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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