Beyond the Sales Process

12 Proven Strategies for a Customer-Driven World

 Beyond the Sales Process

Authors: Dave Stein, Steve Andersen
Pub Date: April 2016
Print Edition: $27.95
Print ISBN: 9780814437155
Page Count: 288
Format: Hardback
e-Book ISBN: 9780814437162

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“You can sit back and wait for the next RFP, or you can read Beyond the Sales Process and join the next generation of highly effective B2B sales professionals. Armed with the 12 proven strategies in this book, you’ll engage customers on a whole new level while creating and winning your own next opportunity.”— Paul Merrild, Senior Vice President, Enterprise Sales, athenahealth

“Creating high-value, ongoing client success begins long before the sale happens and continues long after the sale concludes. In Beyond the Sales Process, Steve Andersen and Dave Stein provide a clear roadmap on how to move into the high-value space of client collaboration, innovation, and mutual value creation.”— Rosemary Heneghan, Director, International Sales Organization, IBM Corporation

Beyond the Sales Process details how to capture, consolidate, and then multiply the power of marketing, sales, and customer service to drive value for customers before, during, and after the sale. The Engage/Win/Grow approach provides the reader with a precise approach for how to do this in today’s challenging business environment.”— Dr. Kourosh Bahrami, Corporate Vice President/Global Head of Marketing and Sales/Automotive, Metal & Aerospace, Henkel

“It’s easy to say that trust is critically important to your customer relationships—but the proof is in the doing. Beyond the Sales Process lays out in very practical terms how to make it happen: from establishing trust and credibility before there’s a sales opportunity on the horizon to helping customers solve their business problems to growing with your customer after closing the sale—and everything in between. A must-buy.”— Charles H. Green, co-author of The Trusted Advisor, author of Trust-Based Selling, and founder/CEO of Trusted Advisor Associates, LLC

“Most sales books assume that only the sale matters. Not true. This book considers the whole picture—what’s happening when your customers aren’t buying from you influences them when they are. Dave and Steve equip you with the right strategies to engage your customers and decisively defeat your competitors.” — Yvonne Genovese, GVP, Gartner, Inc.

“Steve Andersen and Dave Stein’s Engage/Win/Grow approach is profoundly compelling. . . . These two experts prove once and for all that relationships are critical to your sales success.” — Craig Lemasters, President and CEO, Assurant Solutions

“If you want to learn how to win business by engaging with your customers differently than any of your competitors, Andersen and Stein lay out all the answers you’ll need, and then some. The book’s 12 actionable strategies and behind-the-scenes case studies offer more than just another methodology; they deliver a no-nonsense platform that will lead you directly to your next win.”— Paul Nolan, Editor, Sales & Marketing Management magazine

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