The Collaborative Sale E-Book

Keith M. Eades

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Sprache: Englisch

Seitenzahl: 242

Veröffentlichungsjahr: 2014

Beschreibung

Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: * Selling in times of economic uncertainty, broad information access, and new buyer behavior * Why collaboration is so important to the new buyers * The emergence of new sales personae - Micro-marketer, Visualizer, and Value Driver * Buyer alignment, risk mitigation, and the myth of control * Situational fluency, and the role of technology * Focused sales enablement, and buyer-aligned learning and development * Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Leseprobe

Table of Contents

Cover

Title Page

Copyright

Dedication

Foreword

Preface

Acknowledgments

Definitions

Part I: Foundations of the Collaborative Sale

Chapter 1: “The Story” and What's behind The Collaborative Sale

The Collaborative Sale

What Is Sales Collaboration?

Chapter 2: Solution Selling Meets the New Buyer

The Emergence of the New Buyer—Buyer 2.0

The Effect of Information Access on Buyer 2.0 Behavior

The Millennials Are Coming

The Effect of Economic Uncertainty on Buyer 2.0 Behavior

Buyer 2.0 versus Buyer 1.0

Adapting to the Buyer 2.0 Paradigm

The Relevancy of Solution Selling and the Evolution of the Collaborative Sale

The Story (Continued)

Chapter 3: What the New Buyers Expect: Situational Fluency

Seller Agility

Situational Fluency

Components of Situational Fluency

Hiring for Situational Fluency

Developing Situational Fluency

Technology's Role in Situational Fluency

Part II: Three Personae of the Collaborative Sale

Chapter 4: The Micro-Marketer Persona

Why Be a Micro-Marketer?

Micro-Marketers Demonstrate Situational Fluency—With Constraint

Micro-Marketers Create Their Own Personal Brand

Planning and Executing a Micro-Marketer Strategy

Enabling the Micro-Marketer Persona

The Story (Continued)

Chapter 5: The Visualizer Persona

What Is a Visualizer?

Buyer States and Strength of Vision

Visualizer Conversations

Embracing the Visualizer Persona

The Story (Continued)

Chapter 6: The Value Driver Persona

Focusing on Value

What Is the Value Driver Persona?

Using a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy

The Myth of Control

Create an Online Collaboration Site

Collaborating to Close

Enabling the Value Driver Persona

The Story (Continued)

Part III: Making the Collaborative Sale a Reality

Chapter 7: Establishing a Dynamic Sales Process

Buyer-Aligned Sales Process

Dynamic Sales Process

Automating Dynamic Sales Processes

Expanding the View of Sales Process

Sales Process Enables Management and Marketing

Chapter 8: Coaching the Collaborative Sale

Sales Management Cadence

Motivation

Chapter 9: Implementing the Collaborative Sale

Right Process: Buyer-Aligned Learning and Development

Right People: Talent Assessment and Analytics

Right Tools: Focused Enablement

Committing to Success—Individually and Organizationally

Epilogue

Afterword

Appendix

Essential Competencies for

The Collaborative Sale

Additional Collaborative Selling Tools

Contributors

Keith M. Eades

Timothy T. Sullivan

Robert Kear

James N. “Jimmy” Touchstone

Dave Christofaro

Kenneth Cross

Tamela M. Rich

Index

End User License Agreement

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Guide

Table of Contents

List of Illustrations

Figure 2.1

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Figure A.1

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The Collaborative Sale

Solution Selling in a Buyer-Driven World

Keith M. Eades

Timothy T. Sullivan

Cover image: © iStock/CurvaBezier

Cover design: Wiley

Copyright © 2014 by Sales Performance International, LLC. All rights reserved.

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