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The outcome-based B2B sales playbook: A practical framework for every stage of your sales process with AI as your strategic edge - Couverture souple
Synopsis
Selling in B2B today is not about presenting a product better. It is about helping the customer build a stronger decision.
In complex sales cycles, the real challenge is rarely just convincing one person. You need to understand the context, map different stakeholders, uncover real priorities, build internal consensus, translate value into measurable outcomes, and negotiate without reducing everything to price.
This book is a practical guide to outcome-based B2B sales.
It comes from nearly twenty years of work in B2B tech sales and brings together methodologies, frameworks, examples and tools that can be applied across the entire commercial process: from prospecting to discovery, from opportunity qualification to business case development, from presentations to negotiation.
Inside this book, you will find:
- how to shift the commercial conversation from products, features and price to the business outcomes the customer wants to achieve;
- frameworks such as SPICED, MEDDPICC+RR and Challenger Sale applied to complex B2B sales;
- methods to map stakeholders, champions, decision makers, decision criteria and deal risks;
- strategies to build collaborative business cases that help the customer sell the project internally;
- techniques to make demos, presentations and customer stories more relevant and value-oriented;
- practical approaches to negotiation, pricing and discount management;
- ideas for using AI as a support tool for commercial work, from preparation to synthesis, from analysis to content quality.
This is not a sales motivation book.
It is an operating manual for salespeople, account managers, business developers, sales managers and B2B professionals who want to sell better in complex environments, with more method and greater focus on the value created for the customer.
If you want to build stronger conversations, qualify opportunities more effectively, defend the value of your proposal and guide customers toward better decisions, this book gives you a practical toolkit you can use in your daily work.
Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.
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The outcome-based B2B sales playbook: A practical framework for every stage of your sales process with AI as your strategic edge
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Etat : New. Print on Demand. N° de réf. du vendeur I-9798305899009
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The outcome-based B2B sales playbook
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PAP. Etat : New. New Book. Shipped from UK. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. N° de réf. du vendeur L0-9798305899009
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The outcome-based B2B sales playbook
impression à la demandeVendeur : PBShop.store UK, Fairford, GLOS, Royaume-Uni
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PAP. Etat : New. New Book. Delivered from our UK warehouse in 4 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. N° de réf. du vendeur L0-9798305899009
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The outcome-based B2B sales playbook: A practical framework for every stage of your sales process with AI as your strategic edge
Vendeur : Ria Christie Collections, Uxbridge, Royaume-Uni
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Etat : New. In English. N° de réf. du vendeur ria9798305899009_new
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The outcome-based B2B sales playbook (Paperback)
impression à la demandeVendeur : CitiRetail, Stevenage, Royaume-Uni
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Paperback. Etat : new. Paperback. Twenty years in B2B tech sales. From this experience, I've learned one thing: most sales professionals sell products. The best ones sell results. This book comes from that insight. It's not theory from a consultant or a guru. It's what actually works when you're in the trenches, when the quarter is ending, when you need to prove value to a CxO receiving five competing proposals. If you're in this situation, this book is for you: You close deals, but smaller than you'd like. Struggle to communicate value beyond price.You lose deals in negotiation you should have won. Long cycles, blocked processes.You're a Sales Manager looking for a replicable methodology for your team.You're a business leader wanting to build a sales culture centered on value, not volume.What you'll learn (and apply tomorrow): Shift focus from your products to the business results your customers actually seek.Build collaborative business cases that become the real "engines" driving sales within your customer's organization.Master the Challenger Sale: provoke your customers with insights they haven't yet considered.Negotiate with authority, creating agreements where both sides win (without cutting price out of desperation).Leverage AI in your daily work: virtual assistants, analysis, preparation (the competitive edge top performers already use).Ready-to-use frameworks, templates, and checklists you can deploy immediately.Every chapter is built on two principles: 1. It's based on what I've actually done (not theory).2. It's immediately actionable (it won't gather dust on your shelf). This isn't your typical sales book. It's the manual I wish I'd had when I started. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. N° de réf. du vendeur 9798305899009
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The outcome-based B2B sales playbook : A practical framework for every stage of your sales process with AI as your strategic edge
Vendeur : AHA-BUCH GmbH, Einbeck, Allemagne
Évaluation du vendeur 5 sur 5 étoiles
Taschenbuch. Etat : Neu. Neuware - Selling in B2B today is not about presenting a product better. It is about helping the customer build a stronger decision.In complex sales cycles, the real challenge is rarely just convincing one person. You need to understand the context, map different stakeholders, uncover real priorities, build internal consensus, translate value into measurable outcomes, and negotiate without reducing everything to price.This book is a practical guide to outcome-based B2B sales.It comes from nearly twenty years of work in B2B tech sales and brings together methodologies, frameworks, examples and tools that can be applied across the entire commercial process: from prospecting to discovery, from opportunity qualification to business case development, from presentations to negotiation.Inside this book, you will find: - how to shift the commercial conversation from products, features and price to the business outcomes the customer wants to achieve;- frameworks such as SPICED, MEDDPICC+RR and Challenger Sale applied to complex B2B sales;- methods to map stakeholders, champions, decision makers, decision criteria and deal risks;- strategies to build collaborative business cases that help the customer sell the project internally;- techniques to make demos, presentations and customer stories more relevant and value-oriented;- practical approaches to negotiation, pricing and discount management;- ideas for using AI as a support tool for commercial work, from preparation to synthesis, from analysis to content quality.This is not a sales motivation book.It is an operating manual for salespeople, account managers, business developers, sales managers and B2B professionals who want to sell better in complex environments, with more method and greater focus on the value created for the customer.If you want to build stronger conversations, qualify opportunities more effectively, defend the value of your proposal and guide customers toward better decisions, this book gives you a practical toolkit you can use in your daily work. N° de réf. du vendeur 9798305899009
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EUR 47,53
Expédition à EUR 35
Expédition depuis Allemagne vers Etats-Unis
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