Sales Strategy Playbook: The Ultimate Reference Guide to Solve Your Toughest Sales Challenges - Softcover

Martin, Steve W.

Softcover

ISBN 10: 0999812947 ISBN 13: 9780999812945

Publisher: Tilis Pub, 2018

Synopsis

Sales Strategy Playbook provides state-of-the-art sales strategies and advanced tactics for salespeople who want to learn the secrets of becoming a top performer and achieve career success. It is a comprehensive reference guide for winning highly competitive accounts and a perennial resource to solve your toughest sales challenges. Inside, you’ll find expert advice on how to:
 Create the winning sales strategy by controlling the sale cycle

• Strategically conduct sales calls and use value to differentiate yourself with C-level executives
• Influence buyers and evaluation committees by truly becoming a trusted advisor
• Penetrate new accounts using proven account-based marketing strategies
• Use wider, higher, and deeper client account expansion and cross-selling strategies
• Psychologically bond with customers using sales linguistics, the study of how the customer’s mind uses language
• Take your career to the next level by learning how top salespeople, sales leaders, and sales organizations perform.

 This sales reference guide includes 175+ illustrations, 50+ exercises, and extensive real-world examples with both subject chapters and toughest sales challenges table of contents. Consult Sales Strategy Playbook before you start working on a key deal, when you are in a tough situation and need a thought-provoking breakthrough, or whenever you personally require a dose of sales adrenaline.

About this title

About the Author

Steve W. Martin is the author of the critically acclaimed "Heavy Hitter" series of books on the human nature of complex sales. His sales training workshops have helped over 150,000 salespeople become top revenue producers. A former Silicon Valley sales leader, he has worked with over 300+companies including Google, PayPal, IBM, Lenovo, Morgan Stanley, and Boston Scientific. Steve is a noted sales researcher and win-loss analysis expert whose findings are referenced by sales leaders all around the world. He teaches at the University of Southern California Marshall Business School MBA program and is a frequent contributor to the Harvard Business Review. He lives in Coto de Caza, California.

Edition details

• Publisher: Tilis Pub
• Publication date: 2018
• Language: English
• ISBN 10: 0999812947
• ISBN 13: 9780999812945
• Binding: Paperback
• Number of pages: 390