The CustomerCentric Selling® Field Guide to Prospecting and Business Development · Techniques, Tools, and Exercises to Win More Business

**The CustomerCentric proprietary approach to prospecting for long-lead sales** *The CustomerCentric Selling* ® *Field Guide to Prospecting and Business Development* focuses on engaging potential clients in relevant conversations to keep them engaged, engaging targeted executives using multiple methods, developing sales-ready messaging that provides answers to business challenges, and identifying triggering events that are important to the executives targeted. Most importantly, it is a guide for winning more business and developing more lasting relationships with customers. **Gary Walker** is a cofounder of CustomerCentric Systems, LLC, which *Training Magazine* routinely lists in its list of top 25 sales training companies.