Collaborative Sale

Solution Selling in a Buyer Driven World

Inbunden, Engelska, 2014

238 kr

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Beskrivning

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 processThe 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.

Produktinformation

Utgivningsdatum:2014-05-07
Mått:158 x 231 x 28 mm
Vikt:431 g
Format:Inbunden
Språk:Engelska
Antal sidor:240
Förlag:John Wiley & Sons Inc
ISBN:9781118872420

Utforska kategorier

Försäljning och marknadsföring inom Ekonomi och Ledarskap

Mer om författaren

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.

Innehållsförteckning

Foreword Dave Stein xiPreface xvAcknowledgments xixDefinitions xxiPart I Foundations of the Collaborative Sale 11 “The Story” and What’s behind The Collaborative Sale 3The Collaborative Sale 7What Is Sales Collaboration? 92 Solution Selling Meets the New Buyer 13The Emergence of the New Buyer—Buyer 2.0 16The Effect of Information Access on Buyer 2.0 Behavior 16The Millennials Are Coming 21The Effect of Economic Uncertainty on Buyer 2.0 Behavior 23Buyer 2.0 versus Buyer 1.0 27Adapting to the Buyer 2.0 Paradigm 28The Relevancy of Solution Selling and the Evolution of the Collaborative Sale 33The Story (Continued) 353 What the New Buyers Expect: Situational Fluency 39Seller Agility 42Situational Fluency 44Components of Situational Fluency 45Hiring for Situational Fluency 50Developing Situational Fluency 51Technology’s Role in Situational Fluency 53Part II Three Personae of the Collaborative Sale 574 The Micro-Marketer Persona 59Why Be a Micro-Marketer? 60Micro-Marketers Demonstrate Situational Fluency—With Constraint 62Micro-Marketers Create Their Own Personal Brand 63Planning and Executing a Micro-Marketer Strategy 66Enabling the Micro-Marketer Persona 74The Story (Continued) 825 The Visualizer Persona 85What Is a Visualizer? 85Buyer States and Strength of Vision 91Visualizer Conversations 95Embracing the Visualizer Persona 99The Story (Continued) 1016 The Value Driver Persona 105Focusing on Value 107What Is the Value Driver Persona? 107Using a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy 115The Myth of Control 118Create an Online Collaboration Site 119Collaborating to Close 121Enabling the Value Driver Persona 122The Story (Continued) 124Part III Making the Collaborative Sale a Reality 1277 Establishing a Dynamic Sales Process 129Buyer-Aligned Sales Process 134Dynamic Sales Process 135Automating Dynamic Sales Processes 137Expanding the View of Sales Process 138Sales Process Enables Management and Marketing 1408 Coaching the Collaborative Sale 143Sales Management Cadence 144Motivation 1519 Implementing the Collaborative Sale 157Right Process: Buyer-Aligned Learning and Development 159Right People: Talent Assessment and Analytics 162Right Tools: Focused Enablement 167Committing to Success—Individually and Organizationally 177Epilogue 179Afterword 181Appendix 183Essential Competencies for The Collaborative Sale 183Additional Collaborative Selling Tools 186Contributors 195Keith M. Eades 195Timothy T. Sullivan 195Robert Kear 196James N. “Jimmy” Touchstone 197Dave Christofaro 197Kenneth Cross 198Tamela M. Rich 198Index 199