Discover proven methods for business-to-business lead generation, specifically reaching the key decision maker for individuals, as well as for company wide use. There are three qualities that a decision maker will positively respond to:
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**flexibility
**humility
**objectivity
Connecting with Key Decision Makers begins with a job description of senior executives, what they want from vendors/job applicants and how you can give them what they want. It follows up with eight principles to woo top brass.
It covers how to relate to executives' assistants with five ways to gain cooperation between you and the assistant. You will find out three ways of opening a conversation to meeting the assistant in person.
Connecting with Key Decision Makers includes face-to-face
business communications through trade shows, networking, and speaking before a group. Written communication of thank-you's, postcards, building your database and your own Fact sheet with specific details and illustrations, is covered as well. Additionally, you can find out how to
make the most of your phone efforts through effective voice mail and five quirks that irk customers on the phone.
Helpful Hints is located at the end of each chapter. Included is an appendix of Helpful Resourcces with addresses, phone numbers and web sites, of sources mentioned in the book. The book is complete with an Index.
The review of this Book prepared by Cheryl McCann
