Infinite Selling
Description
Sales is dead. Long live selling.
The digital age has rendered traditional sales tactics obsolete. Buyers demand more than transactional relationships - they seek partners who understand their journey, anticipate friction, and deliver value at every stage.
Infinite Selling offers a revolutionary blueprint for this new era, equipping leaders with the strategies to transform revenue performance and build enduring commercial success.
At its core, the INFINITE methodology redefines selling as a dynamic, end-to-end process tailored for modern business challenges. By mastering the eight pillars - Interest, Need, Friction, Intent, Navigate, Inspire, Timing, and Execute - you can unlock a increase in deal size, a boost in revenue win rates, and a surge in cross-selling opportunities.
Grounded in digital literacy, customer-centricity and strategic agility, this is an actionable framework to navigate complex buyer journeys, from initial engagement to post-sale advocacy.
More details
Other editions
Additional editions
Persons
Heading up Revenue Solutions at the multi-award-winning Mentor Group, James brings over 25 years of commercial, sales, sales enablement, technology and enablement development experience and is focused on developing the next generation of digital enablement and applications to drive revenue performance for clients across the globe.
As CEO at the multi-award-winning Mentor Group, Matt brings over 25 years of sales and sales enablement experience to clients and has a mission to help redefine the profession of selling.
Content
Introduction - Sales is Dead, Selling Is Alive
Part 1 - The foundations of Infinite Selling
Chapter 1 - The Infinite Seller - A Guide, Not a Dictator
- The Attributes of the Infinite Seller
- Being Digitally Literate
- Being Buyer Focused
- Being Agile
- Strategic Thinker
- Being a Continuous Learner
- Being Revenue Oriented
- Being Values-Driven
- Attributes to Actions
Chapter 2 - Mental Fitness - The Foundation of Sales Performance
- Build Your Core
- Mental Fitness or Mental Health
- Improved Focus and Concentration
- Better Emotional Control
- Improved Creativity
- Better Customer Relationship Management
- Increased Resilience
- Make Mental Fitness the Centre of Your Selling Skills
- Talk about It
Chapter 3 - Revenue, Not Sales
- Sales Is dead - Long Live Revenue
- One for All
- The Truth about CROs
- The Infinite Motion
- Grit or Quit
- Importance of Influence
Chapter 4 - How Big Is Your Pie?
- Scarcity or Abundance
- Breaking Bad
- Fun or Folly
- Fight, Flight, or Fright
- More pie, vicar?
- Carrots, Sticks, and Cabbages
Part 2 - The INFINITE Methodology
Chapter 5 - A map, Not a Process
- Maps vs Routes
- This Is a No-Sherpa Zone
- Who Are You?
- Fuel or Friction - Why Deals Can Stall
- The Shortest Route Is Not Always the Best
- Building Your Map
Chapter 6 - The Infinite Methodology
- What Is a Methodology Anyway?
- Why Qualification Matters More Than Anything Else
- INFINITE - It's All in the Name
Chapter 7 - I - How do we generate INTEREST?
Chapter 8 - N - How can we best establish the NEED (for the product and/or next step)?
Chapter 9 - F - How can we reduce the FRICTION?
Chapter 10 - I - How can we understand the buyer's INTENT and they understand ours?
Chapter 11 - N - How can we help them NAVIGATE to discover the best solution for them?
Chapter 12 - I - How can we INSPIRE them to take action and the next step?
Chapter 13 - T - How can we ensure our TIMING is right?
Chapter 14 - E - How can we help them EXECUTE on their chosen step?
Part 3 - Infinite results, endless flow
Chapter 15 - Measuring the Results
- From Chaos to Calm
- The 3 V's
- The Power of Incremental Change
- Measure Beyond the Number
Chapter 16 - Revenue Realisation
- The Only Conversation That Matters
- Death to Coaching
- The MENTOR Model
- Ease and Flow
