This document provides a guide for winning new business in a tough economy. It discusses the importance of prospecting, identifying targets, and using a structured sales process and pipeline. The sales process involves steps like targeting prospects, prospecting, qualifying opportunities, presenting solutions, negotiating, closing deals, and account management. An effective sales process creates opportunities and more predictable results if executed correctly. It also discusses defining an ideal customer profile, networking, prospecting methods, preparing for and conducting sales meetings, and tips for proposals. Maintaining a sales pipeline that tracks opportunities through different stages is key to success.
1 of 73
Download to read offline
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
More Related Content
Guide to b2 b sales prospecting
1. www.evolve.ie
Selling in a Tough Economy
A Guide to Winning New Business in the Business to Business Sector