Embracing the Buying Revolution
eBook - ePub

Embracing the Buying Revolution

A Fresh Approach to Enterprise Sales

  1. 222 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Embracing the Buying Revolution

A Fresh Approach to Enterprise Sales

About this book

The Buying Revolution has changed forever the landscape of complex, high-value sales. Traditional approaches are no longer appropriate in this new commercial environment. Fresh perspectives and innovative strategies are essential for success. This book serves as the ultimate roadmap, guiding readers through the uncharted territory of the new Buying Arena. By embracing change and adopting forward-thinking methodologies, leaders and sales professionals can confidently navigate these transformative times, to position themselves for success in the new Enterprise Sales era.

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Yes, you can access Embracing the Buying Revolution by Kenneth Flood in PDF and/or ePUB format, as well as other popular books in Business & Sales. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Austin Macauley Publishers
Year
2024
eBook ISBN
9781035819843
Topic
Business
Subtopic
Sales
Index
Business

Table of contents

  1. Cover
  2. Title Page
  3. About the Author
  4. Copyright Information ©
  5. Acknowledgement
  6. Foreword
  7. Prologue
  8. Introduction
  9. Chapter 1 Systems Thinking in Selling
  10. 1 The Fate of Enterprise Sales
  11. 2 Buyer’s Indifference and Scepticism
  12. 3 Why We’re Perplexed and Confused
  13. 4 Why Enabling Buyers Is a Conundrum
  14. 5 Systems Thinking in Sales
  15. Chapter 2 Reality Is Just a Viewpoint
  16. 1 The Two Journeys
  17. 2 Six and Nine
  18. 3 Buridan’s Donkey – The Real Lesson
  19. Chapter 3 Call the Arena by Its Right Name
  20. 1 It’s a Buying Arena, Stupid!
  21. 2 Why Good People Fail
  22. 3 Not Everything That Counts Can Be Counted and Not Everything That Can Be Counted Counts
  23. 4 There’s Only One Journey
  24. Chapter 4 What High-Value Buyers Want
  25. 1 13 Differences
  26. 2 The Requirements Specification
  27. 3 The Inner Sanctum
  28. Chapter 5 Process Consulting
  29. 1 The Competencies Enterprise Buyers Want
  30. 2 The Customer Is Not Always Right
  31. 3 Bottom-Up Discovery
  32. 4 Cost of Acquiring Customers (CAC)
  33. 5 Enterprise Discovery – A New Objective
  34. Chapter 6 Choice and the Inner Sanctum
  35. 1 Information, Intelligence and Context
  36. 2 Buyer Choice
  37. 3 Collaboration and Competition
  38. 4 Enterprise Discovery – 3 Approaches
  39. 5 Repositioning What and Who We Are
  40. Chapter 7 Active in the Buying Arena
  41. 1 Positioning, Context and Identity
  42. Chapter 8 The Buying Framework
  43. 1 The Journey to Vision Match
  44. 2 Evaluating Best Value
  45. 3 Value Matrix
  46. Chapter 9 Mutual Value
  47. 1 A New Enterprise Sales Mission
  48. 2 The Elephant in the Sales Arena
  49. 3 Equal Business Status Mindset
  50. Chapter 10 Vision Match
  51. 1 Needs Satisfaction Buying
  52. 2 Facilitation
  53. Chapter 11 Negotiation
  54. 1 The 27 Must Know Principles of Negotiation
  55. 2 High-Value Negotiation Playbook
  56. Chapter 12 Paradigm Shift
  57. 1 Paradigm Fixes
  58. 2 New for Old
  59. 3 The Biggest Anchor
  60. 4 Four Questions Before Making That Call
  61. 5 New Sales Metrics
  62. Chapter 13 New High-Value Selling Competencies
  63. 1 What Competency Is
  64. 2 Deeper and Wider
  65. Chapter 14 Ideal Personality Profile for High-Value Selling
  66. 1 The Big Five Personality Model
  67. 2 Complementary Personalities
  68. 3 The Traditional Sales Personality
  69. 4 Personality and Trust
  70. Chapter 15 Sales Enablement in the Buying Arena
  71. Chapter 16 Plan for Change
  72. 18 Paradigm-Busting Actions for High-Value Sellers