Creating Rainmakers
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portes grátis
Creating Rainmakers
The Manager's Guide to Training Professionals to Attract New Clients
Harding, Ford
John Wiley & Sons Inc
07/2006
290
Dura
Inglês
9780471920731
15 a 20 dias
542
Descrição não disponível.
Acknowledgments. Introduction.
Part I: The Rainmaker Model.
1. What Is a Rainmaker?
2. What Rainmakers Know or the Mathematics of Selling.
3. How Rainmakers Think or the Skill of Optimism.
4. What Rainmakers Do or the Power of Systems.
5. Limits to the Rainmaker Model.
Part II: The Elements of Rainmaking.
6. Targeting and Positioning.
7. Creating Value with Ideas.
8. Finding a Lead Generation Approach That Works.
9. Building Relationships That Produce Business.
10. Questioning and Synthesizing Methods.
11. Anecdotal Selling.
12. Finessing a Sale.
13. After You Are Hired.
14. Creating Rainmakers.
Conclusion.
Introduction to Appendices.
Appendix A: Recruiting Rainmakers by Terence Gallagher.
Appendix B: Compensating Professionals for Making Rain: A Tale of Two Law Firms by J. Mark Santiago.
Appendix C: Three Legs of a Stool: The Decisions That Shape the Marketing Function by Abigail J. Gouverneur and John Bliss.
Appendix D: Creating Presenters by Sims Wyeth.
Endnotes.
Index.
Part I: The Rainmaker Model.
1. What Is a Rainmaker?
2. What Rainmakers Know or the Mathematics of Selling.
3. How Rainmakers Think or the Skill of Optimism.
4. What Rainmakers Do or the Power of Systems.
5. Limits to the Rainmaker Model.
Part II: The Elements of Rainmaking.
6. Targeting and Positioning.
7. Creating Value with Ideas.
8. Finding a Lead Generation Approach That Works.
9. Building Relationships That Produce Business.
10. Questioning and Synthesizing Methods.
11. Anecdotal Selling.
12. Finessing a Sale.
13. After You Are Hired.
14. Creating Rainmakers.
Conclusion.
Introduction to Appendices.
Appendix A: Recruiting Rainmakers by Terence Gallagher.
Appendix B: Compensating Professionals for Making Rain: A Tale of Two Law Firms by J. Mark Santiago.
Appendix C: Three Legs of a Stool: The Decisions That Shape the Marketing Function by Abigail J. Gouverneur and John Bliss.
Appendix D: Creating Presenters by Sims Wyeth.
Endnotes.
Index.
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Acknowledgments. Introduction.
Part I: The Rainmaker Model.
1. What Is a Rainmaker?
2. What Rainmakers Know or the Mathematics of Selling.
3. How Rainmakers Think or the Skill of Optimism.
4. What Rainmakers Do or the Power of Systems.
5. Limits to the Rainmaker Model.
Part II: The Elements of Rainmaking.
6. Targeting and Positioning.
7. Creating Value with Ideas.
8. Finding a Lead Generation Approach That Works.
9. Building Relationships That Produce Business.
10. Questioning and Synthesizing Methods.
11. Anecdotal Selling.
12. Finessing a Sale.
13. After You Are Hired.
14. Creating Rainmakers.
Conclusion.
Introduction to Appendices.
Appendix A: Recruiting Rainmakers by Terence Gallagher.
Appendix B: Compensating Professionals for Making Rain: A Tale of Two Law Firms by J. Mark Santiago.
Appendix C: Three Legs of a Stool: The Decisions That Shape the Marketing Function by Abigail J. Gouverneur and John Bliss.
Appendix D: Creating Presenters by Sims Wyeth.
Endnotes.
Index.
Part I: The Rainmaker Model.
1. What Is a Rainmaker?
2. What Rainmakers Know or the Mathematics of Selling.
3. How Rainmakers Think or the Skill of Optimism.
4. What Rainmakers Do or the Power of Systems.
5. Limits to the Rainmaker Model.
Part II: The Elements of Rainmaking.
6. Targeting and Positioning.
7. Creating Value with Ideas.
8. Finding a Lead Generation Approach That Works.
9. Building Relationships That Produce Business.
10. Questioning and Synthesizing Methods.
11. Anecdotal Selling.
12. Finessing a Sale.
13. After You Are Hired.
14. Creating Rainmakers.
Conclusion.
Introduction to Appendices.
Appendix A: Recruiting Rainmakers by Terence Gallagher.
Appendix B: Compensating Professionals for Making Rain: A Tale of Two Law Firms by J. Mark Santiago.
Appendix C: Three Legs of a Stool: The Decisions That Shape the Marketing Function by Abigail J. Gouverneur and John Bliss.
Appendix D: Creating Presenters by Sims Wyeth.
Endnotes.
Index.
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
