The Unstoppable Sales Machine

Table of contents

1. Cover
2. Half Title
3. Title
4. Copyright
5. Dedication
6. Contents
7. Foreword
8. Preface
9. Acknowledgments
10. About the Author
11. Introduction
12. Your First Step to Selling Success
13. Part 1 New Age Selling: What It Takes to Sell in Today’s Evolving Marketplace
    1. Chapter 1 What Is an Unstoppable Sales Machine (and Why Do I Need One)?
       1. The Four Things That Are Stopping Your Sales
       2. Old-School “Feet on the Street” Selling Is Dead
       3. Buying Preferences of Today’s Younger Generations
       4. Funnel False Hopes: You Can’t Sell Everything Online
       5. Examples of Sales Channels That Incorporate Both Online and Offline Resources
       6. In an Online World, Relationships Still Matter
       7. How to Build a Relationship from a Distance
    2. Chapter 2 Course Correction: How to Get the Attention of Today’s Buyers
       1. How Buyers Today Are Looking for Your Products and Services
       2. The Impact of One Click on Buyer Behavior
       3. Stories from the Sales Floor
       4. The Attention Generation: How to Get Their Attention; Keep It; Then Get It Again
       5. Solving a Problem Is Not the Problem
       6. Stories from the Sales Floor
       7. Impatience Is the New Norm: How Time Can Make or Break the Sale
    3. Chapter 3 Be There First with the Most: Staying Ahead of Your Competition
       1. Customer Intelligence: Zig When Your Competitors Zag
       2. Stories from the Sales Floor
       3. Why Electronic Surveys Are a Waste of Time
       4. The Hybrid Selling: Sales and Marketing Working Together
       5. Tools You’ll Need to Make Your Machine Sing
       6. Empowering Your Buyers to Buy
    4. Chapter 4 What Will Happen If You Don’t Build Your Sales Machine?
       1. Strong Sales Don’t Last Forever
       2. Death by 1000 Cuts: The Wrong Approach to Selling
       3. The New Age of Selling: Test, Improve, Scale Model
       4. Use Your Sales Machine to Attract (and Retain) Top Sales Talent
14. Part 2 Ingredients for Building Your Unstoppable Sales Machine: Where to Begin
    1. Chapter 5 Building Your Machine: The Best Place to Start
       1. A Strategy to Accelerate Sales Growth
       2. The Eight Key Components of Your Unstoppable Sales Machine
       3. Components of Your Unstoppable Sales Machine
       4. Test Your Assumptions (to Avoid a Catastrophic Failure)
       5. Building Your Machine While You Continue to Sell
       6. Where Are Your Sales Today?
    2. Chapter 6 Ideal Buyers: Why You Need Them and How to Attract Them
       1. Why You Can’t (and Shouldn’t) Sell to Everyone
       2. Stories from the Sales Floor
       3. How to Identify Your “Ideal Buyer”
       4. Defining Your Ideal Buyer
       5. Strategies to Attract Your Ideal Buyers
       6. The Twelve Commandments of Buyer Attraction
    3. Chapter 7 Countdown to Conversion: Engaging with Your Ideal Buyers
       1. The Key to Your Machine: Interrupting Your Buyer’s Patterns
       2. How to Introduce Pattern Interrupts for Your Buyers
       3. The Need for Speed: Why Responsiveness Is Your Competitive Advantage
       4. Benefits to Being Responsive to Your Buyers
       5. Stoke the Fire: Adding Value Where Your Competitors Don’t
       6. Stories from the Sales Floor
       7. Five Stages of Buyer Value
       8. Create Your Value Implementation Plan
       9. Managing the Flow of Buyers: Pull versus Push
    4. Chapter 8 Countdown to Launch: Fine-Tuning Your Machine before Liftoff
       1. Fuel for Your Machine: The Rules to Connecting with Ideal Buyers
       2. Three Rules to Consistently Generating Qualified Buyers
       3. Potent Lead Generation Framework
       4. Qualification Hurdles: Getting Your Buyers to Engage with You
       5. Buyer Intelligence: Making Your Machine Agile and Responsive
       6. Introducing Your Referral Vortex to Maximize Sales Thrust
    5. Chapter 9 Board Your Crew: Gaining Buy-In to Enable Your Sales Machine
       1. Why Everyone Is in Sales, Even Your Accountant
       2. Enabling Your Sales: Why You Need Rapid Response for Quick Conversion
       3. Integrating Responsiveness into Buyer-Facing Activities
       4. Procedures That Support Responsiveness
       5. Tools That Enable Buyer Responsiveness
       6. Sales Enablement Tools That Support Buyer Responsiveness
       7. How to Engage Your Team and Sell More
15. Part 3 Prepare the Rockets: Launching Your Machine
    1. Chapter 10 Launch Your Machine (Prepare for the Worst, Expect the Best)
       1. Ready, Aim, Fire: Steps to Launch Your Unstoppable Sales Machine
       2. Steps to Introducing Your Unstoppable Sales Machine
       3. Execution of Your Plan: From Paper to Practice
       4. Ease Your Existing Buyers into Your Machine
       5. Avoiding and Overcoming Common Pitfalls When Introducing Your Machine
       6. Common Pitfalls to Avoid
       7. Stories from the Sales Floor
       8. How Frequently Should You Communicate?
    2. Chapter 11 Advanced Strategies to Accelerate Your Sales
       1. Tuning Your Machine for Optimum Performance
       2. Touchpoint Opportunities with Your Buyers
       3. Entice Your Team to Personalize Every Buyer Experience
       4. Language to Accelerate the Sale
    3. Chapter 12 Dial-In Your Sales: Scale Up or Slow Down Sales with Your Machine
       1. Scaling up Attention: The Four Sources of New Business
       2. Questions to Scale up Market Attention for Your Company
       3. Scaling up Your Sales: Three Steps to Generating More Revenue
       4. Sales Scale-Up Framework
       5. Scaling Back Your Sales (Gasp!)
       6. Formula to Scale Back Your Sales
    4. Chapter 13 Set Your Sights on Market Domination
       1. Why Pursue Dominating Your Market
       2. Companies Who Dominate in Their Market
       3. Dominate Your Market: Putting Your Machine into Overdrive
       4. Taking the Next Step: Introducing Your Very Own Unstoppable Sales Machine
16. Conclusion
17. References
18. Index