{"product_id":"the-collaborative-sale-solution-selling-in-a-buyer-driven-world-9781118872420","title":"The Collaborative Sale: Solution Selling in a Buyer Driven World","description":"\u003cb\u003eBuyer behavior has changed the marketplace, and sellers must adapt to survive\u003c\/b\u003e \u003cp\u003e\u003ci\u003eThe Collaborative Sale: Solution Selling in Today's Customer-Driven World\u003c\/i\u003e is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. \u003ci\u003eThe Collaborative Sale\u003c\/i\u003e guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment.\u003c\/p\u003e \u003cp\u003eBuyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. \u003ci\u003eThe Collaborative Sale\u003c\/i\u003e provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: \u003c\/p\u003e \u003cul\u003e \u003cli\u003eSelling in times of economic uncertainty, broad information access, and new buyer behavior\u003c\/li\u003e \u003cli\u003eWhy collaboration is so important to the new buyers\u003c\/li\u003e \u003cli\u003eThe emergence of new sales personae - Micro-marketer, Visualizer, and Value Driver\u003c\/li\u003e \u003cli\u003eBuyer alignment, risk mitigation, and the myth of control\u003c\/li\u003e \u003cli\u003eSituational fluency, and the role of technology\u003c\/li\u003e \u003cli\u003eFocused sales enablement, and buyer-aligned learning and development\u003c\/li\u003e \u003cli\u003eImplementation and establishment of a dynamic sales process\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, \u003ci\u003eThe Collaborative Sale: Solution Selling in Today's Customer-Driven World\u003c\/i\u003e is the essential resource for today's sales professional.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Keith M. Eades, Timothy T. Sullivan\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Wiley\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/31\/2014\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 240\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.15lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.10w x 1.00d\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781118872420\u003cbr\u003e\u003cp\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003eKEITH M. EADES\u003c\/b\u003e is the Founder and Chief Executive Officer of Sales Performance International, one of the largest sales improvement companies in the world. Founded in 1988, the company does business in over 54 countries. Keith is one of the leading authorities on transforming companies into world-class sales organizations and is a bestselling author of \u003ci\u003eThe New Solution Selling.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eTIMOTHY T. SULLIVAN\u003c\/b\u003e is the Director of Business Development for Sales Performance International. Tim is a frequent public speaker and published author on advanced sales and marketing practices.\u003c\/p\u003e\u003cbr\u003e","brand":"Wiley","offers":[{"title":"Hardcover","offer_id":40749588152435,"sku":"9.78112E+12","price":27.95,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0555\/9255\/0515\/products\/img_a35c831a-1634-445d-83dd-ddde0a939009.jpg?v=1678288862","url":"https:\/\/bookstorenmore.com\/en-de\/products\/the-collaborative-sale-solution-selling-in-a-buyer-driven-world-9781118872420","provider":"Bookstore N More","version":"1.0","type":"link"}