN THIS CHAPTER
Prospecting tactics and tools for B2B businesses
Tips for achieving lifetime value for your customer
Closing sales with ESP selling methods
Managing your sales pipeline
Using account-based marketing to secure loyalty, get referrals, and increase account value
Compensating and managing your sales force
Sales is no longer about offering a product, taking an order, and delivering it on time and on budget. In fact, it never really was. Sales efforts that work are about nurturing relationships, having dialogues rather than sales monologues, and caring for customers’ material, functional, and emotional needs.
To that end, successful organizations in all industries, and both the business-to-business (B2B) and business-to-consumer (B2C) sectors, create a sales culture around customer needs, not just a sales plan with supporting marketing ...
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