The Collaborative Sale: Solution Selling in a Buyer Driven World

INDEX

A

AberdeenGroup, 15, 19, 158

Action

accurate vision of a solution, 109–110

buyer desire to take, 43, 85

choices of, 108

of collaboration, 9

cost of not taking, 110

dates suggested for each, 117

need to take, 33

power of vision and, 85, 99

seller action in, 19

Action, compelling reason for

about, 109–110

component, 149

eliminating losses to no decision, 110

Adaption and Buyer 2.0 paradigm, 28–33

Adaptive process and methodology automation, 168–169

Admitted state, 94

Advanced analytics, 167

Aligning training, 160–161

Alignment

buyer risks and management strategy, 114–118

of buyers and sellers, 21, 115–116

coaching mutually agreed vision, 147

and collaboration with Buyer 2.0, 34

definitions of, 137

effective implementation, 159

and future business, 142

as help not control, 119

indicator of, 119

planning methodology, 140

proof of, 121

Sales Performance Optimization Cycle as, 159

with sellers, 147

verifiable outcomes of, 121, 134

Alternative solutions, 31

Application factors, 165

Attitude, 45

Automation. See also Marketing automation; Marketing automation system (MAS)

adaptive process and methodology, 168–169

content-gathering technology, 70

dynamic sales process, 137–138

marketing as micro-marketing tool, 72–73

monitoring, 53–54

support tools, 29

Autonomy, 155

B

Behavior

of buyer, 15, 91

of Buyer 2.0, 23

buyer changes, 28

changes, 162

and economic uncertainty effect, 23

information and, 16–21

and information of Buyer 2.0, 16–21

of looking buyer, 91

of Millennials, 21–23

of not ...