Pitch Perfect

Feel the Impact of a Winning Sales Approach
1. Auflage 2004
ISBN: 978-1-84112-581-7
Verlag: Wiley

Buch, Englisch, 240 Seiten, Format (B × H): 156 mm x 234 mm, Gewicht: 365 g

Do you recognise any of these scenarios?
* You often wonder whether you really understand the full market potential for your offer.
* A contract was won by a competitor - and you didn't even know it was up for grabs.
* You find it difficult to get a meeting with key decision makers.
* You always feel that you are talking to audiences that appear distinctly uninterested.
* You keep losing contracts that you thought were in the bag.
There are always winners and losers in business. Winners are those able to drive their business forward by consistently making sales from new and existing customers. Winners understand how to scope their market potential effectively. Winners are able to differentiate between hot prospects and time wasters. And winners retain their customers by providing solutions to their problems.
Pitch Perfect will help you revolutionise your performance with a thoroughly road-tested approach to mastering the art of successful business development. You need never find yourself in any of these depressing situations again!

Autoren/Hrsg.

Leach, John

Moon, John

Weitere Mitwirkende

Carayol, Rene

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Acknowledgements.

Preface by Rene Carayol.

SECTION ONE: WELCOME TO PITCH PERFECT.

1. Introduction.

2. Business Development Success.

3. How Are You Performing?

SECTION TWO: THE THREE PRINCIPLES.

4. Functional Mastery.

5. Customer Connectivity.

6. Momentum.

SECTION THREE: FINDING, WINNING AND KEEPING CUSTOMERS.

7. Finding the Opportunities.

8. Winning the Business.

9. Keeping the Business.

SECTION FOUR: PULLING IT TOGETHER.

10. Managing the Find, Win, Keep Process.

11. Staying Focused.

12. Call to Arms.

Afterword.

Appendix: How Are You Performing? Mastering the Three Principles of Selling Success — A Step Closer to Becoming a Winner.

Index.

Über Autor(innen)

John Leach and John Moon have over 25 years' experience in helping businesses and individuals achieve sales and business development excellence.
The tried and tested principles detailed in this their first book are based on how the world's most successful sales driven organizations operate. The authors demonstrate in a highly pragmatic way how the practicing of these principles result in selling supremacy.