The Collaborative Sale: Solution Selling in Today's Customer-Driven World, 1st Edition

  • Published By:
  • ISBN-10: 1118872355
  • ISBN-13: 9781118872352
  • DDC: 658.85
  • Grade Level Range: 12th Grade +
  • 26 Pages | eBook
  • Original Copyright 2014 | Published/Released June 2014
  • This publication's content originally published in print form: 2014

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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 todays 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 todays 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 todays 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 todays 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.

Table of Contents

Front Cover.
Half Title Page.
Title Page.
Copyright Page.
1: Foundations of the Collaborative Sale.
2: “The Story” and What's behind the Collaborative Sale.
3: Solution Selling Meets the New Buyer.
4: What the New Buyers Expect: Situational Fluency.
5: Three Personae of the Collaborative Sale.
6: The Micro-Marketer Persona.
7: The Visualizer Persona.
8: The Value Driver Persona.
9: Making the Collaborative Sale a Reality.
10: Establishing a Dynamic Sales Process.
11: Coaching the Collaborative Sale.
12: Implementing the Collaborative Sale.
Epilogue: “The Story” Continues ….