PublishedAmacom, May 2016 |
ISBN9780814437155 |
FormatHardcover, 288 pages |
Dimensions9.2cm × 6.6cm × 1.1cm |
B2B buying has changed. Salespeople must adapt, or risk being left behind!
One of 2017's "15 Great Business Books You Should Definitely Read This Year" - Jeff Haden, Inc.
The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.
Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including:
Research your customer
Build a vision with them for their own success
Understand your customers' drivers, objectives, and challenges
Effectively position and differentiate
Create and realise value together
Leverage your results to forge lasting-and mutually beneficial-relationships
Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers-and take your sales performance to a whole new level.
