Smart Prospecting That Works Every Time. Win more clients with fewer cold calls. Michael D. Krause.
Smart Prospecting That Works Every Time. Win more clients with fewer cold calls. Michael D. Krause. 2013. ISBN 9780071805421. A well done , how-to-get-it-done sales book. The author is a successful sales person as well as a good sales trainer. He starts with helping the sales person see things from the prospects point of view and to look at the world from the buyers journey. I read lots of sales books a year and it is sometimes difficult to add something new. Krause does add some new ideas and riffs on some old ones. I certainly agree with his POV to selling today. This is clearly written pragmatic sales guidance that will get any sales person going. Good for a cross country flight.
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