Account Management Strategies In B2b Sales

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Account Management Strategies in B2B Sales

Author : Hans-Peter Neeb
Publisher :
ISBN 13 : 9783658404512
Total Pages : 0 pages
Book Rating : 4.4/5 (45 download)

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Book Synopsis Account Management Strategies in B2B Sales by : Hans-Peter Neeb

Download or read book Account Management Strategies in B2B Sales written by Hans-Peter Neeb and published by . This book was released on 2023 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, grow market share, and generate more revenue. In B2B sales today, it's no longer primarily about just solving the customer's problems and skimming their budget. The key to success is to ask your customer the right questions, understand all facets of his strategy, and help him achieve his goals with your offering - this is the only way to create a fruitful, long-term partnership at eye level. If you align your messages with these goals, you will generate tailored customer value, and the customer will have no choice but to accept your offer. This paradigm shift should make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales in the long run. This book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose. From the contents Account journey and sales process: strategy comparison, strategy overlap, key messages, customer added value Account status and stakeholder analysis: white-space analysis, power interest matrix, personality types Account plan: leading with account management methods, digital skills and modern organizations Technology and digitalization: look-alike models, digital lead generation, data analysis of people networks, predictive selling, automation The author Hans-Peter Neeb, a graduate industrial engineer, is a strategy and management consultant. For more than 15 years, he has been advising executives on customer acquisition and retention strategies, CRM, customer experience and the optimization of marketing and sales processes. The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content.

Account Management Strategies in B2B Sales

Author : Hans-Peter Neeb
Publisher : Springer Nature
ISBN 13 : 3658404507
Total Pages : 149 pages
Book Rating : 4.6/5 (584 download)

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Book Synopsis Account Management Strategies in B2B Sales by : Hans-Peter Neeb

Download or read book Account Management Strategies in B2B Sales written by Hans-Peter Neeb and published by Springer Nature. This book was released on 2023-01-09 with total page 149 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, increase market share and generate more sales. In B2B sales today, it's no longer primarily about just solving the customer's problems and winning as much of the customer's budget as possible. The decisive factor for success is that you ask your customer the right questions, understand his strategy in all facets and help him to achieve his goals with your offer - this is the only way to create a fruitful and long-term partnership at eye level. If you align your messages with these goals, you will generate tailored customer value, and the customer will have no choice but to accept your offer. This paradigm shift should make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales over the long term. The book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose.

Critical Selling

Author : Nick Kane
Publisher : John Wiley & Sons
ISBN 13 : 1119052580
Total Pages : 230 pages
Book Rating : 4.1/5 (19 download)

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Book Synopsis Critical Selling by : Nick Kane

Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-09-28 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

ABM Is B2B

Author : Sangram Vajre
Publisher : IdeaPress Publishing
ISBN 13 : 9781940858951
Total Pages : 179 pages
Book Rating : 4.8/5 (589 download)

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Book Synopsis ABM Is B2B by : Sangram Vajre

Download or read book ABM Is B2B written by Sangram Vajre and published by IdeaPress Publishing. This book was released on 2019-09-03 with total page 179 pages. Available in PDF, EPUB and Kindle. Book excerpt: Instant Bestseller on Amazon in Marketing and Sales! FACT: Less than ONE percent of all leads become customers. As a business, how can you break that trend and achieve client fidelity? In this book we reveal the secrets behind the framework that will sell and retain your customers. Did you know that less than one percent of all leads become customers? It is a true and shocking stat, but there is a way to stop the waste and flip this around. In this highly anticipated book, we reveal the secrets behind our signature TEAM - Target, Engage, Activate, and Measure - framework to transform your approach to market, increase sales, and retain your ideal customers. Account-Based Marketing (ABM) is the new B2B. It's time to challenge the status quo of B2B Marketing and Sales, and transition to what the business arena already expects as the updated B2B model. A transformation like this can only happen through an account-based approach that unites marketing, sales, and customer success teams (go-to-market teams) as #OneTeam. In summary, the TEAM framework coupled with the account-based approach enables your company to focus on the target accounts, engage them in a meaningful way, activate the sales team with top tier accounts proactively, and finally measure success based on business outcomes over vanity metrics. It's time to take the lead and transition your business to ABM. The process is simple when you have the right book - ABM is B2B. What are you waiting for?

Key Account Management

Author : Diana Woodburn
Publisher : John Wiley & Sons
ISBN 13 : 0470974737
Total Pages : 497 pages
Book Rating : 4.4/5 (79 download)

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Book Synopsis Key Account Management by : Diana Woodburn

Download or read book Key Account Management written by Diana Woodburn and published by John Wiley & Sons. This book was released on 2012-11-13 with total page 497 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Mastering Account Management

Author : Dan Englander
Publisher : CreateSpace
ISBN 13 : 9781500958930
Total Pages : 120 pages
Book Rating : 4.9/5 (589 download)

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Book Synopsis Mastering Account Management by : Dan Englander

