Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges

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Sales genius is a team sport.
 
As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. 
 
"Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock.  He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment.
 
Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process,  the more unlikely (but effective!) solutions the team can come up with.  
 
Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast.  You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done.
 
The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. 
 
The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.


From the Hardcover edition.
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About the author

Tim Sanders is the former Yahoo! Chief Solutions Officer and the author of four books, including the New York Times bestseller Love Is the Killer App. He is a co-founder of the research consultancy Deeper Media, Inc. and a top-rated speaker, lecturing widely at sales rallies, company kickoffs, and conventions.




From the Hardcover edition.
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Additional Information

Publisher
Penguin
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Published on
Feb 23, 2016
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Pages
256
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ISBN
9780698408210
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Features
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Language
English
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Genres
Business & Economics / Decision-Making & Problem Solving
Business & Economics / Sales & Selling / General
Business & Economics / Sales & Selling / Management
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Content Protection
This content is DRM protected.
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Eligible for Family Library

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Tim Sanders
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Join me for a few hours and I’ll share the results of hundreds of thousands of pages of research, numerous seminars, and hundreds of interviews with people just like you! Together let’s build our likeability factor and improve our lives!

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Tim Sanders
Tim Sanders
Are you wondering how you can improve your relationships with your friends and family?

Are you curious how to get or keep the job of your dreams?

Do you want to become a more popular person?

This book will show you how to do all that by raising your likeability factor—or how much other people like you.

After all, life is a series of popularity contests. The choices other people make about you determine your health, wealth, and happiness. And decades of research prove that people choose who they like. They vote for them, they buy from them, they marry them, and they spend precious time with them.

The good news is that you can arm yourself for the contest and win life’s battles for preference. How? By being likeable.

The more you are liked—or the higher your likeability factor—the happier your life will be. This book will show you how to raise that likeability factor by teaching you how to boost four critical elements of your personality:

•Friendliness: your ability to communicate liking and openness to others

•Relevance: your capacity to connect with others’ interests, wants, and needs

•Empathy: your ability to recognize, acknowledge, and experience other people’s feelings

•Realness: the integrity that stands behind your likeability and guarantees its authenticity

What happens when you improve in these areas and boost your likeability factor?

•You bring out the best in others

•You survive life’s challenges

•You have better health—and even improve others’ health, too

•You outperform in your daily roles

•You win the popularity contests that define your life

Join me for a few hours and I’ll share the results of hundreds of thousands of pages of research, numerous seminars, and hundreds of interviews with people just like you! Together let’s build our likeability factor and improve our lives!

Also available as a Random House AudioBook


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A small group of bank tellers who spearhead a movement to raise millions of dollars for breast cancer, making it the biggest fundraiser in North America, and enhancing their company’s reputation (page 213).

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Every one of us, regardless of title or position, can inspire our companies to change the way they do business, helping them to become a positive force for enriching people, communities, and the environment. When this happens, not only do we help save the world, we help save our companies from becoming irrelevant. We also become part of what Sanders calls the Responsibility Revolution.

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