The CustomerCentric Selling® Field Guide to Prospecting and Business Development: Techniques, Tools, and Exercises to Win More Business

A great book. Full of ideas on how to boost sales & increase customer services. Nicely written.

Instructivelly splays out a wealth of practical strategies sales professionals can use to launch multi-tiered business development campaigns with surgical precision. Unlike most concomitant "field books", this wasn't a watered-down variant of the original release. Indispensable for anyone thats serious about in-depth campaign planning, tactical approaches to prospect-facing encounters and forecasting methodologies. Highly recommended.

This new book is great for any salesperson, whether experienced or new, to learn tangible, hands-on skills that can be easily executed and practiced on a daily basis. If you want to know how to prospect today, then this is a must-read.

This is an outstanding book that is easy to follow and Apply. The principles that Gary lays out are powerful and effective. This is a must read book! Vance

Excellent field sales guide

This is without a doubt the best book I've read on Prospecting and Business Development in years. Building on concepts introduced in the updated Customer Centric Selling book, this field guide provides lead gen, sales reps, and sales managers with an easy to understand and implement framework for what I consider the most challenging part of today's sales cycle--getting the door open.Outside of the straightforward and uncomplicated style Walker uses to deliver this framework, the key to the book is that it is indeed a field guide, complete with lab exercises, templates, and step-by-step planning tools. I plan to make this guide required reading for all lead-gen/hunter reps I onboard moving forward.

Great book to guide anyone needing to boost their sales! Get it today!

All too often a sales book starts out assuming no help from marketing and/or the sales person has to do everything. This book is better than most in that it lays out exactly where marketing can best help sales. The book is realistic through using field guide style for what to do in prospecting and BD. It is interactive, pragmatic and immediately useful to every salesperson. I appreciated that the author has woven in all the latest techniques and tools to help you make your number efficiently and effectively. I read the authors blog regularly and it too is full of very useful content to rocket launch your sales. A book for all the high producers, those to aspire to be a high producer and all sales leaders.

A great framework that is ideal for software sales. This is a truly brilliant methodology that helps you manage the entire sales process - which is ideal for complex sales such as a software sale. It breaks down the various phases of the sales strategy and gives great education on each part.WHy 4 stars? Although it is a great framework. Once you breakdown each section, any one who has been in sales for aa period of time will quickly see that there are better approaches - examples are better ways to qualify, better ways to prospects etc. Thus I would recommend constantly educating yourslef with other books that can help with things like business impact etc. However this is a great book that can help you bring together the sales strategy.One thing I would like to add - although today (2018) this is a great book - 12months, 24 months, 36 months down the line the approach might (most likely will be) obsolete. Keep educating yourselves!!