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.