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Beyond the Sales Process - 12 Proven Strategies for a Customer-Driven World - cover

Beyond the Sales Process - 12 Proven Strategies for a Customer-Driven World

Dave Stein, Steve Andersen

Publisher: AMACOM

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Summary

One of 2017's "15 Great Business Books You Should Definitely Read This Year" --Jeff Haden, Inc. 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.

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