The Collaborative Sale: Solution Selling in a Buyer Driven World

ISBN-13: 9781118872420 / Angielski / Twarda / 2014 / 240 str.

Keith M. Eades

Opis

Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include:

• Selling in times of economic uncertainty, broad information access, and new buyer behavior
• Why collaboration is so important to the new buyers
• The emergence of new sales personae - Micro-marketer, Visualizer, and Value Driver
• Buyer alignment, risk mitigation, and the myth of control
• Situational fluency, and the role of technology
• Focused sales enablement, and buyer-aligned learning and development
• Implementation and establishment of a dynamic sales process

The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Spis treści

Foreword David Stein xi

Preface xv

Acknowledgements xix

Definitions xxi

Part I  Foundations of the Collaborative Sale 1

1 The Story and What s Behind The Collaborative Sale 3

The Collaborative Sale 7

What is sales collaboration? 9 

2 Solution Selling Meets the New Buyer 13

The Emergence of the New Buyer – Buyer 2.0 16

The Effect of Information Access on Buyer 2.0 Behavior 16

The Millennials are Coming 21

The Effect of Economic Uncertainty on Buyer 2.0 Behavior 23

Buyer 2.0 vs. Buyer 1.0 27

Adapting to the Buyer 2.0 Paradigm 28

The Relevancy of Solution Selling and the Evolution of the Collaborative Sale 33

The Story (continued) 35

3 What the New Buyers Expect: Situational Fluency 39

Seller Agility 42

Situational Fluency 44

Components of Situational Fluency 45

Hiring for Situational Fluency 50

Developing Situational Fluency 51

Technology s Role in Situational Fluency 53

Part II Three Personae of the Collaborative Sale 57

4 The Micro–Marketer Persona 59

Why Be a Micro–Marketer? 60

Micro–Marketers Demonstrate Situational Fluency with Constraint 62

Micro–Marketers Create Their Own Personal Brand 63

Planning and Executing a Micro–Marketer Strategy 66

Enabling the Micro–Marketer Persona 74

The Story (continued) 82

5 The Visualizer Persona 85

What a Visualizer? 85

Buyer States and Strength of Vision 91

Visualizer Conversations 95

Embracing the Visualizer Persona 99

The Story (continued) 101

6 The Value Driver Persona 105

Focusing on Value 107

What is the Value Driver Persona? 107

Using a Collaboration Plan a Buyer Alignment and Risk Mitigation Strategy 115

The Myth of Control 118

Create an Online Collaboration Site 119

Collaborating to Close 121

Enabling the Value Driver Persona 122

The Story (continued) 124

Part III Making the Collaborative Sale a Reality 127

7 Establishing a Dynamic Sales Process 129

Buyer–Aligned Sales Process 134

Dynamic Sales Process 135

Automating Dynamic Sales Processes 137

Expanding the View of Sales Process 138

Sales Process Enables Management and Marketing 140

8 Coaching the Collaborative Sale 143

Sales Management Cadence 144

Motivation 151
 
9 Implementing The Collaborative Sale 157

Right Process: Buyer–Aligned Learning and Development 159

Right People: Talent Assessment and Analytics 162

Right Tools: Focused Enablement 167

Committing to Success Individually and Organizationally 177

Epilogue 179

Afterword 181

Appendix 183

EssentialCompetencies for The Collaborative Sale 183

Additional Collaborative Selling Tools 186

Contributors 195

KeithM. Eades 195

Timothy T. Sullivan 195

Robert Kear 196

James N. Jimmy Touchstone 197

Dave Christofaro 197

Kenneth Cross 198

Tamela M. Rich 198

Index 199

O autorze

KEITH M. EADES is the Founder and Chief Executive Officer of Sales Performance International, one of the largest sales improvement companies in the world. Founded in 1988, the company does business in over 54 countries. Keith is one of the leading authorities on transforming companies into world–class sales organizations and is a bestselling author of The New Solution Selling.

TIMOTHY T. SULLIVAN is the Director of Business Development for Sales Performance International. Tim is a frequent public speaker and published author on advanced sales and marketing practices.

Blurb

Praise for The Collaborative Sale

Keith Eades and Tim Sullivan share a passion for raising the quality of the sales profession. They have taken a close look at the recent changes in buyer behavior and developed a modern view of what effective sellers need to do to succeed in today s world. The Collaborative Age of Selling is now upon us. The Collaborative Sale will help you make the transition.
Dave Stein, Founder and CEO, ES Research Group, Inc.

With the pace of innovation continuing to accelerate, buyers can become overwhelmed with the amount of information that is available to them. As a result, they are looking for salespeople who can help them in making an educated decision, define the optimum solution, and attain a maximized return on investment. The job of the sales person is to work with buyers collaboratively to provide them with the right resources, insights and information to help buyers make that educated decision. In The Collaborative Sale, Keith Eades and Tim Sullivan describe how sales professionals can engage with today s buyers successfully to do this.
Jim Ninivaggi, Service Director of Sales Enablement Strategies, SiriusDecisions

Our research shows that successful selling requires collaboration talking to resources within your organization, and both listening and participating in conversations with buyers. The challenge for sellers is knowing how to collaborate effectively how to matter to people so that you can be an important contributor to what they are looking to accomplish. The Collaborative Sale provides useful and practical guidance for sales professionals about how they can collaborate, and make a difference to their customers.
Peter Ostrow, Vice President and Group Director for Sales Effectiveness & Strategy, AberdeenGroup

The buying process is changing. The myriad of ways that information is available has changed the dynamics of the sales conversation. Sales professionals need to adapt, in order to succeed they must know how to engage with an informed and savvy buyer, in order to win their business. Keith Eades and Tim Sullivan, in The Collaborative Sale, describe the reasons for these changes, and what sellers can do to align with buyers newly evolving expectations.
Jim Dickie, Managing Partner, CSO Insights