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140.00 ₪
Inbound Selling - How to Change the Way You Sell to Match How People Buy
140.00 ₪
ISBN13
9781119473411
יצא לאור ב
New York
זמן אספקה
21 ימי עסקים
עמודים
288
פורמט
Hardback
תאריך יציאה לאור
29 במאי 2018
Change the way you think about sales to sell more, and sell better.
Over the past decade, Inbound Marketing has changed the way companies earn buyers' trust and build their brands - through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company's offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.
With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the inside--his unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn:
How inbound sales grew out of inbound marketing concepts and practices
A step-by-step approach for sales professionals to become inbound sellers
What it really means to be a frontline sales manager who leads a team of inbound sellers
The role executive leadership plays in affecting an inbound sales transformation
For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.
עמודים | 288 |
---|---|
פורמט | Hardback |
ISBN10 | 1119473411 |
יצא לאור ב | New York |
תאריך יציאה לאור | 29 במאי 2018 |
תוכן עניינים | Acknowledgments xi Foreword xiii On the History of Sales through the Salesperson's Eyes, by Dan Tyre xiii On the Current State of Sales and What the Decades Ahead May Hold, by Mark Roberge xviii Preface xxiii Introduction xxv An Interview with Brian Halligan xxvi Part 1 The "Why?" Behind Inbound Sales Chapter 1 I Was Never Supposed to Be in Sales 3 Chapter 2 Why Inbound Sales Matters 23 Part 2 How to be an Inbound Seller: A Playbook for the Front-Line Sales Rep Chapter 3 Identify: How to Identify the Right People and Businesses to Pursue 37 Chapter 4 Connect: How to Engage Active-and Not So Active-Buyers 63 Chapter 5 Explore: How to Properly Explore a Buyer's Goals and Challenges 75 Chapter 6 Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs 91 Chapter 7 Closing and Negotiating 109 Part 3 How to Lead Inbound Sellers: Reflections for the Front-Line Sales Manager Chapter 8 The First-Time Sales Rep-to-Manager Survival Guide 125 Chapter 9 Reflections on Sales Leadership 147 Part 4 What Inbound Selling Means Across the Executive Suite Chapter 10 Sales Is a Team Sport: The Executives' Guide to Transforming into an Inbound Sales Organization 177 Part 5 The Future of Sales and the Sales Profession Chapter 11 The Future of Sales: An Epilogue 215 by Derek Wyszynski, board advisor at SalesTribe and CEO of RealSalesAdvice Notes 233 Index 239 |
זמן אספקה | 21 ימי עסקים |
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