Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World - Couverture rigide

Stein, Dave; Andersen, Steve

 
9780814437155: Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World
Couverture rigide
ISBN 10 : 081443715X ISBN 13 : 9780814437155
Editeur : AMACOM, 2016

Synopsis

Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle.Beyond the Sales Process provides readers with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this one-of-a-kind resource reveals 12 essential strategies for the sales person wanting to take their performance to a whole new level, including:• Research your customer• Build a vision with them for their own success• Understand your customer’s drivers, objectives, and challenges• Create and realize value together• Leverage your results to forge lasting--and mutually beneficial--relationships• And more!See why Jeff Haden, Inc. called it one of 2017’s “15 Great Business Books You Should Definitely Read This Year.” If you want to successfully sell to your customers, you need to know your customers . . . beyond the sales process!

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À propos des auteurs

DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. He is an advisor to Sales and Marketing Management magazine.

STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include many of the world's top companies.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
AMACOM
Date d'édition
2016
Langue
anglais
ISBN 10 
081443715X
ISBN 13 
9780814437155
Reliure
Relié
Nombre de pages
288
Coordonnées du fabricant
non disponible
Personne responsable
non disponible