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Book Description:This book is for sales professionals who are interested in new ways of boosting their sales success. It contains the answers to the questions most commonly asked by sales people selling business-to-business solutions—questions that relate to the principal sales opportunities and challenges faced everyday.
Quick Win B2B Sales groups the key sales questions according to the stage of the sales process to which they apply, recognising that there are many dimensions to the sales role, and many steps through which the sales must progress. Thus, it is described through seven sections in the book:
Sales Essentials sets the scene and answers some of the most common questions about selling
Sales Leads deals with how to generate more, and better, leads and enquiries
Sales Meetings deals with how to make meetings with prospects more effective, especially the first tentative encounter
Sales Cycles addresses how buyer and seller can engage more successfully in matching needs to solutions
Sales Order focuses on increasing win rates through more effective sales proposals, closing and negotiation
Repeat Sales focuses on how to generate more revenue from existing customers through more effective account management, project/delivery management and referrals
Sales Management focuses on issues of concern to sales managers, such as sales systems, the sales team and the sales plan.
About the Author:Ray Collis has consulted to companies such as Smith&Nephew, Nilfisk, BT Wholesale and Norsk Hydro.|John O’ Gorman has consulted for organisations such as Digital, Compaq and Eontec.