September 2012
Intermediate to advanced
240 pages
5h 17m
English
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CHAPTER 16
New Business Development Selling Is Not Complicated
If you picked up this book believing that prospecting and new business development were shrouded in some sort of mystery, I hope that I’ve debunked that myth for you. There’s no great mystery, and those who are most successful keep it incredibly simple.
Proactively pursuing new business is not complicated. Prospective customers have needs. We have potential solutions for those needs. When charged with developing new business from new accounts, our job is to engage with potential customers to determine if what we sell aligns with what these prospects need. It’s that simple.
New customers are the lifeblood of most businesses. If there were a continuous steady stream of warm leads pouring ...
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.