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The collaborative sale : solution selling in a buyer-driven world /
"Buyer behavior has changed the marketplace, and sellers must adapt to surviveThe 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 t...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Otros Autores: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken :
Wiley,
2014.
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| Temas: | |
| Acceso en línea: | Texto completo Texto completo |
Tabla de Contenidos:
- Cover; Title Page; Copyright; Contents; 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 SaleThe 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 StrategyEnabling 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 RealityChapter 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.
- AfterwordAppendix; 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.