Beyond the Sales Process
eBook - ePub

Beyond the Sales Process

Steve Andersen, Dave Stein

Share book
  1. 288 pages
  2. English
  3. ePUB (mobile friendly)
  4. Available on iOS & Android
eBook - ePub

Beyond the Sales Process

Steve Andersen, Dave Stein

Book details
Book preview
Table of contents
Citations

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!

Frequently asked questions

How do I cancel my subscription?
Simply head over to the account section in settings and click on “Cancel Subscription” - it’s as simple as that. After you cancel, your membership will stay active for the remainder of the time you’ve paid for. Learn more here.
Can/how do I download books?
At the moment all of our mobile-responsive ePub books are available to download via the app. Most of our PDFs are also available to download and we're working on making the final remaining ones downloadable now. Learn more here.
What is the difference between the pricing plans?
Both plans give you full access to the library and all of Perlego’s features. The only differences are the price and subscription period: With the annual plan you’ll save around 30% compared to 12 months on the monthly plan.
What is Perlego?
We are an online textbook subscription service, where you can get access to an entire online library for less than the price of a single book per month. With over 1 million books across 1000+ topics, we’ve got you covered! Learn more here.
Do you support text-to-speech?
Look out for the read-aloud symbol on your next book to see if you can listen to it. The read-aloud tool reads text aloud for you, highlighting the text as it is being read. You can pause it, speed it up and slow it down. Learn more here.
Is Beyond the Sales Process an online PDF/ePUB?
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 & Customer Relations. We have over one million books available in our catalogue for you to explore.

Information

Publisher
AMACOM
Year
2016
ISBN
9780814437162
Index
A
Aberdeen Group, 43
Account management
best practices in, 213
strategic, 80, 202
Account teams
alignment with customer’s decision teams, 115116, 120
as customer information source, 1112
Actionable awareness, 94
as basis for past proven value development, 188
as basis for value differentiation, 142143, 148, 155156
definition of, 91
development of, 9193
Adaptation, in approach to customer, 206222
to customer’s changing needs, 211214
evaluation of effectiveness of, 221222
Adecco Staffing U.S., 159164
Advice, from sponsors, 146147
Advisors, trusted, 117, 119120
Advocates/advocacy, 38, 44, 62, 146
After the sale strategies, 175252
case studies of, 237252
strategy 9: meeting and exceeding customer expectations, 177191
strategy 10: validation of success with customer, 192205
strategy 11: adaptation in approach to customer, 206222
strategy 12: expansion of customer relationship, 223236
Alignment, 38, 4041, 5960, 105121.
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, 200201
decision making and, 100101
definition of, 105106
dimensions of, 107114
evaluation of effectiveness of, 120121
external, 111112
internal, 7983, 108111
at multiple levels, 112114
of organizational footprints, 107108
as performance impact zone, 194, 195196, 198, 200201, 211, 213, 217, 218219
political, 95
potential p...

Table of contents