Beyond the sales process
Subtitle: 12 proven strategies for a customer-driven world
By: Steve Andersen and Dave Stein
Contributors: Stein, Dave, 1947- author
Publisher: AMACOM
Published: 2016
Language: eng
Number of pages: 264
ISBN-13: 9780814437155
Subjects: Sales management; Customer relations
Notes: Includes index.
Table of contents: title: Research the organization : becoming a student; title: Explore the possibilities : giving your customer a reason to engage; title: Vision the success : visualizing future potential value with your customer; title: Elevate the conversation : defining and pursuing customer value targets; title: Discover the drivers : understanding what's at stake for your customers; title: Align the teams : developing customer sponsors and supporters; title: Position the fit : competing for customer mindshare; title: Differentiate the value : creating a customer preference; title: Realize the value : meeting and exceeding customer expectations; title: Validate the impact : measuring success with your customer; title: Adapt the approach : applying lessons learned with your customer; title: Expand the relationship : leveraging your past proven value.