The Game of Business to Business Sales: How to Execute a Winning Game Plan

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Overview

In the world of sports, great coaches consistently lead their teams to victory when they work from strategic plans and guide their teams into executing those plans. The same is true in business, especially for sales professionals, who must fully execute a smart game plan if they are to win in a competitive business environment. The Game of Business-to-Business Sales: How to Execute a Winning Game Plan will guide readers through developing a 12 step tactical approach which combines proven strategies with fresh ...
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More About This Book

Overview

In the world of sports, great coaches consistently lead their teams to victory when they work from strategic plans and guide their teams into executing those plans. The same is true in business, especially for sales professionals, who must fully execute a smart game plan if they are to win in a competitive business environment. The Game of Business-to-Business Sales: How to Execute a Winning Game Plan will guide readers through developing a 12 step tactical approach which combines proven strategies with fresh ideas, and theory's about professional selling.

• Motivation-It Starts Here-Take Action.
• Understanding the Science of People
• Effective Communication Prospecting
• Leveraging Social Media-Today's New Gold Mine of Opportunity
• Interviewing the Client
• Understanding Opportunity Cost
• Building and Maintaining the Client Partnership
• Constructing a Proposal That Wins
• Presenting
• Negotiations
• Closing

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Product Details

  • ISBN-13: 9780988416208
  • Publisher: Matthew James media Company
  • Publication date: 11/1/2012
  • Pages: 212
  • Product dimensions: 6.14 (w) x 9.21 (h) x 0.50 (d)

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  • Posted April 29, 2013

    The was an excellent book. A "how to" for the serious

    The was an excellent book. A "how to" for the serious B2B sales professional looking to take his sales abilities to the next level. The authors style incorporates historical facts, personal life experience and professional business sales acumen to very clearly illustrate to the reader what they need to do in order to become the highest producing sales professional in their respective industry. Maximizing resources for prospecting new business, using the latest technology to develop relationships and get in front of decision makers and teaching the reader how to truly differentiate themselves; you can't lose. This is a must have for Sales Managers with mediocre sales staff. Following this outline will most certainly develop a team of over performers and quota busters! FAR exceeding my expectations, this is best sales book I have read in years!

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