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

by Steve Andersen, Dave Stein Narrated by Jeff Cummings

Overview

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.

Editorial Reviews

From the Publisher

[will] expand your view of what it takes to raise your game.” —Jack Malcolm blog

"Steve Andersen and Dave Stein explore this process brilliantly in Beyond the Sales Process...[they] have a time tested approach that’s rock solid. Make sure you take the time to read, study, execute!” —Partners in Excellence blog

"..a fresh, effective approach to engaging, winning, and growing with customers." —Retail Observer

“… one of the most captivating sales books of 2016 and one we recommend all emerging sales leaders read.” —Peak Sales Recruiting

“…practical, proven methods for effectively positioning and differentiating yourself in an unprecedentedly competitive sales environment enabling you to take your sales performance to a whole new level.” —Sales Pro Insider

One of Top Sales World's Top 50 Sales Books of 2016

One of Peak Sales Recruiting's 25 Sales Books Every New Sales VP Needs to Read

One of Sales Pro Insider's 2016 Sales Must-Read Books

"...its timeless wisdom is wrapped within a modernized approach [to] achieving sales success by intelligently creating value for customers." —Tony J. Hughes

"The book is a splendid analysis of strategies proven effective in dealing with customers before, during, and after the sale...valuable resource.” —Choice

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

Product Details

BN ID:	2940172465826
Publisher:	Brilliance Audio
Publication date:	04/04/2016
Edition description:	Unabridged

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