Book description
The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.
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
Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers—and take your sales performance to a whole new level.
Table of contents
- Cover
- Title
- Contents
- Acknowledgments
- Introduction: Why Read Beyond the Sales Process?
-
SECTION I. Engage: Driving Success Before the Sale
- Strategy 1. Research the Organization: Becoming a Student of Your Customer
- Strategy 2. Explore the Possibilities: Giving Your Customer a Reason to Engage
- Strategy 3. Vision the Success: Visualizing Future Potential Value with Your Customer
- Strategy 4. Elevate the Conversation: Defining and Pursuing Customer Value Targets
- SECTION II. Win: Driving Success During the Sale
-
SECTION III. Grow: Driving Success After the Sale
- Strategy 9. Realize the Value: Meeting and Exceeding Customer Expectations
- Strategy 10. Validate the Impact: Measuring Success with Your Customer
-
Strategy 11. Adapt the Approach: Applying Lessons Learned with Your Customer
- Understanding How Your Customer Defines Success After the Sale
- Adapting Your Approach to Meet Your Customer’s Changing Needs
- Embracing Change and Making Needed Adjustments
- Validating the Impact on Your Business to Ensure Both Parties Are Successful
- Benchmarking Performance from the Seller’s Perspective
- Adapting Your Approach and Planning to Grow
- Testing Your Effectiveness: Adapt the Approach
- Strategy 12. Expand the Relationship: Leveraging Your Past Proven Value
- Afterword
- Index
- About the Authors
- Copyright
Product information
- Title: Beyond the Sales Process
- Author(s):
- Release date: April 2016
- Publisher(s): AMACOM
- ISBN: 9780814437162
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