March 2014
Intermediate to advanced
240 pages
4h 33m
English
book
The Collaborative Sale: Solution Selling in a Buyer Driven World
by Keith M. Eades, Timothy T. Sullivan
Content preview from The Collaborative Sale: Solution Selling in a Buyer Driven WorldBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
CONTENTS
Part I FOUNDATIONS OF THE COLLABORATIVE SALE
1 “The Story” and What's behind The Collaborative Sale
2 Solution Selling Meets the New Buyer
The Emergence of the New Buyer—Buyer 2.0
The Effect of Information Access on Buyer 2.0 Behavior
The Effect of Economic Uncertainty on Buyer 2.0 Behavior
Adapting to the Buyer 2.0 Paradigm
The Relevancy of Solution Selling and the Evolution of the Collaborative Sale
3 What the New Buyers Expect: Situational Fluency
Components of Situational Fluency
Hiring for Situational Fluency
Developing Situational Fluency
Technology's Role in Situational Fluency
Part II THREE PERSONAE OF THE COLLABORATIVE SALE
Micro-Marketers Demonstrate Situational Fluency—With Constraint
Micro-Marketers Create Their Own Personal Brand
Planning and Executing a Micro-Marketer Strategy
Enabling the Micro-Marketer Persona
Buyer States and Strength of Vision
Embracing the Visualizer Persona
What Is the Value Driver Persona?
Using a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy
Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Read now
Unlock full access
More than 5,000 organizations count on O’Reilly
O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.