footer-legal-menu

Terms of use

Privacy

zone1

zone2

products

Marketing materials, training documents, discovery services

cengage:card

FIND YOUR SALES REPRESENTATIVE

cengage:column

Get marketing materials, training documents, discovery services.

PRODUCT SUPPORT

CUSTOMER SUPPORT

Report technical issues, errors, check system status

TECHNICAL SUPPORT

Manage product preferences, generate usage reports, simplify administrative tasks.

ADMIN TOOLS

support

zone3

cengage:galethorndikeseo

footer-menu-component

footer-social-menu-component

secondary-storefront-menu

International

North America

China

Japan

Latin America

Brazil

Region

Set your region:

secondary-account-menu

Profile

Orders

Wish List

Fast Order Entry

My Account

header

secondary-primary-menu

About Us

Blogs

Press Center

Events

News

Careers

Our Company

Request a Trial

config

footer

container

footer-social-menu

Sign Up for Emails

CONNECT WITH GALE

Stay up-to-date with the latest Gale news, exclusive offers, and more.

facebook

linkedin

instagram

youtube

SOCIAL ICONS

gale-footer

Account Information

bundle-connector

mega-menu

FIND YOUR REP

support-order-2

footer-menu

Academic Institutions

K-12

Public Libraries

Government and Special Libraries

Statewide Programs

Institutions

Databases

Primary Sources

Digital Humanities Tools

eLearning

Schools/K-12 Curriculum

Books

Large Print Books by Thorndike Press

Products

Find Your Rep

Product Support

Technical Support

Customer Support

Admin Tools

Accessibility Policy

Support

Partnerships

Contact Us

footer-legal-menu-component

%1 products have been added to your cart but %2 have been backordered and will be fulfilled when stock is available

Product on backorder

Current quantity limit is [maxProductQuantity], please, navigate to the cart page and change quantity of product

You will be able to resubmit promo in ${countdown} seconds. test

Please note that the taxes displayed on our website are estimated and subject to adjustment. The actual tax charges will be determined and settled during the final invoicing of your order

product-detail-component

header-component

Would you like to go to the Gale {{RECOMMENDED_COUNTRY}} site instead?

It looks like you're visiting from {{DETECTED_COUNTRY}}.

main

Browse by Institution Type

Browse by Product Type

You may already have access to Gale content through your institution.

STUDENTS AND RESEARCHERS

support-order-1

single-column

BEYND SALES PROCSS: 12 PROVEN STRATEGIES CUST-DRVN WRLD

Sales

Business & Economics

Gt Product Group

Binding Format

Marketing Imprint Name

B2B GT

CL Carton Count

Imprint Name

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

COLFR

COLSO

COLJR

COLSR

Duration

Duration Unit Of Measure

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