Guaranteed techniques for controlling every moment of the buying cycle 'Rethinking the Sales Cycle' provides groundbreaking thought leadership sales professionals and executive can execute to build stronger relationships and gain a solid competitive edge. Explaining how buyer behavior has changed and how traditional sales approaches no longer work, 'Rethinking the Sales Cycle' offers step-by-step models for overhauling current sales processes. Readers will learn how to create an organization-wide process that is aligned with how customers want to buy, which will result in stronger relationships and control of greater portions of market share .…mehr
Guaranteed techniques for controlling every moment of the buying cycle 'Rethinking the Sales Cycle' provides groundbreaking thought leadership sales professionals and executive can execute to build stronger relationships and gain a solid competitive edge. Explaining how buyer behavior has changed and how traditional sales approaches no longer work, 'Rethinking the Sales Cycle' offers step-by-step models for overhauling current sales processes. Readers will learn how to create an organization-wide process that is aligned with how customers want to buy, which will result in stronger relationships and control of greater portions of market share .
John R. Holland is cofounder and principal of CustomerCentric Selling(R). His articles have been published in Sales and Marketing Executive Report, Selling Power, and American Salesman. Tim Young is CEO of CustomerCentric Selling(R). Earlier in his career, he served as president of Harte-Hanks Marketing Services before founding TECHMAR Communications, which became one of the fastest-growing private companies in America.
Inhaltsangabe
Introduction Pt 1 Recognizing the revolution 1 Power to the buyer. 2 How the internet and social networking have empowered buyers and forever changed the sales process. 3 The sales cycle is dead. Long live the buying cycle. PT 2 The 8 Phases of the new buying cycle 4 Phase 1: Awareness and urgency 5 Phase 2: Googling options 6 Phase 3: Social networking reconnaissance 7 Phase 4: Shortlists and first impressions 8 Phase 5: Visualizing solutions 9 Phase 6: Looking under the rug: Blogs, real user reviews and risk 10 Phase 7: Negotiating and pulling the trigger 11 Phase 8: Implementation and telling the world Pt 3 Fostering a sales culture that facilitates buying 12 How traditional selling conflicts with the new buying process 13 People want to buy! Align selling activities that let them. 14 Getting product marketing right 15 Managing sales to facilitate the buying process 16 Magic moments: Creating a great customer experience 17 Using sales process to achieve a sustainable competitive advantage
Introduction Pt 1 Recognizing the revolution 1 Power to the buyer. 2 How the internet and social networking have empowered buyers and forever changed the sales process. 3 The sales cycle is dead. Long live the buying cycle. PT 2 The 8 Phases of the new buying cycle 4 Phase 1: Awareness and urgency 5 Phase 2: Googling options 6 Phase 3: Social networking reconnaissance 7 Phase 4: Shortlists and first impressions 8 Phase 5: Visualizing solutions 9 Phase 6: Looking under the rug: Blogs, real user reviews and risk 10 Phase 7: Negotiating and pulling the trigger 11 Phase 8: Implementation and telling the world Pt 3 Fostering a sales culture that facilitates buying 12 How traditional selling conflicts with the new buying process 13 People want to buy! Align selling activities that let them. 14 Getting product marketing right 15 Managing sales to facilitate the buying process 16 Magic moments: Creating a great customer experience 17 Using sales process to achieve a sustainable competitive advantage
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