Coverart for item
The Resource Sales hunting : how to develop new territories and major accounts in half the time using trust as your weapon, David A. Monty

Sales hunting : how to develop new territories and major accounts in half the time using trust as your weapon, David A. Monty

Label
Sales hunting : how to develop new territories and major accounts in half the time using trust as your weapon
Title
Sales hunting
Title remainder
how to develop new territories and major accounts in half the time using trust as your weapon
Statement of responsibility
David A. Monty
Creator
Subject
Language
eng
Summary
The firstyear of developing a new sales territory is a daunting task-especially 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 salespeople-or veterans developing newterritories-chasing 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 You
Member of
Cataloging source
UMI
http://library.link/vocab/creatorName
Monty, David A
Dewey number
658.85
Illustrations
illustrations
Index
index present
LC call number
HF5438.4
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
http://library.link/vocab/subjectName
  • Sales
  • Pre-emption
  • Sales management
  • BUSINESS & ECONOMICS
  • BUSINESS & ECONOMICS
  • BUSINESS & ECONOMICS
  • BUSINESS & ECONOMICS
  • Pre-emption
  • Sales
  • Sales management
Label
Sales hunting : how to develop new territories and major accounts in half the time using trust as your weapon, David A. Monty
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • Introduction; Part I:Setting the Foundation; Chapter 1: Hunting Misunderstood; Learning to Hunt from My Barber; Selling Is a Science; It's All About Trust; Get Ready to Learn-and Win New Sales; Summary; Chapter 2: Identify the Silent Sales Killers; "We Have a Guy for That"; Example; Habitual Purchasing; Example; Not in the Market; Example; More on the Status Quo; Understand the Opportunity Trap; How Buyers View You; These Leads Suck; Example; Example; Summary; Chapter 3: The Buyer Process; The Buying Cycle; Status Quo; Needs Analysis; Evaluation; Purchase; Implement; Measure
  • The Buyer's Four ConcernsExample; Needs Analysis; Evaluation; Purchase; Exercise; Summary; Chapter 4: The Sales Process; The Sales Cycle; Plan; Qualify; Prove; Close; Implement; Measure; Example; Exercise; Summary; Chapter 5: Trust; Intent; Capability; Dedication; Results; It All Matters; The Value of a Personal Relationship; Example; Summary; Chapter 6: Trust Sales Cycle; Broken Model; Summary; Chapter 7: Build Business Relationships; The Outcome of Good Relationships; Trust the System; Why Trusting the System Makes Sense; Do the Math: Opportunity versus Relationship; Summary
  • Chapter 8: Understand the Sales EquationThe Great News; Summary; Part II:Understanding First Stage Selling; Chapter 9: Preplanning: Prepare Yourself; Capability; Sales Skills; Industry Knowledge; Product Knowledge; Example; What Do You Do?; Your Online Presence; Proactive Online Presence; Personal Profile; Summary; Chapter 10: Niche Selling; To Whom Will You Sell?; Innovators; Visionaries; Pragmatics; Conservatives; Laggards; Example: Techie in a Conservative World; Example 2: Selling "Conservative" to a Visionary Doesn't Work; Why Niche Selling Is Effective; Trust in Niche Selling
  • Where Susan Went WrongExample: Putting Niche Selling to the Test; Summary; Chapter 11: Rich Hunting Grounds; Customer Traits: Company Level; Customer Traits: Individual Level; C-Level Traits; Director Traits; Non-Management Traits; Know Your Buyer; The Cycle of Purchases; Example; Traits to Consider; Work with the End in Mind; Ranking Customers; Summary; Chapter 12: Where to Find Customers; How to Approach Customers; Cold Targets; Warm Targets; Hot Targets; White Hot Prospects; Where to Get Prospects; Referrals; LinkedIn; Local Business Journals; Networking: Lead Sharing; Example; Partners
  • Purchased ListsSummary; Part III:Getting Across the Threshold; Chapter 13: Cold Calling; Call Reluctance; It Comes Down to Psychology; Example 1; Example 2; Example 3; Example 4; How to Get a Response; Target at Least Four People per Customer; Aim High; Cold Calling Is Not a Blitz Day; Do Not Sell on the Phone-Get an Appointment; Curiosity Will Get Your Customer to Call You Back; Leave an Effective Voicemail; Simple Mystery Approach; Most Powerful Method: Market Your Way to Call Success; The Whitepaper Giveaway; The Seminar Giveaway; Summary; Chapter 14: On the Phone for the First Time
