The Collaborative Sale by Keith M. Eades, Timothy T. Sullivan
Estimated delivery 3-12 business days
Format Hardcover
Condition Brand New
Description 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.
Publisher Description
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 behaviorWhy collaboration is so important to the new buyersThe emergence of new sales personae – Micro-marketer, Visualizer, and Value DriverBuyer alignment, risk mitigation, and the myth of controlSituational fluency, and the role of technologyFocused sales enablement, and buyer-aligned learning and developmentImplementation 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.
Author Biography
KEITH M. EADES is the Founder and Chief Executive Officer of Sales Performance International, one of the largest sales improvement companies in the world. Founded in 1988, the company does business in over 54 countries. Keith is one of the leading authorities on transforming companies into world-class sales organizations and is a bestselling author of The New Solution Selling. TIMOTHY T. SULLIVAN is the Director of Business Development for Sales Performance International. Tim is a frequent public speaker and published author on advanced sales and marketing practices.
Details ISBN 1118872428 ISBN-13 9781118872420 Title The Collaborative Sale Author Keith M. Eades, Timothy T. Sullivan Format Hardcover Year 2014 Pages 240 Edition 1st Publisher John Wiley & Sons Inc GE_Item_ID:78670646; About Us
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