Can I read Sales Hunting [recurso electrónico] How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon on EtoBox?

Sales Hunting [recurso electrónico] How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon by David A. Monty is a business book available to read on EtoBox.

What is Sales Hunting [recurso electrónico] How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon about?

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

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Author

David A. Monty

Publisher

Apress : Distributed to the Book trade worldwide by Springer Science+Business Media New York

Published

2014

Language

EN

ISBN

9781430267690

Category

business

Subjects

Management, Business, Management & Leadership

Rating

4.3 / 5 (18 ratings)

Updated

2026-03-14