Beyond the Sales Process - by Dave Stein & Steve Andersen (Hardcover)
Similar Products
Products of same category from the store
All
Product info
<p/><br></br><p><b> About the Book </b></p></br></br>Get to know your customers beyond the sale . . . and find success at a whole new level!<p/><br></br><p><b> Book Synopsis </b></p></br></br>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. If you want to gain the winning edge for your sales performance, it's time to embrace the entire customer life cycle.Beyond the Sales Process provides readers 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 one-of-a-kind resource reveals 12 essential strategies for the sales person 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- And more!See why Jeff Haden, Inc. called it one of 2017's "15 Great Business Books You Should Definitely Read This Year." If you want to successfully sell to your customers, you need to know your customers . . . beyond the sales process!<p/><br></br><p><b> From the Back Cover </b></p></br></br>"You can sit back and wait for the next RFP, or you can read <i>Beyond the Sales Process</i> and join the next generation of highly effective B2B sales professionals. Armed with the 12 proven strategies in this book, you'll engage customers on a whole new level while creating and winning your own next opportunity."<b>-- Paul Merrild, Senior Vice President, Enterprise Sales, athenahealth</b> </p> </p> "Creating high-value, ongoing client success begins long before the sale happens and continues long after the sale concludes. In <i>Beyond the Sales Process</i>, Steve Andersen and Dave Stein provide a clear roadmap on how to move into the high-value space of client collaboration, innovation, and mutual value creation."--<b> Rosemary Heneghan, Director, International Sales Organization, IBM Corporation </b> </p> </p> "<i>Beyond the Sales Process</i> details how to capture, consolidate, and then multiply the power of marketing, sales, and customer service to drive value for customers before, during, and after the sale. The Engage/Win/Grow approach provides the reader with a precise approach for how to do this in today's challenging business environment."<b>-- Dr. Kourosh Bahrami, Corporate Vice President/Global Head of Marketing and Sales/Automotive, Metal & Aerospace, Henkel </b> </p> </p> "It's easy to say that trust is critically important to your customer relationships--but the proof is in the doing. <i>Beyond the Sales Process</i> lays out in very practical terms how to make it happen: from establishing trust and credibility before there's a sales opportunity on the horizon to helping customers solve their business problems to growing with your customer after closing the sale--and everything in between. A must-buy."<b>-- Charles H. Green, co-author of <i>The Trusted Advisor</i>, author of <i>Trust-Based Selling</i>, and founder/CEO of Trusted Advisor Associates, LLC</b> </p> </p> "Most sales books assume that only the sale matters. Not true. This book considers the whole picture--what's happening when your customers aren't buying from you influences them when they are. Dave and Steve equip you with the right strategies to engage your customers and decisively defeat your competitors." <b>-- Yvonne Genovese, GVP, Gartner, Inc.</b> </p> </p> "Steve Andersen and Dave Stein's Engage/Win/Grow approach is profoundly compelling. . . . These two experts prove once and for all that relationships are critical to your sales success." <b>-- Craig Lemasters, President and CEO, Assurant Solutions </b> </p> </p> "If you want to learn how to win business by engaging with your customers differently than any of your competitors, Andersen and Stein lay out all the answers you'll need, and then some. The book's 12 actionable strategies and behind-the-scenes case studies offer more than just another methodology; they deliver a no-nonsense platform that will lead you directly to your next win."<b>-- Paul Nolan, Editor, <i>Sales & Marketing Management</i> magazine</b> </p> </p><p/><br></br><p><b> Review Quotes </b></p></br></br><br>One of 2017's "15 Great Business Books You Should Definitely Read This Year" --<b>Jeff Haden, <i>Inc.</i></b> </p><br><br>"The book is a splendid analysis of strategies proven effective in dealing with customers before, during, and after the sale...valuable resource." --<i><b>Choice</b></i> </p><br><br>..". one of the most captivating sales books of 2016 and one we recommend all emerging sales leaders read." --<i><b>Peak Sales Recruiting</b></i> </p><br><br>..".its timeless wisdom is wrapped within a modernized approach [to] achieving sales success by intelligently creating value for customers." --<b>Tony J. Hughes</b> </p><br><br>..".practical, proven methods for effectively positioning and differentiating yourself in an unprecedentedly competitive sales environment enabling you to take your sales performance to a whole new level." --<i><b>Sales Pro Insider</b></i> </p><br><br>.."a fresh, effective approach to engaging, winning, and growing with customers." --<b><i>Retail Observer</i></b> </p><br><br><i>One of </i><b>Peak Sales Recruiting's 25 Sales Books Every New Sales VP Needs to Read</b> </p><br><br><i>One of </i><b>Sales Pro Insider's 2016 Sales Must-Read Books</b><br><br><i>One of</i> <b>Top Sales World's Top 50 Sales Books of 2016</b> </p><br><br>"[will] expand your view of what it takes to raise your game." --<i><b>Jack Malcolm blog</b></i> </p><br><br>"Steve Andersen and Dave Stein explore this process brilliantly in <i>Beyond the Sales Process</i>...[they] have a time tested approach that's rock solid. Make sure you take the time to read, study, execute!" --<i><b>Partners in Excellence blog</b></i> </p><br><p/><br></br><p><b> About the Author </b></p></br></br>STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include many of the world's top companies. DAVE STEIN is a sales consultant and strategist whose expertise has been featured in <i>Fast Company</i>, <i>BusinessWeek</i>, <i>Inc.</i>, <i>The Wall Street Journal</i>, <i>Fortune</i>, and <i>Forbes</i>. He is an advisor to <i>Sales and Marketing Management</i> magazine. </p>
Price History
Cheapest price in the interval: 22.49 on November 6, 2021
Most expensive price in the interval: 22.49 on December 20, 2021
Price Archive shows prices from various stores, lets you see history and find the cheapest. There is no actual sale on the website. For all support, inquiry and suggestion messagescommunication@pricearchive.us