O'Reilly logo

The Collaborative Sale: Solution Selling in a Buyer Driven World by Timothy T. Sullivan, Keith M. Eades

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CONTENTS

Foreword Dave Stein

Preface

Acknowledgments

Definitions

Part I FOUNDATIONS OF THE COLLABORATIVE SALE

1 “The Story” and What's behind The Collaborative Sale

The Collaborative Sale

What Is Sales Collaboration?

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 Millennials Are Coming

The Effect of Economic Uncertainty on Buyer 2.0 Behavior

Buyer 2.0 versus Buyer 1.0

Adapting to the Buyer 2.0 Paradigm

The Relevancy of Solution Selling and the Evolution of the Collaborative Sale

The Story (Continued)

3 What the New Buyers Expect: Situational Fluency

Seller Agility

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

4 The Micro-Marketer Persona

Why Be a Micro-Marketer?

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

The Story (Continued)

5 The Visualizer Persona

What Is a Visualizer?

Buyer States and Strength of Vision

Visualizer Conversations

Embracing the Visualizer Persona

The Story (Continued)

6 The Value Driver Persona

Focusing on Value

What Is the Value Driver Persona?

Using a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy

The Myth of Control

Create an Online Collaboration ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required