The collaborative sale. Solution selling in a buyer driven world

En savoir plus sur le livre

Buyer behavior has transformed the marketplace, compelling sellers to adapt for survival. This guide explores the new reality of sales, emphasizing that collaboration is now essential for success. It aids sales professionals in aligning with buyers by addressing their challenges and creating value. Key topics include building a robust opportunity pipeline, predicting future revenues, and mastering buyer conversations. As buyers have become more informed and empowered, sellers often enter the buying process later than before, necessitating adaptation. The book outlines a roadmap for sales collaboration, detailing the foundations, personae, and realities of the modern marketplace. It delves into new buyer thought processes and the sales personae needed to engage them effectively, such as the Micro-marketer, Visualizer, and Value Driver. Additional discussions cover selling during economic uncertainty, the importance of collaboration, risk mitigation, situational fluency, and the role of technology. It also emphasizes focused sales enablement and buyer-aligned learning and development, guiding the implementation of a dynamic sales process. Essential competencies for collaborative selling are highlighted, along with supplemental tools for effective execution. Written by experts with insights into global markets, this resource is vital for today’s sales professionals.