9781118872420

The Collaborative Sale Solution Selling in Today's Customer-Driven World

by
  • ISBN13:

    9781118872420

  • ISBN10:

    1118872428

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 3/31/2014
  • Publisher: Wiley
  • Purchase Benefits
  • Free Shipping On Orders Over $59!
    Your order must be $59 or more to qualify for free economy shipping. Bulk sales, PO's, Marketplace items, eBooks and apparel do not qualify for this offer.
  • Get Rewarded for Ordering Your Textbooks! Enroll Now
List Price: $28.00 Save up to $8.63
  • Buy New
    $20.16

    USUALLY SHIPS IN 3-4 BUSINESS DAYS

Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
  • The eBook copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Summary

Buyer behavior has changed, putting them much more in control of their purchasing process. They gather information through the Internet from a wide variety of online sources and as a result, most buyers are keeping sellers out of their buying process until much later than what was once the norm. This book helps sales professionals collaborate with today’s buyers, showing how the most effective sellers succeed, and even thrive, in this era of new buyers, new selling roles, and new technologies. In The Collaborative Sale, you will learn:

  • How buyer behavior has changed, and how sellers must adapt to survive
  • Three emerging sales roles needed to be effective in today’s market
  • Why a Solution Selling philosophy is more relevant today than ever before
  • How to build and leverage knowledge to become experts for customers
  • How to become a micro-marketer to gain access to prospects
  • How to manage risk in today’s complex sales cycles
  • How to add real value in every engagement with customers
  • How to negotiate effectively, without caving in on price
  • How to build a robust pipeline of sales opportunities and achieve goals
  • How to use verifiable outcomes to manage deals and predict future revenues

The Collaborative Sale shows how to align effectively with today’s buyers, helping them to succeed in overcoming their problems and challenges, and in so doing, creating value for customers, for solution suppliers, and for sales professionals.

Rewards Program

Write a Review