……深夜发刻薄邮件。对于你的服务，谁才是理想的“经济买家”（Economic Buyer）？行业/垂直领域/细分市场/地域是怎样的？只要你能定义目标客户，就能针对他们做销售拓客（prospecting）。建议读读《New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development》>http://www.goodreads.com/book/show/15863998-new-sales-simpli...
…mean emails late at night. Who is the ideal Economic Buyer for your services? Industry/Vertical/Segment/Geography? If you can define target client, you can go prospecting for them. Suggest reading New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development >http://www.goodreads.com/book/show/15863998-new-sales-simpli...
…brilliant insights of Matt Dixon > https://www.youtube.com/watch?v=bSfE8zZUoMc - Mike Weinberg is probably the most accessable and useful to a wide range of SMB companies, he's quite good! And his 'New Sales. Simplified' book is a Must Read > http://www.newsalescoach.com/services/
Great concepts here on planning & executing a sales attack, New Sales Simplified by Mike Weinberg > http://www.amazon.com/New-Sales-Simplified-Prospecting-Devel...
…find them. Now gather intel and network. You must talk to these guys, the more, the better. Incidentally, start reading up on the sales process. Recommend reading The Challenger Sale by Adamson and New Sales Simplified by Weinberg.
…a trusted connection, that's social proof. Please don't bore me with another White Paper or Power Point Presentation. If your role is to Sell, you're going to need multiple weapons. Suggest reading New Sales, Simplified > http://www.goodreads.com/book/show/15863998-new-sales-simpli...
…Keep in mind, the more you read-- the more data you compile and master the subject. Here are a couple not already mentioned-- The best book I've read in ages on prospecting and business development, New Sales, Simplified by Mike Weinberg. If you read nothing else, Chapter 14: Planning & Executing the Attack is pure protein! http://www.goodreads.com/book/show/15863998-new-sales-simpli... Here's a video presentation…
……深夜发刻薄邮件。对于你的服务，谁才是理想的“经济买家”（Economic Buyer）？行业/垂直领域/细分市场/地域是怎样的？只要你能定义目标客户，就能针对他们做销售拓客（prospecting）。建议读读《New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development》>http://www.goodreads.com/book/show/15863998-new-sales-simpli...
…mean emails late at night. Who is the ideal Economic Buyer for your services? Industry/Vertical/Segment/Geography? If you can define target client, you can go prospecting for them. Suggest reading New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development >http://www.goodreads.com/book/show/15863998-new-sales-simpli...
……Matt Dixon 的精辟见解 > https://www.youtube.com/watch?v=bSfE8zZUoMc - Mike Weinberg 可能是对各种中小企业（SMB）来说最平易近人也最实用的一位，他讲得相当棒！他的那本《New Sales. Simplified》是必读之作 > http://www.newsalescoach.com/services/
…brilliant insights of Matt Dixon > https://www.youtube.com/watch?v=bSfE8zZUoMc - Mike Weinberg is probably the most accessable and useful to a wide range of SMB companies, he's quite good! And his 'New Sales. Simplified' book is a Must Read > http://www.newsalescoach.com/services/
关于规划和执行销售攻势，这里有一些很棒的理念，Mike Weinberg 写的《New Sales Simplified》> http://www.amazon.com/New-Sales-Simplified-Prospecting-Devel...
Great concepts here on planning & executing a sales attack, New Sales Simplified by Mike Weinberg > http://www.amazon.com/New-Sales-Simplified-Prospecting-Devel...
……找到他们。现在开始搜集情报并拓展人脉。你必须和这些人多聊，聊得越多越好。顺便提一句，开始补一补关于销售流程的读物吧。推荐阅读 Adamson 的《The Challenger Sale》（挑战式销售）和 Weinberg 的《New Sales Simplified》。
…find them. Now gather intel and network. You must talk to these guys, the more, the better. Incidentally, start reading up on the sales process. Recommend reading The Challenger Sale by Adamson and New Sales Simplified by Weinberg.
……一个值得信赖的人脉，这就是社交认同（social proof）。千万别再拿白皮书或者 PPT 来催眠我了。如果你的职责是去卖东西（Sell），你就得备足多种武器。建议读一读《New Sales, Simplified》> http://www.goodreads.com/book/show/15863998-new-sales-simpli...
…a trusted connection, that's social proof. Please don't bore me with another White Paper or Power Point Presentation. If your role is to Sell, you're going to need multiple weapons. Suggest reading New Sales, Simplified > http://www.goodreads.com/book/show/15863998-new-sales-simpli...
……记住了，读得越多——你掌握的数据越多，对这门学问也就越精通。这里有两本之前没人提过的——我多年来读过的关于拓客和业务拓展最好的书，Mike Weinberg 的《New Sales, Simplified》。如果你没时间读全书，光看第 14 章《规划与执行销售攻势》就是纯纯的干货！http://www.goodreads.com/book/show/15863998-new-sales-simpli... 这里有个视频分享……
…Keep in mind, the more you read-- the more data you compile and master the subject. Here are a couple not already mentioned-- The best book I've read in ages on prospecting and business development, New Sales, Simplified by Mike Weinberg. If you read nothing else, Chapter 14: Planning & Executing the Attack is pure protein! http://www.goodreads.com/book/show/15863998-new-sales-simpli... Here's a video presentation…