Book description
A game-changing sales model that targets opportunities in every stage of today's long-lead sale
Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world.
Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale.
Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post.
Table of contents
- Cover
- Target Opportunity Selling: Top Sales Performers Reveal What Really Works
- Copyright Page
- Dedication
- Contents
- Foreword
- Acknowledgments
- CHAPTER 1 BEYOND THE SALES FUNNEL
- CHAPTER 2 RESEARCH
- CHAPTER 3 CONTACT
- CHAPTER 4 PRECISION QUESTIONS
- CHAPTER 5 QUALIFY THEIR INTEREST
- CHAPTER 6 QUALIFY YOUR SEAT AT THE TABLE
- CHAPTER 7 QUALIFY YOUR ABILITY TO WIN
- CHAPTER 8 SOCIAL CAPITAL
- CHAPTER 9 FIND THE INFLUENCERS
- CHAPTER 10 ALIGN TO KEY STAKEHOLDERS
- CHAPTER 11 SELL YOUR SOLUTION
- CHAPTER 12 FORM A COMPETITIVE STRATEGY
- CHAPTER 13 ESTABLISH YOUR PROOF
- CHAPTER 14 COMPETE ON VALUE
- CHAPTER 15 CLOSING . . . AND OPENING
- ENDNOTES
- INDEX
Product information
- Title: Target Opportunity Selling: Top Sales Performers Reveal What Really Works
- Author(s):
- Release date: December 2013
- Publisher(s): McGraw-Hill
- ISBN: 9780071773232
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