CustomerCentric Selling

The classic guide to B2B selling--updated with the newest digital strategies CustomerCentric Selling pioneered the concept that the key to sales success lies in the ability to find solutions to customers' problems by getting into their minds, and it was the first book to provide the methodology to d [...]
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The classic guide to B2B selling--updated with the newest digital strategies CustomerCentric Selling pioneered the concept that the key to sales success lies in the ability to find solutions to customers' problems by getting into their minds, and it was the first book to provide the methodology to do so. In this fully revised second edition, readers will find the latest information on using digital platforms to engage buyers who resist common sell tactics. New material includes leveraging social networking sites, creating a three-month sales cycle, and different types of initial touches.