February 2015
Intermediate to advanced
224 pages
4h 26m
English
book
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
by Mark Roberge
Content preview from The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
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6Manufacturing Helpful Salespeople Your Buyers Trust
Today's buyers have all the control in the buying/selling process. Buyers can easily go online and find the top vendors in a given space. They can research differences in price and functionality across the various vendors. Buyers can find customers and ex-customers to talk to in social media. Often, buyers can try the product online for free, and sometimes they can even buy the product right there online.
So, why do we even need salespeople?
Good question.
In this new buyer/seller paradigm, salespeople must prove their worth by adding more value to the process. Sales is no longer about memorizing the call script, the price book, and the top 10 objections. It's about being a genuine consultant and trusted advisor to potential customers.
Train Your Salespeople to Experience the Day-to-Day Job of Potential Customers
Salespeople need a high degree of business acumen in order to fully understand their buyers' goals. Salespeople need to transform their product's generic messaging into a customized story that resonates with the buyer, addresses the buyer's needs, and uses the buyer's terminology.
The best-trained salespeople have experienced the day-to-day job of their potential customers.
This modern ...
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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.