The Game of Business to Business Sales

The Game of Business to Business Sales

by Matthew Herman

NOOK Book(eBook)


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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
• Cold Calling
• Prospecting strategies you probably are not using today
• 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

Product Details

BN ID: 2940016371689
Publisher: Matthew James Media Company, LLC
Publication date: 02/17/2013
Sold by: Barnes & Noble
Format: NOOK Book
File size: 9 MB

About the Author

Matthew Herman is a top performing business-to-business sales professional with extensive experience growing and retaining millions of dollars in company revenues. Matthew’s success is largely based upon building strategic partnerships with both Fortune 500 business clients and many of the most esteemed University’s in New York State.
Matthew started in business sales as a high school student selling office furniture primarily to small businesses. In less than 10 years’ time, he worked his way up the corporate ladder and began managing some of the most strategic client accounts for a national fortune 1000 telecommunications company. Matthew‘s record of success has been based on having a game plan that enables him to build strong client partnerships that lead to more sales. He shares this game plan in his latest book, The Game of Business–to-Business Sales: How to Execute a Winning Game Plan.
Matthew is a devoted husband, and father of four amazing children, two boys and twin girls. He currently resides in Rochester, NY.

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