Logga in

Eades, Keith M.

The Collaborative Sale: Solution Selling in a Buyer Driven World

Eades, Keith M. - The Collaborative Sale: Solution Selling in a Buyer Driven World, e-bok

26,40€

E-bok, ePUB, Adobe DRM-skydd
ISBN: 9781118872352
DRM-begränsningar

Skriva ut72 sidor with an additional page accrued var 11 timme, capped at 72 sidor
Kopiera till urklipp5 utdrag

Buyer behavior has changed the marketplace, and sellers must adapt to survive

The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment.

Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include:

  • Selling in times of economic uncertainty, broad information access, and new buyer behavior
  • Why collaboration is so important to the new buyers
  • The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver
  • Buyer alignment, risk mitigation, and the myth of control
  • Situational fluency, and the role of technology
  • Focused sales enablement, and buyer-aligned learning and development
  • Implementation and establishment of a dynamic sales process

The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Nyckelord: The Collaborative Sale: Solution Selling in Today's Customer-Driven World; Keith M. Eades; Timothy T. Sullivan; Sales Performance International; Challenger Sale; solution selling; sales techniques; micro-marketing; buyer behavior; buyer alignment; collaborative sales foundations; collaborative selling; improving sales performance; sales consultants; modern sales techniques; effective sales; risk management; predicting sales; leverage knowledge into sales; global sales techniques; new sales methods; sales text; business text; business sales; managing sales; sales management

Författare
 
Utgivare
John Wiley and Sons, Inc.
Utgivningsår
2014
Språk
en
Utgåva
1
Sidantal
240 sidor
Kategori
Ekonomisk
Format
E-bok
eISBN (ePUB)
9781118872352
Tryckt ISBN
9781118872420

Liknande e-böcker