From the Inside Flap
Buyer behavior has evolved and the challenges facing sales professionals have never been greater. Thanks to the Internet and the wealth of information it provides, buyers are more informed and more comfortable evaluating purchasing options on their own. The more information buyers have access to, the less dependent they are on traditional sources of information including salespeople. The Collaborative Sale takes a close look at recent changes in buyer behavior as they relate to the primary tenets of the Solution Selling methodology and provides a detailed, modern view of what effective sellers need to do to succeed in todays world. To succeed today, sellers need to be worthy collaborators with the highly knowledgeable buyers they encounter with increasing frequency. No longer can sellers drive and control the sale, simply because many buyers are too empowered and savvy. Global economic uncertainties and the recent global recessions have also made individual buyers as well as the companies they represent realize, perhaps once and for all, that they must see results and maximize their return on investment in every purchase. This means buyers are more cautious than ever and they are acutely aware of the risks of making bad decisions. Sellers must align with where the buyers are in their buying process and collaborate with them in an open and transparent manner. The sellers who do this are winning business and they are transforming selling forever. In The Collaborative Sale , you will learn: How buyer behavior has changed, and how sales professionals must adapt to survive Why a Solution Selling philosophy is more relevant today than ever before How to build and leverage knowledge to become situational experts New sales personas: Micro–Marketer, Visualizer, and Value Driver How to use social media to gain access to the new buyers How to manage buyers risk in uncertain economic times As executive leaders of Sales Performance International (SPI), the authors have helped thousands of clients around the world to implement the highly successful Solution Selling methodology on which this book is based. By applying the core elements of the methodology to the changing dynamic of more knowledgeable and savvy buyers, Keith Eades and Tim Sullivan have created The Collaborative Sale, a playbook for helping sales professionals align with todays buyers.
From the Back Cover
Praise for The Collaborative Sale Keith Eades and Tim Sullivan share a passion for raising the quality of the sales profession. They have taken a close look at the recent changes in buyer behavior and developed a modern view of what effective sellers need to do to succeed in todays world. The Collaborative Age of Selling is now upon us. The Collaborative Sale will help you make the transition. Dave Stein, Founder and CEO, ES Research Group, Inc. With the pace of innovation continuing to accelerate, buyers can become overwhelmed with the amount of information that is available to them. As a result, they are looking for salespeople who can help them in making an educated decision, define the optimum solution, and attain a maximized return on investment. The job of the sales person is to work with buyers collaboratively to provide them with the right resources, insights and information to help buyers make that educated decision. In The Collaborative Sale , Keith Eades and Tim Sullivan describe how sales professionals can engage with todays buyers successfully to do this. Jim Ninivaggi, Service Director of Sales Enablement Strategies, SiriusDecisions Our research shows that successful selling requires collaboration talking to resources within your organization, and both listening and participating in conversations with buyers. The challenge for sellers is knowing how to collaborate effectively how to matter to people so that you can be an important contributor to what they are looking to accomplish. The Collaborative Sale provides useful and practical guidance for sales professionals about how they can collaborate, and make a difference to their customers. Peter Ostrow, Vice President and Group Director for Sales Effectiveness Strategy, AberdeenGroup The buying process is changing. The myriad of ways that information is available has changed the dynamics of the sales conversation. Sales professionals need to adapt, in order to succeed they must know how to engage with an informed and savvy buyer, in order to win their business. Keith Eades and Tim Sullivan, in The Collaborative Sale, describe the reasons for these changes, and what sellers can do to align with buyers newly evolving expectations. Jim Dickie, Managing Partner, CSO Insights