Solution Selling Transformed: The Revolutionary Sales Process That is Changing the Way People Sell  (English, Hardcover, Sullivan Timothy)

The classic sales guide that rewrote the rules of selling has been revised to address radical changes in sales technologies and buyers' needs and expectations With major advances in communication and other technologies, customers have more buying options and more purchasing tools at their disposal-making it harder than ever for sales professionals to compete. On the other hand, you have access to more advanced analytic tools, artificial intelligence capabilities that provide more visibility and insight into trends, and more ways to market your products and drive demand-and this groundbreaking new edition show how to leverage it all. With seven brand new chapters, updates throughout, case studies, success stories, and tools and methods, The New Solution Selling, Revised Edition describes the latest generation of the proven Solution Selling (R) methodology. You'll learn how to navigate the most significant changes in the sales industry today, including increasingly higher expectations of buyers for meaningful value in every interaction, a dramatic increase in the number of people involved in organizational buying decisions, and the rapidly growing importance in sales' contribution to the customer experience as a competitive differentiator.