Download or read book Mastering Account Management written by Dan Englander and published by CreateSpace. This book was released on 2015-01-12 with total page 120 pages. Available in PDF, EPUB and Kindle. Book excerpt: You're up to 55% more likely to win business with an existing customer than with an outside prospect. Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers). From selling millions in high-end video services and managing projects in the New York advertising world, Dan Englander learned that most companies don't take the right steps to farm repeat business. Instead of focusing on time-consuming lead generation tactics, a replicable account management process will produce better and faster returns. Englander's 102-step guide will show you how to create one for your business. Learn what the top account managers do: Systematize repeat business. Achieve flexibility and freedom by keeping a barrier between sales and customer or client service. Build long-term partnerships by prioritizing experience over output. Make life easier by leveraging new apps, tools, and high-tech shortcuts. Maximize networking referrals. Mastering Account Management will give you the right framework for winning more deals, delighting your customers, and achieving peace of mind. It's equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Serviceare sure to gain a lot from this book, as will fans of the The 4-Hour Workweek. Order Today and access a library of digital resources!

Insight Selling

Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis Insight Selling by : Mike Schultz

Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

B2B Selling by Email

Author : Gerard Assey
Publisher : Gerard Assey
ISBN 13 :
Total Pages : 74 pages
Book Rating : 4./5 ( download)

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Book Synopsis B2B Selling by Email by : Gerard Assey

Download or read book B2B Selling by Email written by Gerard Assey and published by Gerard Assey. This book was released on with total page 74 pages. Available in PDF, EPUB and Kindle. Book excerpt: Online technologies have transformed the way business operates in recent years and email has proven to be the customers' top pick among all other channels. But, there must be surely a difference between an email that no one opens and responds to and one that generates interest and fetches a number of new customers? Crafting the perfect cold sales email therefore requires a skill- that will get your point across in a friendly yet professional way- given that the average professional sends 40 emails per day and receives 121, there is definitely a chance to move fast in email communication, which means that you have 40 opportunities to market yourself and your business in those individual emails you send, every single day. Unlike B2C, a B2B Email Marketing campaign involves sending emails to businesses rather than individual buyers. B2B is more focused on logical and process-driven decisions, while B2C is more geared towards emotions and purchase decisions. In B2B the goal is to reach out to your prospects, B2B buyers, via their working email, educate them about your products/ services and convert them into qualified leads Therefore when it comes to B2B lead generation, email marketing is still king. But how do B2B email marketing strategies differ from B2C email marketing efforts? And what best practices and strategies should you follow for success? Ultimately, successful B2B email marketing requires a lot of a disciplined approach to: Test, compare, measure, optimize, repeat and this is what this guide and master workbook will help you do- right from understanding what a B2B E-mailer should be, to crafting a professional one that fetches the desired result- you will have a step by step approach on getting started along with helpful templates to aid you further, enabling you have the confidence to write attention-grabbing emails that prospects WILL want to read and act on. So here’s to how to Write Right, Convert More- the B2B Email Way!

Beyond the Sales Process

Author : Steve Andersen
Publisher : AMACOM
ISBN 13 : 0814437168
Total Pages : 304 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Beyond the Sales Process by : Steve Andersen

Download or read book Beyond the Sales Process written by Steve Andersen and published by AMACOM. This book was released on 2016-04-04 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle. Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. Beyond the Sales Process provides you with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this resource reveals 12 essential strategies for salespeople wanting to take their performance to a whole new level, including: Research your customer Build a vision with them for their own success Understand your customer’s drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial—relationships If you want to successfully sell to your customers, you need to know your customers…beyond the sales process!

A Practitioner's Guide to Account-Based Marketing

Author : Bev Burgess
Publisher : Kogan Page Publishers
ISBN 13 : 139860089X
Total Pages : 313 pages
Book Rating : 4.3/5 (986 download)

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Book Synopsis A Practitioner's Guide to Account-Based Marketing by : Bev Burgess

Download or read book A Practitioner's Guide to Account-Based Marketing written by Bev Burgess and published by Kogan Page Publishers. This book was released on 2021-06-03 with total page 313 pages. Available in PDF, EPUB and Kindle. Book excerpt: As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programmes. Featuring insights from practising professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2 and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career. This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions and updated wider research. Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing.

Essential Account Planning

Author : Mark Donnolo
Publisher : Association for Talent Development
ISBN 13 : 1562867776
Total Pages : 201 pages
Book Rating : 4.5/5 (628 download)

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Book Synopsis Essential Account Planning by : Mark Donnolo

Download or read book Essential Account Planning written by Mark Donnolo and published by Association for Talent Development. This book was released on 2017-05-23 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales growth starts with planning Sales accounts are harder than ever to win, let alone keep. Globalization, cloud computing, and crowdsourcing create a marketplace where any account can be lured away by a hungry startup. And the face-time advantage? Forget it. Today's high-quality sale will likely involve six or more decision makers. That's why it's time to get strategic about how sales teams frame their approach. In Essential Account Planning, sales enablement expert Mark Donnolo blends his years of experience with expert interviews and stories to show you how planning can reliably drive revenue. His five-point framework will prepare you to address the arguments you're certain to hear against account planning, such as lack of commitment, ownership, and time. Each sales organization is unique, but most have similar challenges and succeed using common principles. And chances are, sales reps in your company already perform many of these account planning tasks, albeit on the fly or independent of others. This book's ready-to-use tools and templates will help you get everyone on the same page to deliver immediate results. In this book, you'll learn how to: Develop a consistent account plan structure. Create the habits and culture of an ongoing planning process. Navigate the politics that impede information sharing. Many salespeople believe that more selling creates more sales, but the salespeople who invest in account planning become the true sales leaders. Use Essential Account Planning to bring stability to your sales organization and start seeing the rewards of planning today!

