{"product_id":"the-collaborative-sale-isbn-9781118872420","title":"The Collaborative Sale","description":"\u003cb\u003eBuyer behavior has changed the marketplace, and sellers must adapt to survive\u003c\/b\u003e  \u003cp\u003e\u003ci\u003eThe Collaborative Sale: Solution Selling in Today's Customer-Driven World\u003c\/i\u003e is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. \u003ci\u003eThe Collaborative Sale\u003c\/i\u003e guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment.\u003c\/p\u003e \u003cp\u003eBuyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. \u003ci\u003eThe Collaborative Sale\u003c\/i\u003e provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eSelling in times of economic uncertainty, broad information access, and new buyer behavior\u003c\/li\u003e \u003cli\u003eWhy collaboration is so important to the new buyers\u003c\/li\u003e \u003cli\u003eThe emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver\u003c\/li\u003e \u003cli\u003eBuyer alignment, risk mitigation, and the myth of control\u003c\/li\u003e \u003cli\u003eSituational fluency, and the role of technology\u003c\/li\u003e \u003cli\u003eFocused sales enablement, and buyer-aligned learning and development\u003c\/li\u003e \u003cli\u003eImplementation and establishment of a dynamic sales process\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003eThe book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, \u003ci\u003eThe Collaborative Sale: Solution Selling in Today's Customer-Driven World\u003c\/i\u003e is the essential resource for today's sales professional.\u003c\/p\u003e \u003cp\u003eForeword \u003ci\u003eDave Stein\u003c\/i\u003e xi\u003c\/p\u003e \u003cp\u003ePreface xv\u003c\/p\u003e \u003cp\u003eAcknowledgments xix\u003c\/p\u003e \u003cp\u003eDefinitions xxi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I Foundations of the Collaborative Sale 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1\u003c\/b\u003e \u003cb\u003e“The Story” and What’s behind The Collaborative Sale 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Collaborative Sale 7\u003c\/p\u003e \u003cp\u003eWhat Is Sales Collaboration? 9\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Solution Selling Meets the New Buyer 13\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Emergence of the New Buyer—Buyer 2.0 16\u003c\/p\u003e \u003cp\u003eThe Effect of Information Access on Buyer 2.0 Behavior 16\u003c\/p\u003e \u003cp\u003eThe Millennials Are Coming 21\u003c\/p\u003e \u003cp\u003eThe Effect of Economic Uncertainty on Buyer 2.0 Behavior 23\u003c\/p\u003e \u003cp\u003eBuyer 2.0 versus Buyer 1.0 27\u003c\/p\u003e \u003cp\u003eAdapting to the Buyer 2.0 Paradigm 28\u003c\/p\u003e \u003cp\u003eThe Relevancy of Solution Selling and the Evolution of the Collaborative Sale 33\u003c\/p\u003e \u003cp\u003eThe Story (Continued) 35\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 What the New Buyers Expect: Situational Fluency 39\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSeller Agility 42\u003c\/p\u003e \u003cp\u003eSituational Fluency 44\u003c\/p\u003e \u003cp\u003eComponents of Situational Fluency 45\u003c\/p\u003e \u003cp\u003eHiring for Situational Fluency 50\u003c\/p\u003e \u003cp\u003eDeveloping Situational Fluency 51\u003c\/p\u003e \u003cp\u003eTechnology’s Role in Situational Fluency 53\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II Three Personae of the Collaborative Sale\u003c\/b\u003e \u003cb\u003e57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4\u003c\/b\u003e \u003cb\u003eThe Micro-Marketer Persona\u003c\/b\u003e \u003cb\u003e59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Be a Micro-Marketer? 60\u003c\/p\u003e \u003cp\u003eMicro-Marketers Demonstrate Situational Fluency—With Constraint 62\u003c\/p\u003e \u003cp\u003eMicro-Marketers Create Their Own Personal Brand 63\u003c\/p\u003e \u003cp\u003ePlanning and Executing a Micro-Marketer Strategy 66\u003c\/p\u003e \u003cp\u003eEnabling the Micro-Marketer Persona 74\u003c\/p\u003e \u003cp\u003eThe Story (Continued) 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5\u003c\/b\u003e \u003cb\u003eThe Visualizer Persona 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is a Visualizer? 85\u003c\/p\u003e \u003cp\u003eBuyer States and Strength of Vision 91\u003c\/p\u003e \u003cp\u003eVisualizer Conversations 95\u003c\/p\u003e \u003cp\u003eEmbracing the Visualizer Persona 99\u003c\/p\u003e \u003cp\u003eThe Story (Continued) 101\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6\u003c\/b\u003e \u003cb\u003eThe Value Driver Persona\u003c\/b\u003e \u003cb\u003e105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFocusing on Value 107\u003c\/p\u003e \u003cp\u003eWhat Is the Value Driver Persona? 