Creating Rainmakers

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.
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
successful; every; firm; clients; critical; manager; professional; components; realizes; new; easy; clientgenerators; outlines; elements; rainmaker; comprehensive; two; rainmakers; model; indepth insight; leads; network; contacts; generate; book