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Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World Audiobook
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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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About the Authors
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.
About Jeff Cummings
Jeff Cummings, as an audiobook narrator, has won both an Earphones Award and the prestigious Audie Award in 2015 for Best Narration in Science and Technology. He is also a twenty-year veteran of the stage, having worked at many regional theaters across the country, from A Contemporary Theatre in Seattle and the Alliance Theatre in Atlanta to the Utah Shakespeare Festival in Cedar City and the International Mystery Writers’ Festival in Owensboro, Kentucky. He also spent seven seasons with the Oregon Shakespeare Festival.