Book description
New business is the lifeblood of every company – and this book expertly guides you through the process of securing more than your fair share of it. If you're a salesperson in the trenches looking for inspiration, this book offers real-life advice on improving your customer-facing skills to win more new business. The structured approach presented inside will have you walking the walk, talking the tallk and closing more deals in no time!
Inside…
- Know your subject
- Be an active listener
- Make a great first impression
- Present solutions
- Stay on-brand and on-message
- Prospect effectively
- Overcome objections
- Structure the deal
Table of contents
-
- Cover
- Introduction
- Part 1: Getting Started with Winning New Business
- Part 2: Planning for New Business
- Part 3: Making New Business Happen
- Part 4: Rainmaking: Developing a Constant Stream of New Business
-
Part 5: The Part of Tens
-
Chapter 22: Ten Key Metrics to Watch
- Initial Decision Maker Contact (IDMC)
- Subsequent Decision Maker Contact (SDMC)
- Qualification Key Stage Three (a.k.a. MCPQ)
- Qualification Key Stage Four (a.k.a. RPBT)
- Qualified Pipeline Value
- Conversion Ratio of Suspects to Qualified Prospects
- Touch Points
- New Prospect Identification
- Ratio of IDMC to SDMC
- Close Ratio
- Chapter 23: Ten Prospecting Resources
-
Chapter 22: Ten Key Metrics to Watch
- About the Author
- Advertisement Page
- Connect with Dummies
- End User License Agreement
Product information
- Title: Winning New Business For Dummies
- Author(s):
- Release date: March 2017
- Publisher(s): For Dummies
- ISBN: 9781119274162
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