The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales
Williams, Thomas; Saine, Thomas
Language: English
Published by Thomas J. Williams, 2018
- Softcover
- New
Seller: California Books, Miami, FL, U.S.A.California Books
AbeBooks seller since October 27, 2023
Condition: New
£ 21.01
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Add to basketSeller Inventory # I-9781948974028
- Title
- The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales
- Author
- Williams, Thomas; Saine, Thomas
- Publisher
- Thomas J. Williams
- Publication year
- 2018
- Condition
- New
- Binding
- Soft cover
- Language
- English
- ISBN 10
- 1948974029
- ISBN 13
- 9781948974028
There is a common question that troubles all sellers at different points in their careers: “So, what do I do now?” It may be uttered out of fear, or confusion, but it’s that moment of paralysis where they realize they’re about to lose an opportunity in which they’d invested so much time to win.
The Seller’s Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.
If you look closely, there are caution signs that will guide the seller toward the best course of action. The Seller’s Challenge is a “tactical field manual” that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It’s all about what top-performing sellers do – how they research, plan and implement activities that maximize their chances of winning.
We will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller’s prospects of winning good business. The Seller’s Challenge is composed of 10 independent chapters – each devoted to an obstacle that haunts sellers worldwide. The book includes many addendums in the form of checklists and worksheets that simplify the content.
Come join our community of sellers. Become a voice for the selling profession.
Tom Williams Tom Saine
"Synopsis" may belong to another edition of this title.
About the Author
Tom Saine is a Senior Consultant with Strategic Dynamics Inc. with a Ph.D. in Communication from Northwestern University. He is a former senior executive for ARAMARK Corporation. While with ARAMARK, Tom served as Associate Vice President for Major Account Sales, Vice President of Client Retention, and Vice President of Sales. His background in sales management for ARAMARK includes supervising direct sales for the U.S. and Canada, developing the division's strategic plan, and creating a master plan for retaining business.
Prior to his years at ARAMARK, Tom was on the faculty of the University of Florida and University of Denver. Tom has published extensively on group communication, decision-making, negotiation, and organizational communication. In 2007, he joined the team at the Miller Heiman Group as a Senior Consultant helping customers optimize sales growth and productivity. Tom assists executives in forging strategic sales plans and enhancing the skill sets of their frontline sales team. Tom has extensive sales enablement experience in such areas as key account management and retention, sales strategy, prospecting skills, closing deals, and negotiating complex contracts.
"About the title" may belong to another edition of this title.
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