1. The Foundations
What really matters:
Marketing Is A Service
The Consultative Side To Marketing
Long-term Commitment
Clarifying your business focus:
Why Strategy Matters
Know Your Strengths
Focusing Your Business
How to stand out from the crowd:
Competitive Differentiation
Research Your Distinctives
15 Ways To Stand Out
Developing your corporate image:
How Are You Perceived?
The Tangible Elements Of A Good Corporate Image
The Intangible Elements Of Your Image
Who Would You Like To Be?
Marketing Materials
2. Getting started in sales
Developing a sales strategy:
What A Good Sales Strategy Can Do For You
Using Market Intelligence
Using Market Intelligence To Target Your Sales
The five types of sales leads:
Really effective use of the phone:
Pick The Phone Up!
How To Use The Phone To Develop New Business
The Importance Of Systems
Following up:
Following Up By Letter
Appointments And Presentations
A day in the life of a sales hunter:
A Typical Day In The Life Of A Sales Hunter
3. Building competence
Get everyone involved:
Starting With The Receptionist
Care For Your Corporate Image
Everyone Is A Sales Spotter
Personal skills:
The Importance Of Courtesy
Honesty Really Is The Best Policy
Develop Your Ability To Listen
Ask Incisive Questions
Delivering great presentations:
Preparing To Meet The People
Anticipating And Pre-handling Problems
Preparing Your Team
Rehearsing A Presentation
Making The Presentation
After The Presentation
Developing long term relationships:
Relationship Development
Getting To Tender
After The Tender
Troubleshooting:
Getting Past The Gatekeepers
Why Am I Not Hearing Back?
Getting More From Your Sales Leads
Damage Limitation
