Bosworth & Holland
CustomerCentric Selling CD1
2004
speech

#    Title    Time    Info  
1 Chapter1: What is CustomerCentric Selling 6:30
2 Solution-Focused vs Relationship-Focused 7:12
3 Managing their Managers vs Needing to be Managed 8:20
4 Chapter2: Opinions-The Fuel that Drives Corporations 6:38
5 Being Outsold 4:26
6 Turning Opinions into a Forecast 5:17
7 The Value of Accurate Forecasts 8:20
8 Chapter3: Success without Sales-Ready Messaging 8:42
9 Understanding Mainstream-Market Buyers 17:07
10 Postchasm Sellers 8:51
Total time 72:29