How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts

How to Say It: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts

by Geoffrey James

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Product Details

ISBN-13: 9780735204584
Publisher: Penguin Publishing Group
Publication date: 12/06/2011
Pages: 208
Sales rank: 1,221,612
Product dimensions: 7.30(w) x 9.10(h) x 0.60(d)
Age Range: 18 Years

About the Author

Geoffrey James is the primary sales training writer for Selling Power magazine, and since 2007, he has authored Sales Machine on CBS Interactive's BNET website, a sales-oriented blog that has won prestigious awards from the Society of American Business Editors and Writers and the American Society of Business Publication Editors.

Table of Contents

Introduction xiii

Part 1 How to Generate B2B Sales Leads

1 How to Write an Effective Sales Message 3

2 How to Get Sales Leads Through Referrals 19

3 How to Get Sales Leads Through Networking 27

4 How to Get Sales Leads Through Partnerships 43

5 How to Get Sales Leads from the Internet 51

Part 2 How to Fill Your B2B Sales Pipeline

6 How to Motivate Yourself to Sell 65

7 How to Have Initial Conversations 75

8 How to Prospect Using Voicemail 89

9 How to Cope with Rejection While Prospecting 95

10 How to Convert a Lead into a Prospect 103

Part 3 How to Develop a B2B Opportunity

11 How to Define Your B2B Sales Campaign 111

12 How to Build Consensus to Buy 119

13 How to Give a B2B Sales Presentation 131

14 How to Give a B2B Product Demonstration 141

15 How to Write a Sales Proposal 149

Part 4 How to Close a B2B Deal

16 How to Close a B2B Sale 163

17 How to Negotiate Final Terms 171

18 How to Measure, Monitor, and Improve 179

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