Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World
- 4h 22m
- Dave Stein, Steve Andersen
- AMACOM
- 2016
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.
About the Author
STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include industry leaders and many of the world’s top companies.
DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, Harvard Business Review, The Wall Street Journal, Fortune, and Forbes, and an advisor to Sales and Marketing Management magazine.
In this Book
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Research the Organization: Becoming a Student of Your Customer
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Explore the Possibilities: Giving Your Customer a Reason to Engage
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Vision the Success: Visualizing Future Potential Value with Your Customer
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Elevate the Conversation: Defining and Pursuing Customer Value Targets
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Discover the Drivers: Understanding What's at Stake for Your Customers
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Align the Teams: Developing Customer Sponsors and Supporters
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Position the Fit: Competing for Customer Mindshare
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Differentiate the Value: Creating a Customer Preference
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Realize the Value: Meeting and Exceeding Customer Expectations
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Validate the Impact: Measuring Success with Your Customer
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Adapt the Approach: Applying Lessons Learned with Your Customer
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Expand the Relationship: Leveraging Your Past Proven Value
