Dealstorming drives sales innovation by combining the wisdom and creativity of 'everyone' who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company.The more disciplines you bring into the process, the more unlikely but effective!) solutions the team can come up with.
Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies asdiverse as Yahoo!, CareerBuilder, Regus, and Conde Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from 'non-sales' areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done.
The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as asales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearlytwo hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell.
The strategies laid out in'Dealstorming'have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.'
|Produto sob encomenda||Sim|
|Ano da edição||2015|
|Número de Páginas||256|