The Innovative Seller: Keeping Pace in an AI and Customer-Centric World - Hardcover

Dunlap, Jake

Hardcover

ISBN 10: 1394180241 ISBN 13: 9781394180240

Publisher: Wiley, 2024

Synopsis

Practical and straightforward solutions to everyday sales challenges

In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others.

The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find:

• Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance
• Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience
• Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline

An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.

About this title

About the Author

JAKE DUNLAP is the CEO and Founder of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable and sustainable strategies. Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue. Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., The New York Times, and Huffington Post.

From the Back Cover

Praise for THE INNOVATIVE SELLER

“The Innovative Seller is a brilliant blend of innovative strategies and real-world applications, making it a key resource for sales professionals seeking to elevate their performance and impact.”
―Mark Roberge, Co-Founder of Stage 2 Capital, Harvard Lecturer, Former HubSpot CRO

“In The Innovative Seller, Jake masterfully combines practical insights with inspiring stories, offering a unique blend of theory and practice. It’s a must-read for anyone eager to excel in modern sales and transform their approach.”
―John Eitel, CRO of Demandbase, Former Global SVP of Sales at Canva, Former VP of Sales at WP Engine and Rackspace

“The Innovative Seller offers an invigorating perspective on sales, challenging conventional methods with dynamic strategies for success in today’s fast-paced business environment.”
―Lars Nilsson, Former VP of Sales at Snowflake, Cloudera, and Hewlett Packard

“Through The Innovative Seller, Jake provides a roadmap to sales success that is both innovative and practical, offering a definitive guide for the modern salesperson seeking to excel.”
―Alyssa Merwin, VP of Global Sales Solutions at LinkedIn

From the Inside Flap

The new generation of customers demands ample access to information and a strong emphasis on an enjoyable customer experience. Companies still using outdated sales processes, filled with friction and “let me get back to yous,” will frustrate customers and find themselves falling behind their competitors.

The Innovative Seller: Keeping Pace in an AI and Customer Centric-World explores how modern sellers and customers interact today at each stage of the sales process, enabling readers to create a frictionless and enjoyable customer experience and journey. Taking a highly practical approach, the book covers each and every step of the sales process and the nuances and milestones that occur throughout.

By applying this new framework for interacting with the modern customer, organizations will enjoy better conversion rates, higher customer satisfaction and retention, and higher employee satisfaction. Backed by hard data and real-world examples, The Innovative Seller explores emerging trends that will further shape and guide the new era of sales, along with outbound marketing channels such as LinkedIn and more subtle concepts such as how and when to use (and not use) the phone to communicate.

From C-Suite executives to ambitious representatives on the frontline, The Innovative Seller is an all-in-one guide for understanding the new world of sales, adapting your strategy in every step of this new sales process, and generating more leads and sales as a reward for staying on the cutting edge.

Edition details

• Publisher: Wiley
• Publication date: 2024
• Language: English
• ISBN 10: 1394180241
• ISBN 13: 9781394180240
• Binding: Hardcover
• Edition number: 1
• Number of pages: 224