Richard Forrest

The Ultimate Guide to B2B Sales Prospecting (eBook, ePUB)

4 Steps to Unlock Your Hidden Market

• Format: ePub

Produktbeschreibung

The Digital Age has brought with it a host of marketing and sales tools. When these tools were still new, they were remarkably successful, but today, e-marketing campaigns are no longer generating the cut-through they once enjoyed. Sales teams are struggling with a shrinking number of prospects and have become conditioned to work almost exclusively with late-cycle prospects-those who are ready to buy now. These prospects are savvier than yesterday's prospects: they have done all their research online, they know the competition, and they know what they should expect to pay. In many cases, they have already decided what product they are going to buy and from whom. They're merely speaking to suppliers as part of their due diligence. To win these sales, today's B2B organisations are lowering their prices, which is placing substantial pressure on margins and on the business as a whole. It's time to change the paradigm. The Ultimate Guide to B2B Sales Prospecting introduces a powerful prospecting strategy that brings person-to-person conversation back where it belongs: at the heart of the sales process.

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Produktdetails

• Verlag: Michael Hanrahan Publishing
• Seitenzahl: 200
• Erscheinungstermin: 24. August 2017
• Englisch
• ISBN-13: 9781925648362
• Artikelnr.: 49061190

Autorenporträt

Richard Forrest started life as a Biochemist and Forensic Scientist, but when he was first introduced to the world of sales in 1989, he realised that this was his true calling. Since then, Richard has managed and coached sales teams around the world, and in 2006 set up Forrest Marketing Group, which is now recognised as one of Australia's top B2B sales prospecting companies. Does his approach work? The numbers speak for themselves. Over 4 million phone calls made, more than 150,000 appointments set, and hundreds of millions of revenue for his clients.