Book description
With a five-step process and case studies to demonstrate what works in sales, Premeditated Selling: Developing the Right Strategy for Every Opportunity shows you how to develop and tailor winning strategies for your most important prospects.
Table of contents
- Cover
- Title
- Copyright
- Content
- Preface
- Acknowledgments
- Chapter 1: Thinking and Acting Strategically
- Chapter 2: Understanding Buying Factors
- Chapter 3: Managing Key Players
- Chapter 4: Knowing Your Environment
- Chapter 5: Influencing the Competitive Landscape
- Chapter 6: Quantifying Value
- Chapter 7: Pipeline Management
- Chapter 8: Developing a Sales Coaching Strategy
- About the Authors
- About Ignite Selling, Inc
Product information
- Title: Premeditated Selling
- Author(s):
- Release date: September 2012
- Publisher(s): Association for Talent Development
- ISBN: 9781562868444
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