Sales Hunting
Description
The first year of developing a new sales territory is a daunting task-especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople-or veterans developing new territories-chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level-and you're on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust-and a few sharp insider tactics Monty reveals-is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect's door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: - Why most customers don't want to buy from you... yet - Why trust-based relationships enable you to open up territories and bag the biggest customers quickly - How to qualify and rank customers based on traits - How to get in step with the customer's buying cycle - How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty's twenty years of IT sales and sales management experience-along with principles confirmed by academic research-Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.
More Details
Contributors:
ISBN:
9781430267690
Reviews from GoodReads
Loading GoodReads Reviews.
Staff View
Grouping Information
Grouped Work ID | dcaff3ad-6018-80db-50ec-ef5ce6b96a4d |
---|---|
Grouping Title | sales hunting |
Grouping Author | david a monty |
Grouping Category | book |
Grouping Language | English (eng) |
Last Grouping Update | 2024-01-26 15:04:47PM |
Last Indexed | 2024-04-27 23:40:30PM |
Solr Fields
accelerated_reader_point_value
0
accelerated_reader_reading_level
0
author
Monty, David A.
author2-role
hoopla digital
author_display
Monty, David A.
display_description
The first year of developing a new sales territory is a daunting task-especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople-or veterans developing new territories-chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level-and you're on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust-and a few sharp insider tactics Monty reveals-is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect's door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: - Why most customers don't want to buy from you... yet - Why trust-based relationships enable you to open up territories and bag the biggest customers quickly - How to qualify and rank customers based on traits - How to get in step with the customer's buying cycle - How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty's twenty years of IT sales and sales management experience-along with principles confirmed by academic research-Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.
format_category_eh
eBook
format_eh
eBook
id
dcaff3ad-6018-80db-50ec-ef5ce6b96a4d
isbn
9781430267690
last_indexed
2024-04-28T05:40:30.950Z
lexile_score
-1
literary_form
Non Fiction
literary_form_full
Non Fiction
local_time_since_added_eh
Year
primary_isbn
9781430267690
publishDate
2014
publisher
Apress|Apress
recordtype
grouped_work
subject_facet
Electronic books
Management science
Management science
title_display
Sales Hunting
title_full
Sales Hunting [electronic resource] / David A. Monty
title_short
Sales Hunting
topic_facet
Electronic books
Management science
Management science
Solr Details Tables
item_details
Bib Id | Item Id | Shelf Loc | Call Num | Format | Format Category | Num Copies | Is Order Item | Is eContent | eContent Source | eContent URL | Detailed Status | Last Checkin | Location |
---|---|---|---|---|---|---|---|---|---|---|---|---|---|
hoopla:MWT15148635 | Online Hoopla Collection | Online Hoopla | eBook | eBook | 1 | false | true | Hoopla | https://www.hoopladigital.com/title/15148635?utm_source=MARC&Lid=hh4435 | Available Online |
record_details
Bib Id | Format | Format Category | Edition | Language | Publisher | Publication Date | Physical Description | Abridged |
---|---|---|---|---|---|---|---|---|
hoopla:MWT15148635 | eBook | eBook | English | Apress | Apress | 2014 | 1 online resource |
scoping_details_eh
Bib Id | Item Id | Grouped Status | Status | Locally Owned | Available | Holdable | Bookable | In Library Use Only | Library Owned | Holdable PTypes | Bookable PTypes | Local Url |
---|---|---|---|---|---|---|---|---|---|---|---|---|
hoopla:MWT15148635 | Available Online | Available Online | false | true | false | false | false | false |