Premeditated Selling
Tools for Developing the Right Strategy for Every Opportunity
Published on 25. September 2012
184 pages
978-1-60728-741-4 (ISBN)
Description
Winning a sale doesn't happen by accident. Selling requires thoughtful preparation and flawless execution. Because no two sales opportunities are exactly the same, a seller must develop a sales strategy for each opportunity that's as unique as the opportunity itself.
Premeditated Selling: Developing the Right Strategy for Every Opportunity provides a scalable five-step process and tools for managing complex sales. The authors also explore strategic elements that exist in every major sales opportunity and use case studies to show best (and worst) practices in action. The end result is a book that gives readers a solid foundation for developing effective opportunity strategies.
Premeditated Selling: Developing the Right Strategy for Every Opportunity provides a scalable five-step process and tools for managing complex sales. The authors also explore strategic elements that exist in every major sales opportunity and use case studies to show best (and worst) practices in action. The end result is a book that gives readers a solid foundation for developing effective opportunity strategies.
More details
Content
- Cover
- Copyright
- Contents
- Preface
- Acknowledgments
- Chapter 1: Thinking and Acting Strategically
- Chapter 2: Understanding Buying Factors
- Chapter 3: Managing Key Players
- Chapter 4: Knowing Your Environment
- Chapter 5: Influencing the Competitive Landscape
- Chapter 6: Quantifying Value
- Chapter 7: Pipeline Management
- Chapter 8: Developing a Sales Coaching Strategy
- About the Authors
- About IgniteSelling, Inc.
