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Beyond the Sales Process : 12 Proven Strategies for a Customer-Driven World
by Dave Stein and Steve Andersen


Overview - One of 2017's "15 Great Business Books You Should Definitely Read This Year" --Jeff Haden, Inc. The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.  Read more...

 
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More About Beyond the Sales Process by Dave Stein; Steve Andersen
 
 
 
Overview
One of 2017's "15 Great Business Books You Should Definitely Read This Year" --Jeff Haden, Inc. The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including: Research your customer * Build a vision with them for their own success * Understand your customers' drivers, objectives, and challenges * Effectively position and differentiate * Create and realize value together * Leverage your results to forge lasting-and mutually beneficial-relationships Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers-and take your sales performance to a whole new level.

 
Details
  • ISBN-13: 9780814437155
  • ISBN-10: 081443715X
  • Publisher: Amacom
  • Publish Date: April 2016
  • Page Count: 288
  • Reading Level: Ages 18-NA
  • Dimensions: 9.2 x 6.3 x 1.1 inches
  • Shipping Weight: 1.2 pounds


Related Categories

Books > Business & Economics > Sales & Selling - General

 
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