Deep Selling

Auteur

GRAHAM HAWKINS, MBA, is founder and CEO of SalesTribe, helping businesses improve sales capability via digital sales enablement. Graham is also co-founder of Qoos.ai, an AI-Guided Selling platform. MARK MICALLEF, PHD, is a digital transformation expert with over 20 years' sales experience. He has published work in leading international sales and marketing journals.

Texte du rabat

DEVELOP STRONGER, MORE PROFITABLE RELATIONSHIPS WITH YOUR BUYERS IN THE DIGITAL ERA How we buy and sell has evolved dramatically. Buyers no longer interact with sellers in the same way, if they interact at all. In the face of globalisation, ecommerce, subscription services and new digital tools like AI, you need new strategies to generate successful sales and better bottom lines. Deep Selling shares the cutting-edge sales model you need to create a buyer-obsessed, high-performance culture in your organisation. Your team urgently needs to embrace the growing suite of digital and AI technologies. But new technologies alone won't solve all your selling problems. If you want to boost your success, you must begin embedding these new tools more strategically into your sales execution models. Revolutionise your sales approach with insights on how to:

• audit your sales techniques and cycles
• change your sales execution models
• transform your selling with digital and AI tools
• restructure your teams with organisational buy-in
• adopt new performance measures and incentive structures. With Deep Selling, you and your team will learn how to meet buyers where they are today--and engage them more fully than ever before.

Contenu

Foreword by Brent Adamson vii

About the Authors xi

Introduction xiii

Part I: How the world has changed 1

1: The digitalisation arms race 3

2: Rise of the robots 21

3: Welcome to the Age of the Buyer 35

4: The falling effectiveness of sales teams 59

5: The age of Deep Selling 73

Part II: The roadmap to Deep-Selling excellence 89

Phase 1: Shallow to Emerging 91

6: Audit your current state 93

Phase 2: Emerging to Exploring 123

7: Develop Deep buyer understanding 127

8: Adapt your structure to your buyers' needs 165

9: Evolve your sales execution model 193

Phase 3: Exploring to Deep 229

10: Create a buyer-obsessed, high-performance culture 231

11: Embed Deep Selling with a balanced scorecard 263

Conclusion: You can no longer survive in the Shallows 275

Acknowledgements 281

Notes 283