Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon by David A. Monty
Requirements: Epub, MOBI Reader, 7 MB
Overview: The firstyear of developing a new sales territory is a daunting taskespecially in dog-eat-dogindustries. The traditional advice is to trainquickly on product, grab a customer list, start calling for appointments,discover opportunities, and close deals. In fact, almost every sales model outthere is based on nothing more than opportunity management. But jumpingstraight to opportunity will have new salespeopleor veterans developing newterritorieschasing their tails for the first year or two.
As SalesHunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significantproblem you must overcome when opening up new accounts and territories. Nomatter what you are selling, your prospect already has a trusted relationshipwith an incumbent vendor and will continue to buy from that vendor even whenyou have the better solution. The playing field is not leveland youre on thewrong side. So how can you compete to win?
Trust isthe grease that makes business sales effortless, writes sales pro and trainerDave Monty. Opportunity metrics are important, but trustand a few sharpinsider tactics Monty revealsis the guidepost that leads to success. Hissales model therefore incorporates metrics based on trust along with traditional salesmeasures. That is the fuel that helps you not just turn virgin territory into aconsistent revenue generator, but helps you win over potential accounts thatnow use competitive products.
Genre: Non Fiction, Business
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