107\u003c\/p\u003e \u003cp\u003eUsing a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy 115\u003c\/p\u003e \u003cp\u003eThe Myth of Control 118\u003c\/p\u003e \u003cp\u003eCreate an Online Collaboration Site 119\u003c\/p\u003e \u003cp\u003eCollaborating to Close 121\u003c\/p\u003e \u003cp\u003eEnabling the Value Driver Persona 122\u003c\/p\u003e \u003cp\u003eThe Story (Continued) 124\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III Making the Collaborative Sale a Reality\u003c\/b\u003e \u003cb\u003e127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7\u003c\/b\u003e \u003cb\u003eEstablishing a Dynamic Sales Process 129\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuyer-Aligned Sales Process 134\u003c\/p\u003e \u003cp\u003eDynamic Sales Process 135\u003c\/p\u003e \u003cp\u003eAutomating Dynamic Sales Processes 137\u003c\/p\u003e \u003cp\u003eExpanding the View of Sales Process 138\u003c\/p\u003e \u003cp\u003eSales Process Enables Management and Marketing 140\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8\u003c\/b\u003e \u003cb\u003eCoaching the Collaborative Sale 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSales Management Cadence 144\u003c\/p\u003e \u003cp\u003eMotivation 151\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9\u003c\/b\u003e \u003cb\u003eImplementing the Collaborative Sale 157\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRight Process: Buyer-Aligned Learning and Development 159\u003c\/p\u003e \u003cp\u003eRight People: Talent Assessment and Analytics 162\u003c\/p\u003e \u003cp\u003eRight Tools: Focused Enablement 167\u003c\/p\u003e \u003cp\u003eCommitting to Success—Individually and Organizationally 177\u003c\/p\u003e \u003cp\u003eEpilogue 179\u003c\/p\u003e \u003cp\u003eAfterword 181\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eEssential Competencies for The Collaborative Sale 183\u003c\/p\u003e \u003cp\u003eAdditional Collaborative Selling Tools 186\u003c\/p\u003e \u003cp\u003e\u003cb\u003eContributors 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eKeith M. Eades\u003c\/i\u003e 195\u003c\/p\u003e \u003cp\u003e\u003ci\u003eTimothy T. Sullivan\u003c\/i\u003e 195\u003c\/p\u003e \u003cp\u003e\u003ci\u003eRobert Kear\u003c\/i\u003e 196\u003c\/p\u003e \u003cp\u003e\u003ci\u003eJames N. “Jimmy” Touchstone\u003c\/i\u003e 197\u003c\/p\u003e \u003cp\u003e\u003ci\u003eDave Christofaro\u003c\/i\u003e 197\u003c\/p\u003e \u003cp\u003e\u003ci\u003eKenneth Cross\u003c\/i\u003e 198\u003c\/p\u003e \u003cp\u003e\u003ci\u003eTamela M. Rich\u003c\/i\u003e 198\u003c\/p\u003e \u003cp\u003eIndex 199\u003c\/p\u003e \u003cp\u003e\u003cb\u003eKEITH M. EADES\u003c\/b\u003e is the Founder and Chief Executive Officer of Sales Performance International, one of the largest sales improvement companies in the world. Founded in 1988, the company does business in over 54 countries. Keith is one of the leading authorities on transforming companies into world-class sales organizations and is a bestselling author of \u003ci\u003eThe New Solution Selling\u003c\/i\u003e.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eTIMOTHY T. SULLIVAN\u003c\/b\u003e is the Director of Business Development for Sales Performance International. Tim is a frequent public speaker and published author on advanced sales and marketing practices.  \u003c\/p\u003e\u003cp\u003eBuyer 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 \u003ci\u003eCollaborative Sale\u003c\/i\u003e takes a close look at recent changes in buyer behavior as they relate to the primary tenets of the Solution Selling\u003csup\u003e®\u003c\/sup\u003e methodology and provides a detailed, modern view of what effective sellers need to do to succeed in today’s world.\u003c\/p\u003e \u003cp\u003eTo 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. \u003c\/p\u003e\u003cp\u003eSellers 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. \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eThe Collaborative Sale,\u003c\/i\u003e you will learn: \u003c\/p\u003e\u003cul\u003e\u003cb\u003e\u003cli\u003eHow buyer behavior has changed, and how sales professionals must adapt to survive\u003c\/li\u003e \u003cli\u003eWhy a Solution Selling philosophy is more relevant today than ever before\u003c\/li\u003e \u003cli\u003eHow to build and leverage knowledge to become situational experts\u003c\/li\u003e \u003cli\u003eNew sales personas: Micro-Marketer, Visualizer, and Value Driver\u003c\/li\u003e \u003cli\u003eHow to use social media to gain access to the new buyers\u003c\/li\u003e \u003cli\u003eHow to manage buyers’ risk in uncertain economic times\u003c\/li\u003e\u003c\/b\u003e\u003c\/ul\u003e \u003cp\u003eAs executive leaders of Sales Performance International (SPI), the authors have helped thousands of clients around the world to implement the highly successful Solution Selling\u003csup\u003e®\u003c\/sup\u003e 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 \u003ci\u003eCollaborative Sale\u003c\/i\u003e, a playbook for helping sales professionals align with today’s buyers.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990189719781,"sku":"NP9781118872420","price":33.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118872420.jpg?v=1761786849","url":"https:\/\/k12savings.com\/es\/products\/the-collaborative-sale-isbn-9781118872420","provider":"K12savings","version":"1.0","type":"link"}