Sales Growth

Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281083
Total Pages : 326 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Sales Growth by : McKinsey & Company Inc.

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-05-11 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

The Secrets of Successful Strategic Account Management

Author : Richard Santucci
Publisher : iUniverse
ISBN 13 : 1663234787
Total Pages : 94 pages
Book Rating : 4.6/5 (632 download)

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Book Synopsis The Secrets of Successful Strategic Account Management by : Richard Santucci

Download or read book The Secrets of Successful Strategic Account Management written by Richard Santucci and published by iUniverse. This book was released on 2022-04-25 with total page 94 pages. Available in PDF, EPUB and Kindle. Book excerpt: Richard Santucci and David Hughes leverage their combined fifty plus years of experience in industrial sales in this guide that reveals how to take care of your most important customers. The Secrets of Successful Strategic Account Management begins by highlighting why companies must establish a strategic account program. The authors then lay out an easy-to-follow process to build such a program. The guide presents in layman’s terms a successful and proven process to enhance sales at twice a company’s average growth rate through strategic account management techniques. Learn how to: • identify strategic accounts; • select effective strategic account managers; • build out a team focused on bolstering business; • avoid common mistakes that cut into profits. Join the authors on a journey focused on boosting revenue growth and profitability, preventing losses, and converting customers into valued partners through strategic account management. “Santucci and Hughes have done a great job of laying out a playbook for developing a robust strategic account program, with some great tools and templates that will help the reader develop their own program.” —Naren Gursahaney, Non-Executive Chair of the Board-Terminix “The Secrets of Successful Strategic Account Management is the perfect blend of theory and implementation to guide your company in building strategic account management capabilities. Santucci and Hughes deliver insight and practical tips drawing upon their years of sales leadership. A superb handbook for corporate executives.” —Christopher Stevens-CEO, Unibloc-Pump, LLC

A Critical Examination of the Recent Evolution of B2B Sales

Author : Cohn, Joel G.
Publisher : IGI Global
ISBN 13 :
Total Pages : 293 pages
Book Rating : 4.3/5 (693 download)

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Book Synopsis A Critical Examination of the Recent Evolution of B2B Sales by : Cohn, Joel G.

Download or read book A Critical Examination of the Recent Evolution of B2B Sales written by Cohn, Joel G. and published by IGI Global. This book was released on 2024-02-27 with total page 293 pages. Available in PDF, EPUB and Kindle. Book excerpt: The seismic shifts in B2B selling brought about by the recent global pandemic have left scholars grappling with the fundamental question of permanence. As the traditional face-to-face dynamics of B2B sales stand challenged, academic minds seek answers: Are these changes enduring, or will we revert to the familiar norms of in-person interactions? A Critical Examination of the Recent Evolution of B2B Salesis a groundbreaking exploration designed for academic scholars seeking clarity in these uncertain times. In the pursuit for understanding, scholars encounter a myriad of questions. What truly transpired in sales activities during the pandemic? Does the surge in virtual selling signify a lasting transformation, or is it merely a temporary adaptation? Critical thinking becomes paramount, necessitating a deep dive into published ideas to discern the strength of conclusions drawn. The academic community grapples with the challenge of scrutinizing the landscape to determine if the changes are indeed permanent and if so, how B2B sales forces can effectively adapt.

Nuanced Account Management

Author : Bala Shankar
Publisher : Springer
ISBN 13 : 9811083630
Total Pages : 225 pages
Book Rating : 4.8/5 (11 download)

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Book Synopsis Nuanced Account Management by : Bala Shankar

Download or read book Nuanced Account Management written by Bala Shankar and published by Springer. This book was released on 2018-04-17 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is a comprehensive practical guide for account managers, sales teams and account leaders operating in the B2B space. It provides knowledge to excel in developing, growing and retaining top accounts in local and global environments. With a nuanced version of ‘account management’ that will potentially be a game changer, the book offers a personnel-and-process based agenda that can create a ‘competitive advantage’ on its own.

The Challenger Sale

Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis The Challenger Sale by : Matthew Dixon

Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

One to One B2B

Author : Don Peppers
Publisher : Crown Business
ISBN 13 : 0307489108
Total Pages : 315 pages
Book Rating : 4.3/5 (74 download)

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Book Synopsis One to One B2B by : Don Peppers

Download or read book One to One B2B written by Don Peppers and published by Crown Business. This book was released on 2009-01-21 with total page 315 pages. Available in PDF, EPUB and Kindle. Book excerpt: A second volume in the series that began with The One to One Manager analyzes the experiences of seven top companies to offer guidance on such issues as hiring and training the best salespeople and selling multiple product lines.