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THE COLLABORTV SALE: SLTN SLLNG IN TDYS CSTMR-DRVN WRLD

Sales

Business & Economics

Gt Product Group

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Marketing Imprint Name

B2B GT

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B2B & B2C

Buyer behavior has changed, putting them much more in control of their purchasing process. They gather information through the Internet from a wide variety of online sources and as a result, most buyers are keeping sellers out of their buying process until much later than what was once the norm. This book helps sales professionals collaborate with todays buyers, showing how the most effective sellers succeed, and even thrive, in this era of new buyers, new selling roles, and new technologies. In The Collaborative Sale, you will learn:    How buyer behavior has changed, and how sellers must adapt to survive  Three emerging sales roles needed to be effective in todays market  Why a Solution Selling philosophy is more relevant today than ever before  How to build and leverage knowledge to become experts for customers  How to become a micro-marketer to gain access to prospects  How to manage risk in todays complex sales cycles  How to add real value in every engagement with customers  How to negotiate effectively, without caving in on price  How to build a robust pipeline of sales opportunities and achieve goals  How to use verifiable outcomes to manage deals and predict future revenues    The Collaborative Sale shows how to align effectively with todays buyers, helping them to succeed in overcoming their problems and challenges, and in so doing, creating value for customers, for solution suppliers, and for sales professionals.

The Collaborative Sale

12th+

Duration

Duration Unit Of Measure

Transaction Type

Front Cover.
Half Title Page.
Title Page.
Copyright Page.
Dedication.
Contents.
Foreword.
Preface.
Acknowledgments.
Definitions.
1: Foundations of the Collaborative Sale.
2: &#x201C;The Story&#x201D; and What&#x0027;s behind the Collaborative Sale.
3: Solution Selling Meets the New Buyer.
4: What the New Buyers Expect: Situational Fluency.
5: Three Personae of the Collaborative Sale.
6: The Micro-Marketer Persona.
7: The Visualizer Persona.
8: The Value Driver Persona.
9: Making the Collaborative Sale a Reality.
10: Establishing a Dynamic Sales Process.
11: Coaching the Collaborative Sale.
12: Implementing the Collaborative Sale.
Epilogue: &#x201C;The Story&#x201D; Continues &#x2026;.
Afterword.
Appendix.
Contributors.
Index.

The Collaborative Sale.css-1p8rvzy{position:absolute;padding-left:8px;}

The Collaborative Sale