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02385aam a2200349 i 4500 001 1E9F72801D3311E4AFEA258CDAD10320 003 SILO 005 20140806010537 008 140303s2014 nyu f 001 0 eng 010 $a 2014004249 020 $a 1591846331 (hardback) 020 $a 9781591846338 (hardback) 040 $a DLC $b eng $e rda $c DLC $d BTCTA $d YDXCP $d BDX $d SINLB $d ILC $d CDX $d SILO 042 $a pcc 050 00 $a HF5438.25 $b .J363 2014 100 1 $a Jantsch, John. 245 10 $a Duct tape selling : $b think like a marketer, sell like a superstar / $c John Jantsch. 264 1 $a New York : $b Portfolio, $c [2014] 300 $a 248 pages ; $c 24 cm 500 $a Includes index. 520 $a "The popular author of Duct Tape Marketing teaches sales professionals how to apply the tactics of traditional marketing to their daily work. In Duct Tape Selling, salespeople will learn how to develop a marketing-based system to dramatically increase their effectiveness, stand above their competitors, and add value to their customer relationships. Jantsch flips the traditional business model--where marketers owned the message while sellers owned the relationships--on its head. These days, he argues, marketers must get better at relationships and sales must perfect the message and delivery"-- $c Provided by publisher. 505 0 $a Introduction: Changing the context of selling -- Mind-set of the new sales guide -- Listen perceptively -- Connect the community -- Define leads -- Find your value proposition -- Build a reputation -- Guide the sales journey -- Teaching sells -- Practices of the new sales guide -- Create an expert platform -- Become an authority -- Mine networks -- Build your sales hourglass -- Finish the sale -- The world of the new sales coach -- Change the channel -- Swallow the whistle -- Bridge the gap -- Find your method -- Rethink hiring -- Manage automation -- Conclusion. 650 0 $a Selling $v Handbooks, manuals, etc. 650 0 $a Branding (Marketing) 650 0 $a Customer relations. 650 7 $a BUSINESS & ECONOMICS / Sales & Selling. $2 bisacsh 650 7 $a BUSINESS & ECONOMICS / Marketing / General. $2 bisacsh 650 7 $a BUSINESS & ECONOMICS / General. $2 bisacsh 941 $a 1 952 $l UQAX771 $d 20140806084810.0 956 $a http://locator.silo.lib.ia.us/search.cgi?index_0=id&term_0=1E9F72801D3311E4AFEA258CDAD10320 994 $a C0 $b JIDInitiate Another SILO Locator Search