Beyond the Sales Process by Dave Stein

Beyond the Sales Process by Dave Stein

You can sit back and wait for the next RFP, or you can read Beyond the Sales Process 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.-- Paul Merrild, Senior Vice President, Enterprise Sales, athenahealth Creating high-value, ongoing client success begins long before the sale happens and continues long after the sale concludes. In Beyond the Sales Process, 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.-- Rosemary Heneghan, Director, International Sales Organization, IBM Corporation Beyond the Sales Process 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.-- Dr. Kourosh Bahrami, Corporate Vice President/Global Head of Marketing and Sales/Automotive, Metal & Aerospace, Henkel It's easy to say that trust is critically important to your customer relationships--but the proof is in the doing. Beyond the Sales Process 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.-- Charles H. Green, co-author of The Trusted Advisor, author of Trust-Based Selling, and founder/CEO of Trusted Advisor Associates, LC 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. -- Yvonne Genovese, GVP, Gartner, Inc. 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. -- Craig Lemasters, President and CEO, Assurant Solutions 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.-- Paul Nolan, Editor, Sales & Marketing Management magazine

Stein, Dave: - DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. He is an advisor to Sales and Marketing Management magazine.

SKU	Unavailable
ISBN 13	9780814437155
ISBN 10	081443715X
Title	Beyond the Sales Process
Author	Dave Stein
Condition	Unavailable
Publisher	HarperCollins Focus
Year published	2016-04-04
Number of pages	288
Cover note	Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
Note	Unavailable