CustomerCentric selling /
Michael T. Bosworth, John R. Holland, and Frank Visgatis.
- 2nd ed., [Fully rev. and expanded].
- New York : McGraw-Hill, c2010.
- ix, 290 p. : ill ; 24 cm.
Includes index.
What is CustomerCentric selling? -- Human buying behavior -- Power to the buyers -- Opinions : the fuel that drives corporations -- Success without sales-ready messaging -- Core concepts of CustomerCentric selling -- Defining the sales process -- Integrating the sales and marketing processes -- Features versus customer usage -- Creating sales-ready messaging -- Marketing's role in demand creation -- Business development : the hardest part of a salesperson's job -- Developing buyer vision through sales-ready messaging -- Qualifying buyers -- Negotiating and managing a sequence of events -- Negotiation : the final hurdle -- Proactively managing sales pipelines and funnels -- Assessing and developing salespeople -- Driving revenue through channels -- From the classroom to the boardroom.