Control code
875003964
Dimensions
unknown
Extent
1 online resource (1 volume)
Form of item
online
Isbn
9781430267690
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other control number
10.1007/978-1-4302-6769-0
Other physical details
illustrations
http://library.link/vocab/ext/overdrive/overdriveId
cl0500000410
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)875003964
Label
Sales hunting : how to develop new territories and major accounts in half the time using trust as your weapon, David A. Monty
Publication
Bibliography note
Includes bibliographical references and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
  • Introduction; Part I:Setting the Foundation; Chapter 1: Hunting Misunderstood; Learning to Hunt from My Barber; Selling Is a Science; It's All About Trust; Get Ready to Learn-and Win New Sales; Summary; Chapter 2: Identify the Silent Sales Killers; "We Have a Guy for That"; Example; Habitual Purchasing; Example; Not in the Market; Example; More on the Status Quo; Understand the Opportunity Trap; How Buyers View You; These Leads Suck; Example; Example; Summary; Chapter 3: The Buyer Process; The Buying Cycle; Status Quo; Needs Analysis; Evaluation; Purchase; Implement; Measure
  • The Buyer's Four ConcernsExample; Needs Analysis; Evaluation; Purchase; Exercise; Summary; Chapter 4: The Sales Process; The Sales Cycle; Plan; Qualify; Prove; Close; Implement; Measure; Example; Exercise; Summary; Chapter 5: Trust; Intent; Capability; Dedication; Results; It All Matters; The Value of a Personal Relationship; Example; Summary; Chapter 6: Trust Sales Cycle; Broken Model; Summary; Chapter 7: Build Business Relationships; The Outcome of Good Relationships; Trust the System; Why Trusting the System Makes Sense; Do the Math: Opportunity versus Relationship; Summary
  • Chapter 8: Understand the Sales EquationThe Great News; Summary; Part II:Understanding First Stage Selling; Chapter 9: Preplanning: Prepare Yourself; Capability; Sales Skills; Industry Knowledge; Product Knowledge; Example; What Do You Do?; Your Online Presence; Proactive Online Presence; Personal Profile; Summary; Chapter 10: Niche Selling; To Whom Will You Sell?; Innovators; Visionaries; Pragmatics; Conservatives; Laggards; Example: Techie in a Conservative World; Example 2: Selling "Conservative" to a Visionary Doesn't Work; Why Niche Selling Is Effective; Trust in Niche Selling
  • Where Susan Went WrongExample: Putting Niche Selling to the Test; Summary; Chapter 11: Rich Hunting Grounds; Customer Traits: Company Level; Customer Traits: Individual Level; C-Level Traits; Director Traits; Non-Management Traits; Know Your Buyer; The Cycle of Purchases; Example; Traits to Consider; Work with the End in Mind; Ranking Customers; Summary; Chapter 12: Where to Find Customers; How to Approach Customers; Cold Targets; Warm Targets; Hot Targets; White Hot Prospects; Where to Get Prospects; Referrals; LinkedIn; Local Business Journals; Networking: Lead Sharing; Example; Partners
  • Purchased ListsSummary; Part III:Getting Across the Threshold; Chapter 13: Cold Calling; Call Reluctance; It Comes Down to Psychology; Example 1; Example 2; Example 3; Example 4; How to Get a Response; Target at Least Four People per Customer; Aim High; Cold Calling Is Not a Blitz Day; Do Not Sell on the Phone-Get an Appointment; Curiosity Will Get Your Customer to Call You Back; Leave an Effective Voicemail; Simple Mystery Approach; Most Powerful Method: Market Your Way to Call Success; The Whitepaper Giveaway; The Seminar Giveaway; Summary; Chapter 14: On the Phone for the First Time
Control code
875003964
Dimensions
unknown
Extent
1 online resource (1 volume)
Form of item
online
Isbn
9781430267690
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other control number
10.1007/978-1-4302-6769-0
Other physical details
illustrations
http://library.link/vocab/ext/overdrive/overdriveId
cl0500000410
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)875003964

Library Locations

    • Thomas Jefferson LibraryBorrow it
      1 University Blvd, St. Louis, MO, 63121, US
      38.710138 -90.311107
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