The world of selling continuously changes as channels to market proliferate. The digital world with internet auctions and online procurement has coincided with a period of economic instability. All of this makes selling more complicated than ever; clients are reluctant to commit to large amounts of spend up front and the knowledge differential between the provider and the customer is narrowing.
Based on interviews with business-to-business professionals and solutions salespeople, Secrets of Great Salespeople is full stories and tips for dealing with these sorts of changes. It breaks down the subject into 50 easy-to-digest ‘secrets’ each dealing with the different stages of the sales cycle, the relationship between buyer and provider, and also how to manage longer term relationships with clients.
The world of B2B selling is changing fast, with money tight in most parts of the global economy. Secrets of Great Salespeople will help both experienced practitioners and those new to selling understand how to sell in this volatile, uncertain, complex and ambiguous world.
DRUCKER DID MORE than break the sod for a new field of knowledge: he planted in it ideas that are as fruitful today as they ever were. Each year, managers discover extraordinary and immediate relevance in articles and books he wrote before they were born, or even before their parents were born