Many sales leaders seem unaware of the rapidly changing nature of buyer behavior. Vendor sales departments are so focused on short term revenue results, and how they line up against their competitors, that they are unwittingly failing the first major test of business - understanding customer requirements and evolving market trends. If buyers change how they buy, then sellers must also change how they sell.Change is no longer coming - it's here, and Sales Transformation is the only answer. This book has one purpose: to create a point in time snapshot of all known factors currently impacting vendor sales teams. WHO SHOULD READ THIS BOOK: Transform Sales provides insight into current buyer behavior, evolving customer requirements and the factors that ultimately drive buyer behavior. The research contained herein is highly relevant, and vitally important to almost every established vendor of technology products and services. This book is for executives in medium to large B2B organizations, particularly those with a distributed sales force: - CEOs who wish to protect financial results and ensure customer requirements are being met.- Sales & Marketing executives who wish to understand latest trends, customer requirements and the key external factors that are now driving business.- Sales Directors and sales team leaders that would like to improve sales productivity, conversion rates and reduce sales cycle times.- Channel & Strategic Alliance Managers that seek the optimal route to market and coverage models.- CFOs who desire increased margins, more profit and lower costs per sale.- Anyone who is interested in understanding some of the key challenges facing businesses today - in particular, the execution of a successful sales strategy.
Author: Graham Hawkins Publisher: Transform Sales International Published: 09/28/2015 Pages: 126 Binding Type: Paperback Weight: 0.39lbs Size: 9.00h x 6.00w x 0.27d ISBN: 9780646944012
About the Author With more than 27 years in executive B2B sales and sales leadership roles, Graham Hawkins is a highly-experienced and versatile business executive with proven strengths in strategic business development, go-to-market planning and sales & marketing in general. Graham has worked in the UK, Australia and across Asia Pacific as a representative of some of the most innovative organisations in IT, Telecommunications, Finance and Media. Graham has extensive experience in developing, mentoring and leading highly-successful sales teams whilst embracing and driving multi-channel sales engagement strategies. Today, Graham is the Founder and CEO of Transform Sales International (www.transformsales.com.au), a specialist consulting firm that assists small, medium and large organisations with strategic sales planning, business development and sales force optimization. Graham has an MBA (Exec)(Distinction) from RMIT and is a member of Golden Key - International Honor Society for high performing business students. Through his company, Transform Sales International, Graham now works with CEOs, Sales and Marketing executives and Entrepreneurs, to assist in driving sales transformation programs and best practices that help ensure business performance and sustainability.
