2002 Prospecting Training 
No More Cold Calling
JUNE 10, 2021
I was working for a global consulting and training firm. Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. By 2002-2003, people were continually asking if I had a book. We ask for an introduction to our ideal prospect. The year was 1996.
Zoominfo
JUNE 24, 2019
CCS® specializes in world-class sales training that helps organizations predictably improve revenue growth and sales performance. CustomerCentric Selling® is annually named to Training Industry’s list of Top Sales Training Companies. John Holland is Chief Content Officer for CustomerCentric Selling® (CCS®).
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
A Sales Guy
MARCH 30, 2021
It doesn’t address topics like closing or overcoming objections or prospecting or email writing. S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. Remember, he published the book in 2002, 6 years before the Great Recession.
No More Cold Calling
JUNE 16, 2016
Or perhaps seen the Kevin Bacon Visa Check Card ad from 2002? Smart sales execs would send the Brit, because he would more likely be perceived by these prospects as “one of them.” Commuters who ride the same train to work with you every morning? Your referral network is larger than you realize.
Zoominfo
AUGUST 30, 2022
In the last year alone, our data shows that the words “GDPR” and “Marketing” were mentioned together over 30,000 times on prospect calls. The ePrivacy Directive , passed in 2002, was created to reinforce privacy by protecting the confidentiality of communications and establishing rules for tracking and monitoring data subjects.
Zoominfo
JUNE 24, 2019
CCS® specializes in world-class sales training that helps organizations predictably improve revenue growth and sales performance. CustomerCentric Selling® is annually named to Training Industry’s list of Top Sales Training Companies. John Holland is Chief Content Officer for CustomerCentric Selling® (CCS®).
SBI
SEPTEMBER 4, 2012
During the whole of the ‘90s and between 2002-2007 most sales organizations benefited from high demand for their products and services. boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint. They simply never had to learn how. And that’s where “New Sales.
Expert insights. Personalized for you.
385 
Let's personalize your content