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.
Summary:
"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"-- Provided by publisher.
This resource is supported by the Institute of Museum and Library Services under the provisions of the Library Services and Technology Act as administered by State Library of Iowa.