{"product_id":"9781430267690","title":"Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon","description":"\u003cp\u003e    \u003c\/p\u003e\u003cp\u003eThe 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.\u003c\/p\u003e\u003cp\u003eAs \u003cem\u003eSales Hunting:\u003c\/em\u003e \u003cem\u003eHow to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon\u003c\/em\u003e 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?\u003c\/p\u003e\u003cp\u003e\"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—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. \u003c\/p\u003e\u003cp\u003e\u003cem\u003eSales Hunting\u003c\/em\u003e helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains:\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eWhy most customers don’t want to buy from you . . . \u003cem\u003eyet\u003c\/em\u003e\n\u003c\/li\u003e\n\u003cli\u003eWhy trust-based relationships enable you to open up territories and bag the biggest customers quickly\u003c\/li\u003e\n\u003cli\u003eHow to qualify and rank customers based on traits\u003c\/li\u003e\n\u003cli\u003eHow to get in step with the customer’s buying cycle\u003c\/li\u003e\n\u003cli\u003eHow to establish trust-based and traditional sales metrics to guide your efforts\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eWith advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—\u003cem\u003eSales Hunting\u003c\/em\u003e is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e         What you’ll learn\u003cul\u003e\n\u003cli\u003eWhy traditional sales models do not work for new account acquisition. \u003c\/li\u003e\n\u003cli\u003eWhy long-term sales success is built on developing a trusted relationship with the customer.\u003c\/li\u003e\n\u003cli\u003eThe best methods for achieving first meetings.\u003c\/li\u003e\n\u003cli\u003eThe best solutions to lead with.\u003c\/li\u003e\n\u003cli\u003eHow to qualify customer and opportunities. \u003c\/li\u003e\n\u003cli\u003eWhere to best spend your time.\u003c\/li\u003e\n\u003cli\u003eHow to measure and track your success.\u003c\/li\u003e\n\u003c\/ul\u003eWho this book is for      \u003cp\u003e     Salespeople and sales managers opening new territories or trying to penetrate new accounts.      \u003c\/p\u003e     Table of Contents\u003cul\u003e\n\u003cli\u003eHunting Misunderstood\u003c\/li\u003e\n\u003cli\u003eIdentify the Silent Sales Killers\u003c\/li\u003e\n\u003cli\u003eThe Buyer Process\u003c\/li\u003e\n\u003cli\u003eThe Sales Process\u003c\/li\u003e\n\u003cli\u003eTrust\u003c\/li\u003e\n\u003cli\u003eTrust Sales Cycle\u003c\/li\u003e\n\u003cli\u003eBuild Business Relationships\u003c\/li\u003e\n\u003cli\u003eUnderstand the Sales Equation\u003c\/li\u003e\n\u003cli\u003ePreplanning: Prepare Yourself\u003c\/li\u003e\n\u003cli\u003eNiche Selling\u003c\/li\u003e\n\u003cli\u003eRich Hunting Grounds\u003c\/li\u003e\n\u003cli\u003eWhere to Find Customers\u003c\/li\u003e\n\u003cli\u003eCold Calling\u003c\/li\u003e\n\u003cli\u003eOn the Phone for the First Time\u003c\/li\u003e\n\u003cli\u003ePower in Sales\u003c\/li\u003e\n\u003cli\u003eSelling Strategies\u003c\/li\u003e\n\u003cli\u003eQualify the Customer\u003c\/li\u003e\n\u003cli\u003eBuilding Trust before Opportunity\u003c\/li\u003e\n\u003cli\u003eQualifying and Developing Opportunities\u003c\/li\u003e\n\u003cli\u003eAre You Winning or Losing?\u003c\/li\u003e\n\u003cli\u003eWrapping Up\u003c\/li\u003e\n\u003cli\u003eSummary\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Apress","offers":[{"title":"Default Title","offer_id":47124730937584,"sku":"9781430267690","price":27.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781430267690_p0.jpg?v=1763751133","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781430267690","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}