Beyond the Sales Process
12 Proven Strategies for a Customer-Driven World
Authors: Dave Stein, Steve Andersen
Pub Date: April 2016
Print Edition: $27.95
Print ISBN: 9780814437155
Page Count: 288
e-Book ISBN: 9780814437162
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In our new, post-recession B2B sales world, thinking only about how to close an active buyer can be a fatal miscalculation.
It’s a cold, hard reality: your customers typically spend less than 5 percent of their time engaged in the buying of products and services from you. In order to continuously drive sales, it is imperative to engage with would-be buyers during the 95 percent of their time when they are not buying from you.
Presenting 12 proven strategies that top performers use to drive success before, during, and after the sale—and featuring revealing case studies from global leaders including Honeywell, Merck, Panasonic, and Siemens—Beyond the Sales Process demonstrates how to:
• Extend Your Sales Success by Going Beyond the Traditional Sales Process: Learn how top-performing salespeople and account managers are driving sales success with new and innovative approaches for engaging more effectively with customers, developing and winning new opportunities, and growing and sustaining customer relationships.
• Give Customers New and Powerful Reasons to Engage with You: Understand how to explore possibilities, envision success, and facilitate collaborative discussions with your customers in the “pre-opportunity” phase—when they’re not buying—and how to focus on the things that matter most to contemporary buyers.
• Align with Customers; Position and Differentiate Your Unique Value: Build trust-based relationships with buying and decision teams that establish an unshakeable foundation for mutual value creation, and develop customer-specific messaging that aligns your solutions and value with your customer’s success.
• Drive Success After the Sale Through Value Realization and Relationship Growth: Seize the momentum of the value created after your last sale and leverage that success to forge enduring and mutually beneficial relationships with those customers before your next opportunity.
Do you really expect your customer to respond favorably if you only show up when they’re buying something? Relationships matter. Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this evidence-based book gives you practical, proven methods for effectively positioning and differentiating yourself in an unprecedentedly competitive sales environment . . . enabling you to grow with your customers, and take your sales performance to a whole new level.
STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include industry leaders and many of the world’s top companies.
DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, Harvard Business Review, The Wall Street Journal, Fortune, and Forbes, and an advisor to Sales and Marketing Management magazine.
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