Beyond the Sales Process: 12 Proven Strategies for a Customer-driven World

Andersen, Steve ; Stein, Dave

ISBN 10: 1511370947 ISBN 13: 9781511370943

Publisher: Brilliance Audio, 2016

The average customer spends less than 5% of their time engaged in the buying of products and services�meaning that sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.

Featuring instructional case studies from companies including Panasonic, Hilton, Merck, and Honeywell, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals twelve essential strategies including:

� Study your customer
� Give them compelling reasons to engage
� Build a vision for them of their own success
� Understand your customers� drivers, objectives, and challenges
� Achieve alignment
� Create and realize value
� Learn from your results to cultivate lasting�and mutually beneficial relationships

Reinforced by research from DePaul University, CSO Insights, Aberdeen Group, SAMA, and others, this book will help you to grow with your customers�and take your sales performance to a whole new level.

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Review

"One of" Top Sales World's Top 50 Sales Books of 2016

"One of "Peak Sales Recruiting's 25 Sales Books Every New Sales VP Needs to Read

"One of "Sales Pro Insider's 2016 Sales Must-Read Books

"[will] expand your view of what it takes to raise your game." --Jack Malcolm blog

"Steve Andersen and Dave Stein explore this process brilliantly in Beyond the Sales Process...[they] have a time tested approach that's rock solid. Make sure you take the time to read, study, execute!" --Partners in Excellence blog

.."a fresh, effective approach to engaging, winning, and growing with customers." --Retail Observer

..". one of the most captivating sales books of 2016 and one we recommend all emerging sales leaders read." --Peak Sales Recruiting

..".practical, proven methods for effectively positioning and differentiating yourself in an unprecedentedly competitive sales environment enabling you to take your sales performance to a whole new level." --Sales Pro Insider

One of Top Sales World's Top 50 Sales Books of 2016

One of Peak Sales Recruiting's 25 Sales Books Every New Sales VP Needs to Read

From the Back Cover

"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, LLC

"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

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