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BEYND SALES PROCSS: 12 PROVEN STRATEGIES CUST-DRVN WRLD

Sales

Business & Economics

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B2B GT

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B2B & B2C

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 realize value together • Leverage your results to forge lasting—and mutually beneficial—relationships.

Beyond the Sales Process

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COLSO

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Transaction Type

Front Cover.
Advance Praise for Beyond the Sales Process.
Title Page.
Dedication.
Contents.
Acknowledgments.
Introduction: Why Read Beyond the Sales Process?.
Engage: Driving Success Before the Sale.
1: Research the Organization: Becoming a Student of Your Customer.
2: Explore the Possibilities: Giving Your Customer a Reason to Engage.
3: Vision the Success: Visualizing Future Potential Value with Your Customer.
4: Elevate the Conversation: Defining and Pursuing Customer Value Targets.
5: Case Studies.
Win: Driving Success During the Sale.
6: Discover the Drivers: Understanding What&#x2019;s at Stake for Your Customers.
7: Align the Teams: Developing Customer Sponsors and Supporters.
8: Position the Fit: Competing for Customer Mindshare.
9: Differentiate the Value: Creating a Customer Preference.
10: Case Studies.
Grow: Driving Success After the Sale.
11: Realize the Value: Meeting and Exceeding Customer Expectations.
12: Validate the Impact: Measuring Success with Your Customer.
13: Adapt the Approach: Applying Lessons Learned with Your Customer.
14: Expand the Relationship: Leveraging Your Past Proven Value.
15: Case Studies.
Afterword.
Index.
About the Authors.
Copyright Page.

Beyond the Sales Process.css-1p8rvzy{position:absolute;padding-left:8px;}

Beyond the Sales Process