{"id":4024,"date":"2012-01-26T08:43:01","date_gmt":"2012-01-26T16:43:01","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=4024"},"modified":"2012-01-26T08:43:50","modified_gmt":"2012-01-26T16:43:50","slug":"how-to-say-itbusiness-to-business-selling-geoffrey-james","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2012\/01\/26\/how-to-say-itbusiness-to-business-selling-geoffrey-james\/","title":{"rendered":"How to Say It:Business to Business Selling. Geoffrey James."},"content":{"rendered":"<div style=\"width: 85px\" class=\"wp-caption alignleft\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/commons.wikipedia.org\/wiki\/File:James_Tissot_-_Going_to_Business.jpg');\"  href=\"http:\/\/commons.wikipedia.org\/wiki\/File:James_Tissot_-_Going_to_Business.jpg\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" class=\"zemanta-img-inserted zemanta-img-configured\" title=\"Going to Business\" src=\"http:\/\/upload.wikimedia.org\/wikipedia\/commons\/thumb\/5\/56\/James_Tissot_-_Going_to_Business.jpg\/300px-James_Tissot_-_Going_to_Business.jpg\" alt=\"Going to Business\" width=\"75\" height=\"181\" \/><\/a><p class=\"wp-caption-text\">Image via Wikipedia<\/p><\/div>\n<p>How to Say It: Business to Business Selling. Geoffrey James.2011. ISBN 9780735204584.\u00a0 This is a desktop book that every salesman and sales manager needs to have. It is extremely clear, concise and well written. Each chapter is a treasure trove of useful nuggets.\u00a0 He covers the bases:<\/p>\n<ul>\n<li>How to Craft an Elevator Pitch<\/li>\n<li>Find Hot Sales Leads<\/li>\n<li>Negotiate the Best Deal<\/li>\n<li>Sell to Top Execs<\/li>\n<li>Build Sales Partnerships<\/li>\n<li>Get a Customer Referral<\/li>\n<li>Prospect with Voice Mail<\/li>\n<li>Give a Compelling Product Demo<\/li>\n<li>Move a Lead to a Prospect<\/li>\n<li>Develop B2B Campaigns<\/li>\n<li>Close a B2B Deal<\/li>\n<li>and more<\/li>\n<\/ul>\n<p>He built this book through countless interviews with sales giants like Tom Sant, Wendy Weiss, Linda Richardson, Keith Eades, Jeff Thull, <a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.profitbuilders.com\/');\" class=\"zem_slink\" title=\"Keith Rosen\" rel=\"homepage\"  href=\"http:\/\/www.profitbuilders.com\/\" target=\"_blank\">Keith Rosen<\/a>, Joanne Black, <a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.gitomer.com');\" class=\"zem_slink\" title=\"Jeffrey Gitomer\" rel=\"homepage\"  href=\"http:\/\/www.gitomer.com\" target=\"_blank\">Jeffrey Gitomer<\/a> and others.\u00a0 As a regular contributor to Selling Power and other publications, the author really knows what works. Buy, read and review.<\/p>\n<h6 class=\"zemanta-related-title\" style=\"font-size: 1em;\">Related articles<\/h6>\n<ul class=\"zemanta-article-ul\">\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/rocketbuilders.blogspot.com\/2011\/12\/why-b2b-and-b2c-sales-are-different.html');\"  href=\"http:\/\/rocketbuilders.blogspot.com\/2011\/12\/why-b2b-and-b2c-sales-are-different.html\" target=\"_blank\">Why B2B and B2C Sales are Different<\/a> (rocketbuilders.blogspot.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/interconnecta.wordpress.com\/2012\/01\/24\/10-questions-to-ask-everyday\/');\"  href=\"http:\/\/interconnecta.wordpress.com\/2012\/01\/24\/10-questions-to-ask-everyday\/\" target=\"_blank\">10 questions to ask everyday<\/a> (interconnecta.wordpress.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/rocketbuilders.blogspot.com\/2012\/01\/why-sales-hates-marketing-9-reasons.html');\"  href=\"http:\/\/rocketbuilders.blogspot.com\/2012\/01\/why-sales-hates-marketing-9-reasons.html\" target=\"_blank\">Why Sales Hates Marketing: 9 Reasons<\/a> (rocketbuilders.blogspot.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.more-for-small-business.com\/business-to-business-selling.html');\"  href=\"http:\/\/www.more-for-small-business.com\/business-to-business-selling.html\" target=\"_blank\">Jan 16, Business to Business Selling: Use Effective B2B Marketing Strategy<\/a> (more-for-small-business.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/rocketbuilders.blogspot.com\/2012\/01\/pricing-optimization-in-b2b-world-value_23.html');\"  href=\"http:\/\/rocketbuilders.blogspot.com\/2012\/01\/pricing-optimization-in-b2b-world-value_23.html\" target=\"_blank\">Pricing Optimization in a B2B World: Value-Based Pricing Comes of Age for Sales<\/a> (rocketbuilders.blogspot.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/rocketbuilders.blogspot.com\/2012\/01\/b2b-marketing-why-maximising-leads-wont.html');\"  href=\"http:\/\/rocketbuilders.blogspot.com\/2012\/01\/b2b-marketing-why-maximising-leads-wont.html\" target=\"_blank\">B2B Marketing: Why Maximising Leads Won&#8217;t Maximise Revenues<\/a> (rocketbuilders.blogspot.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/rocketbuilders.blogspot.com\/2011\/12\/10-must-read-books-for-every-b2b-sales.html');\"  href=\"http:\/\/rocketbuilders.blogspot.com\/2011\/12\/10-must-read-books-for-every-b2b-sales.html\" target=\"_blank\">10 Must-Read Books for every B2B Sales and Marketing Bookshelf<\/a> (rocketbuilders.blogspot.com)<\/li>\n<\/ul>\n<div class=\"zemanta-pixie\" style=\"margin-top: 10px; height: 15px;\"><img decoding=\"async\" class=\"zemanta-pixie-img\" style=\"border: medium none; float: right;\" src=\"http:\/\/img.zemanta.com\/pixy.gif?x-id=ddbb1201-ec52-409c-b3f0-2cf345a8fdc4\" alt=\"\" \/><\/div>\n","protected":false},"excerpt":{"rendered":"<p>This is a desktop book that every salesman and sales manager needs to have. It is extremely clear, concise and well written. Each chapter is a treasure trove of useful nuggets.  He covers the bases:<\/p>\n<p>    How to Craft an Elevator Pitch<br \/>\n    Find Hot Sales Leads<br \/>\n    Negotiate the Best Deal<br \/>\n    Sell to Top Execs<br \/>\n    Build Sales Partnerships<br \/>\n    Get a Customer Referral<br \/>\n    Prospect with Voice Mail<br \/>\n    Give a Compelling Product Demo<br \/>\n    Move a Lead to a Prospect<br \/>\n    Develop B2B Campaigns<br \/>\n    Close a B2B Deal<br \/>\n    and more<\/p>\n<p>He built this book through countless interviews with sales giants like Tom Sant, Wendy Weiss, Linda Richardson, Keith Eades, Jeff Thull, Keith Rosen, Joanne Black, Jeffrey Gitomer and others.  As a regular contributor to Selling Power and other publications, the author really knows what works. Buy, read and review. <\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[8,4],"tags":[29,448,1502,1503,2761,110,870,1504],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/4024"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=4024"}],"version-history":[{"count":7,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/4024\/revisions"}],"predecessor-version":[{"id":4043,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/4024\/revisions\/4043"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=4024"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=4024"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=4024"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}