Customercentric selling

Introduction

What is customer centric selling

Options

the fuel that drives corporations

Success without sales-ready messaging

Core concepts of customercentric selling

Defining the sales process

Integrating the sales and marketing processes

Features vs. customer usage

Creating sales-ready messaging

Marketing's role in demand creation

Business development

Developing buyer vision through sales-ready marketing

Qualifying buyers

Negotiating and managing a sequence of events

Negotiation-the final hurdle.