eBook - ePub
Beyond the Sales Process
12 Proven Strategies for a Customer-Driven World
- 288 pages
- English
- ePUB (mobile friendly)
- Available on iOS & Android
eBook - ePub
About this book
If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle.
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.
Beyond the Sales Process provides you 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 resource reveals 12 essential strategies for salespeople 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
If you want to successfully sell to your customers, you need to know your customers…beyond the sales process!
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Yes, you can access Beyond the Sales Process by Steve Andersen,Dave Stein in PDF and/or ePUB format, as well as other popular books in Business & Consumer Behaviour. We have over one million books available in our catalogue for you to explore.
Information
Index
A
Aberdeen Group, 43
Account management
best practices in, 213
strategic, 80, 202
Account teams
alignment with customer’s decision teams, 115–116, 120
as customer information source, 11–12
Actionable awareness, 94
as basis for past proven value development, 188
as basis for value differentiation, 142–143, 148, 155–156
definition of, 91
development of, 91–93
Adaptation, in approach to customer, 206–222
to customer’s changing needs, 211–214
evaluation of effectiveness of, 221–222
Adecco Staffing U.S., 159–164
Advice, from sponsors, 146–147
Advisors, trusted, 117, 119–120
Advocates/advocacy, 38, 44, 62, 146
After the sale strategies, 175–252
case studies of, 237–252
strategy 9: meeting and exceeding customer expectations, 177–191
strategy 10: validation of success with customer, 192–205
strategy 11: adaptation in approach to customer, 206–222
strategy 12: expansion of customer relationship, 223–236
Alignment, 38, 40–41, 59–60, 105–121.
See also Sponsors; Supporters
adaptation in approach to, 213
as basis for competitive advantage, 107
of business objectives, 108
cultural, 108
customer’s evaluation of, 200–201
decision making and, 100–101
definition of, 105–106
dimensions of, 107–114
evaluation of effectiveness of, 120–121
external, 111–112
internal, 79–83, 108–111
at multiple levels, 112–114
of organizational footprints, 107–108
as performance impact zone, 194, 195–196, 198, 200–201, 211, 213, 217, 218–219
political, 95
potential p...
Table of contents
- Cover
- Title
- Contents
- Acknowledgments
- Introduction: Why Read Beyond the Sales Process?
- SECTION I. Engage: Driving Success Before the Sale
- SECTION II. Win: Driving Success During the Sale
- SECTION III. Grow: Driving Success After the Sale
- Afterword
- Index
- About the Authors
- Copyright