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Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World

Author: happy2018 on 9-02-2018, 00:27, views: 689

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Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World

Dave Stein, Steve Andersen, "Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World"
ISBN: 081443715X | 2016 | EPUB | 288 pages | 2 MB

The average executive spends less than 5 percent of their 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 including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing theentire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including:

Research your customer
Build a vision with them for their own success
Understand your customers drivers, objectives, and challenges
Effectively position and differentiate
Create and realize value together
Leverage your results to forge lastingand mutually beneficialrelationships

Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customersand take your sales performance to a whole new level.
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