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Publisher's Summary

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 listeners 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.
©2016 Steve Anderson and Dave Stein (P)2016 Brilliance Audio. Published by arrangement with AMACOM, a division of American Management Association International, New York.
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Customer Reviews

Most Helpful
5 out of 5 stars
By Amazon Customer on 05-04-16

A must read book for sales teams

What did you love best about Beyond the Sales Process?

This book is the compendium of all the sales steps required in a strategic B2B sales process. All the phases,are there. All the questions for each phase are asked and all the considerations for each question or analysis are relevant. It is clear when you hear the text that the authors have an extensive experience of the sales process. This is a book written by pro's. I'll need to buy the paper book for future reference.

Some of the most interesting insights are those when the authors describe the client point of view during the sales process.

What about Jeff Cummings’s performance did you like?

Jeff Cummins is an outstanding narrator. I am not a native english speaking person and I could clearly understand every single word.

Was there a moment in the book that particularly moved you?

All the client cases are excellent and rich in content and insight. The client cases are described with the reader in mind telling you the what, how and why the strategic process was relevant for that case. The testimonials of the clients are relevant.

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