The Win Without Pitching Guidebook & CD is co-authored by Win Without Pitching's Blair Enns and TheRevenueBuilder's Pauline O'Malley. It offers Do-It-Yourself training on the Win Without Pitching approach to agency business development across three main areas:

Section One

Positioning for Profit Business development success begins with positioning. The first section of the Guidebook makes the case for properly positioning the firm, then explains how to do it. Sample chapters include, Positioning Agency Brands, The Three Paths to Profit, and Five Rules of Pricing for Profit.

Section Two

The WWP Selling System

The second section delivers the entire WWP Selling System of rating opportunities and determining the appropriate next steps. Rooted in the behavioral science of how people change, the WWP Selling System rates opportunities based on the client-to-be's place in the buying cycle, rather than on the steps the salesperson has taken. This helps to keep the salesperson from driving unnecessary barriers and costs of pitches and written proposals into the sales cycle. Sample chapters include, How People Buy, Identifying the Six Stages of the Buying Cycle, The Nine Methods of Inspiring Change, and Four Keys to Qualifying.

Section Three

Implementation Guide

The final section of the guidebook lays out a path and deals with obstacles in the buying cycle, addressing topics like lead generation, nurturing, and closing, all in the face of RFPs and requests for free pitching.

Sample chapters include, Overcoming Objections, Inspiring Others to Commit, and Staffing, Tracking & Reporting

On the Cd

The CD contains numerous tools, exercises and support files including a business development planning spreadsheet, a weekly reporting format and guide, and positioning exercises to help you find your niche.

The advice in the Guidebook & CD will help you lower your cost of sale, improve your positioning as the expert in the relationship, increase your margins and beat the pitch. It has been called "the Bible of business development", and "the manual for how we run our firm."

Deep Discount When You
Combine the Guidebook & CD with Online Learning

The Guidebook & CD is priced at $895 USD, but when you add a one-year membership to the Online Learning Center ($395 for an individual membership) you receive a $300 discount off the Guidebook & CD. It's the complete Win Without Pitching DIY package, for under $1,000.

Free delivery within three business days in the US. We ship worldwide.

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