The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so

The Proven Approach to Prospecting for the Long Sales Cycle It's a fact: 92 percent of C-level executives never respond to e-mail blasts or cold calls . . . so

Showing sales professionals how to listen rather than talk; and ask questions rather than state opinions; this revolutionary guide presents the tools and method

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales perform

This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to pr