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

  • 8h 39m 10s
  • Dave Stein, Steve Andersen
  • Brilliance Publishing
  • 2016

The average customer spends less than 5% of their time engaged in the buying of products and services...meaning that sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.

Featuring instructional case studies from companies including Panasonic, Hilton, Merck, and Honeywell, this evidence-based book provides listeners with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals twelve essential strategies including:

  • Study your customer
  • Give them compelling reasons to engage
  • Build a vision for them of their own success
  • Understand your customers' drivers, objectives, and challenges
  • Achieve alignment
  • Create and realize value
  • Learn from your results to cultivate lasting - and mutually beneficial – relationships

Reinforced by research from DePaul University, CSO Insights, Aberdeen Group, SAMA, and others, this book will help you to grow with your customers - and take your sales performance to a whole new level

In this Audiobook

  • Strategy 1 - Research the Organization: Becoming a Student of Your Customer
  • Strategy 2 - Explore the Possibilities: Giving Your Customer a Reason to Engage
  • Strategy 3 - Vision the Success: Visualizing Future Potential Value with Your Customer
  • Strategy 4 - Elevate the Conversation: Defining and Pursuing Customer Value Targets
  • Case Studies
  • Strategy 5 - Discover the Drivers: Understanding What's at Stake for Your Customers
  • Strategy 6 - Align the Teams: Developing Customer Sponsors and Supporters
  • Strategy 7 - Position the Fit: Competing for Customer Mindshare
  • Strategy 8 - Differentiate the Value: Creating a Customer Preference
  • Case Studies
  • Strategy 9 - Realize the Value: Meeting and Exceeding Customer Expectations
  • Strategy 10 - Validate the Impact: Measuring Success with Your Customer
  • Strategy 11 - Adapt the Approach: Applying Lessons Learned with Your Customer
  • Strategy 12 - Expand the Relationship: Leveraging Your Past Proven Value
  • Case Studies