The average executive spends less than 5 percent of his 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 that include Hilton Worldwide, Merck and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during and after every sale and embraces the entire customer life cycle. Reinforced by research from Aberdeen Group, SAMA, ITSMA and other experts, this book will help salespeople to grow with their customers — and take their sales performance to a whole new level.
Title: Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World
Authors: Steve Andersen and Dave Stein