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    Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World
    Unavailable
    Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World
    Unavailable
    Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World
    Audiobook8 hours

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

    Written by Steve Andersen and Dave Stein

    Narrated by Jeff Cummings

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    About this audiobook

    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 the entire 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 lasting-and mutually beneficial-relationships

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

    LanguageEnglish
    PublisherBrilliance Audio
    Release dateApr 4, 2016
    ISBN9781511370929
    Author

    Steve Andersen

    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.

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