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

Author: Steve Andersen, Dave Stein

Narrator: Jeff Cummings

Unabridged: 8 hr 39 min

Format: Digital Audiobook Download

Published: 04/04/2016


Synopsis

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 customerBuild a vision with them for their own successUnderstand your customers’ drivers, objectives, and challengesEffectively position and differentiateCreate and realize value togetherLeverage your results to forge lasting—and mutually beneficial—relationshipsReinforced 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.

Author Bio

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. He lives in Alpharetta, Georgia.

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