The Collaborative Sale (ePub)

Buyer behavior has changed the marketplace, and sellers must
adapt to survive

The Collaborative Sale: Solution Selling in Today's
Customer-Driven World is the definitive guide to the new
reality of sales. The roles of buyers, sellers, and technology have
changed, and collaboration is now the key to success on all sides.
The Collaborative Sale guides sales professionals toward
alignment with buyers, by helping them overcome their problems and
challenges, and creating value. From building a robust opportunity
pipeline and predicting future revenues to mastering the nuances of
buyer conversations, the book contains the information sales
professionals need to remain relevant in today's sales
environment.

Buyers have become more informed and more empowered. As a
result, most sellers now enter the buying process at a much later
stage than the traditional norm. The rise of information access has
given buyers more control over their purchases than ever before,
and sellers must adapt to survive. The Collaborative Sale
provides a roadmap for adapting through sales collaboration,
detailing the foundations, personae, and reality of the new
marketplace. The book provides insight into the new buyer thought
processes, the new sales personae required for dealing with the new
buyers, and how to establish and implement a dynamic sales process.
Topics include:

* Selling in times of economic uncertainty, broad information
access, and new buyer behavior

* Why collaboration is so important to the new buyers

* The emergence of new sales personae - Micro-marketer,
Visualizer, and Value Driver

* Buyer alignment, risk mitigation, and the myth of control

* Situational fluency, and the role of technology

* Focused sales enablement, and buyer-aligned learning and
development

* Implementation and establishment of a dynamic sales
process

The book describes the essential competencies for collaborative
selling, and provides indispensable supplemental tools for
implementation. Written by recognized authorities with insights
into global markets, The Collaborative Sale: Solution Selling in
Today's Customer-Driven World is the essential resource for
today's sales professional.