The Customer Has Changed; Have You?
How to Sell to the 21st Century Buyer
Published on 13. December 2017
Book
Paperback/Softback
212 pages
978-1-5462-1054-2 (ISBN)
Description
According to a 2015 Salesforce.com study, 82 percent of sellers are out of sync with their customers. Twentieth-century sales tactics no longer work!
The internet has changed the entire paradigm of selling. The buyer or customer is now empowered. The playing field of sales has forever changed. Have you adjusted to the new playing field? Has your sales team adapted to the twenty-first-century buyer? Are you still using sales techniques birthed in the 1990s? Consultative selling is no longer enough. The customer demands more! Value is the number 1 decision criteria!
This book gives you understanding and specific steps on how to effectively sell to the 21st century customer not just from a sales rep’s standpoint but also from a sales leader or business owner’s perspective in terms of methodology, training, coaching, and even forecasting.
More details
Language
English
Product notice
Paperback (trade)
Unsewn / adhesive bound
Dimensions
Height: 229 mm
Width: 152 mm
Thickness: 12 mm
Weight
315 gr
ISBN-13
978-1-5462-1054-2 (9781546210542)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
William F. Hart (Bill) has 38 years' experience in sales, business development, and operations and non-profit fundraising. Bill helps organizations assess where their sales processes are out of line with the way customers buy, and then works through consulting, training, and coaching to bring the two sides into alignment - a Customer Aligned Selling approach. His experience includes diverse aspects of sales, from new market development, business plans, raising capital, developing sales strategies, overhauling sales processes, to one-on-one coaching.His background is with start-ups in the IT, medical diagnostics, and radiation oncology industries. He was President and partner of a software company focused on the college online recruiting market and sold the software in 2009. He was vice president of sales and business development for a national nuclear pharmaceutical manufacturer for Positron Emission Tomography (PET). In addition, Bill has 9 years in the IT industry, where he opened and ran two satellite branches in the network integration field. He has 20 years' experience in the private education market from board membership to fundraising.In his role as a consultant, he has helped re-organize companies, raise capital, conduct leadership and sales training, sales and career coaching, and help recruit senior leadership. Bill graduated from Auburn University with a B.S. in Management and earned his MBA from the University of Alabama at Birmingham.