Beyond Selling Value: A Proven Process to Avoid the Vendor Trap: A Proven Process to Avoid the Vendor Trap and Become Indispensable to Your Customers - Brossura

Together, authors and IMPAX Corporation copresidents Mark Shonka and Dan Kosch have tallied more than 40 years experience in direct sales, sales management, and sales consulting and training. IMPAX has worked with thousands of sales professionals throughout North America and abroad at companies including IBM, DuPont, AT&T, Eli Lilly, and Microsoft.

Sales people must re-evaluate the types of opportunities they pursue, how they plan accounts, what they learn about their customers and the level of customer they're willing to sell to. Such a change in approach to the nature of sales also requires a new stategic step-by-step plan for progressing through the sales cycle. This is the process this text aims to describe. Featuring success stories culled from dozens of real-life selling challenges, it takes readers onto the corporate front lines. Using these battle-tested strategies as a guide, it walks readers through every stage of the sales process, from targeting the right customers through presenting a strategic business solution to the executive level decision maker - the one elusive person in the customer organization who is truly positioned to buy value. Along the way, readers should learn the most effective methods to: gather critical intelligence about the customers business; outmanoeuvre the gatekeepers who try to block the path to the top; gain access to senior-level executives to deliver high-impact business presentations; and establish long-term business relationships where you work closely with decision-makers.