Sales Transformation

Lulu Press, Inc
Free sample

Many sales leaders seem unaware of the rapidly changing nature of buyer behaviour. Vendor sales departments are so focused on short term revenue results, and how they line up against their competitors, that they are unwittingly failing the first major test of business – understanding customer requirements and evolving market trends. If buyers change how they buy, then sellers must also change how they sell. Change is no longer coming – it’s here, and Sales Transformation is the only answer. ================================================================ This book has one purpose: to create a point in time snapshot of all known factors currently impacting vendor sales teams. WHO SHOULD READ THIS BOOK: Transform Sales provides insight into current buyer behaviour, evolving customer requirements and the factors that ultimately drive buyer behaviour. The research contained herein is highly relevant, and vitally important to almost every established vendor of technology products and services.
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Additional Information

Publisher
Lulu Press, Inc
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Published on
Nov 3, 2015
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Pages
162
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ISBN
9781326467425
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Language
English
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Genres
Business & Economics / General
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Content Protection
This content is DRM protected.
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Read Aloud
Available on Android devices
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Eligible for Family Library

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What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?

Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.

In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:

Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.

Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.

Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.

They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

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