Number of pages: 186
Publisher: Greenleaf Enterprises
BBB Library: Sales and Marketing
Marc Miller, author of the best-selling sales book Selling Is Dead, delivers another critical tool for connecting with decision-makers to make more and bigger sales. A Seat at the Table offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often. Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from salespeople to businesspeople who sell will earn them a seat at the table--the place reserved for those select people who guide the strategic direction of an enterprise. A Seat at the Table gives practical advice on how to better connect with decision-makers. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
“this book set out to examine the current professional selling environment and to provide direction toward the table at which most B2B salespeople would like to be seated. Miller achieves that goal, and this book is a valuable addition to any B2B sales manager’s or salesperson’s bookshelf.” – Sales Performance
“This book is almost like taking a graduate course of psychology, sales and strategic thinking all at the same time. The end result is to sit on the same side of the table with your potential client so that you and he or she are working together toward his or her critical vision. By reading and applying the concepts in this book, you will indeed be the Red jacket in the sea of gray suits.”- Ezine Articles
In SPIN Selling, Rackham examines selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, you will be able to dramatically increase your sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing
The most common forms of sales sabotage are stylistic. How we talk with customers can easily undermine our ability to position ourselves to succeed and win business. No one does this intentionally, but the fact remains, if you don’t know how to effectively structure and conduct customer conversations, what you talk
Accounting and finance like all other business disciplines, really are as much art as they are science. The art of accounting and finance is the art of using limited data to come as close as possible to an accurate description of how well a company is performing. Accounting and finance are
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five
You can't even begin to think about advising someone else on winning if you don't understand the real rules of the game.
When you successfully add value to the strategies of executives, you are able both to protect your core and to sell the new, without having to sacrifice one opportunity for the other.
When you show executives that you not only understand their strategy but also can add significant value to it, you're halfway to constructing a rock-solid foundation for change.
When you have earned a seat at the table, you will be able to connect with more senior executives—the ones who can make big-bet, discretionary, risk/reward decisions that affect your offerings.