{"product_id":"the-innovative-seller-isbn-9781394180240","title":"The Innovative Seller","description":"\u003cp\u003e\u003cb\u003ePractical and straightforward solutions to everyday sales challenges\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eIn \u003ci\u003eThe Innovative Seller: Keeping Pace In An AI and Customer-Centric World,\u003c\/i\u003e veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others. \u003c\/p\u003e\u003cp\u003eThe author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eProven, grounded, and actionable techniques you can apply immediately to improve your sales performance\u003c\/li\u003e \u003cli\u003eInstructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience\u003c\/li\u003e \u003cli\u003eInsightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eAn engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, \u003ci\u003eThe Innovative Seller\u003c\/i\u003e will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results. \u003c\/p\u003e\u003cp\u003eAcknowledgments ix\u003c\/p\u003e \u003cp\u003eAbout the Author xiii\u003c\/p\u003e \u003cp\u003eChapter 1 Innovation Isn’t Hard, Breaking Old Habits Is 1\u003c\/p\u003e \u003cp\u003eChapter 2 Introducing the 4 Cs of Modern Sales Transformation 13\u003c\/p\u003e \u003cp\u003eChapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29\u003c\/p\u003e \u003cp\u003eChapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49\u003c\/p\u003e \u003cp\u003eChapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65\u003c\/p\u003e \u003cp\u003eChapter 6 The Third C: Customized Sales Experience 83\u003c\/p\u003e \u003cp\u003eChapter 7 Engineering Your Sales Process for Speed 97\u003c\/p\u003e \u003cp\u003eChapter 8 Mapping Your Sales Experience—the Early Stages 115\u003c\/p\u003e \u003cp\u003eChapter 9 Mapping Your Sales Experience— During the Late Stages 137\u003c\/p\u003e \u003cp\u003eChapter 10 Mapping Your Sales Experience— to Current Customers 153\u003c\/p\u003e \u003cp\u003eChapter 11 The Fourth C: Consistent Performance Optimization 169\u003c\/p\u003e \u003cp\u003eChapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187\u003c\/p\u003e \u003cp\u003eIndex 203\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eJAKE DUNLAP\u003c\/b\u003e is the CEO and Founder of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable and sustainable strategies. Prior to Skaled, Jake headed Sales \u0026amp; Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue. Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by \u003ci\u003eForbes\u003c\/i\u003e, \u003ci\u003eInc.\u003c\/i\u003e, \u003ci\u003eThe New York Times\u003c\/i\u003e, and \u003ci\u003eHuffington Post\u003c\/i\u003e.   \u003c\/p\u003e\u003cp\u003eThe new generation of customers demands ample access to information and a strong emphasis on an enjoyable customer experience. Companies still using outdated sales processes, filled with friction and “let me get back to yous,” will frustrate customers and find themselves falling behind their competitors. \u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe Innovative Seller: Keeping Pace in an AI and Customer Centric-World\u003c\/i\u003e explores how modern sellers and customers interact today at each stage of the sales process, enabling readers to create a frictionless and enjoyable customer experience and journey. Taking a highly practical approach, the book covers each and every step of the sales process and the nuances and milestones that occur throughout. \u003c\/p\u003e\u003cp\u003eBy applying this new framework for interacting with the modern customer, organizations will enjoy better conversion rates, higher customer satisfaction and retention, and higher employee satisfaction. Backed by hard data and real-world examples, \u003ci\u003eThe Innovative Seller \u003c\/i\u003eexplores emerging trends that will further shape and guide the new era of sales, along with outbound marketing channels such as LinkedIn and more subtle concepts such as how and when to use (and not use) the phone to communicate. \u003c\/p\u003e\u003cp\u003eFrom C-Suite executives to ambitious representatives on the frontline, \u003ci\u003eThe Innovative Seller\u003c\/i\u003e is an all-in-one guide for understanding the new world of sales, adapting your strategy in every step of this new sales process, and generating more leads and sales as a reward for staying on the cutting edge.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePraise for THE INNOVATIVE SELLER\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe Innovative Seller\u003c\/i\u003e is a brilliant blend of innovative strategies and real-world applications, making it a key resource for sales professionals seeking to elevate their performance and impact.”\u003cbr\u003e —\u003cb\u003eMark Roberge,\u003c\/b\u003e Co-Founder of Stage 2 Capital, Harvard Lecturer, Former HubSpot CRO \u003c\/p\u003e\u003cp\u003e“In \u003ci\u003eThe Innovative Seller\u003c\/i\u003e, Jake masterfully combines practical insights with inspiring stories, offering a unique blend of theory and practice. It’s a must-read for anyone eager to excel in modern sales and transform their approach.”\u003cbr\u003e —\u003cb\u003eJohn Eitel,\u003c\/b\u003e CRO of Demandbase, Former Global SVP of Sales at Canva, Former VP of Sales at WP Engine and Rackspace \u003c\/p\u003e\u003cp\u003e“\u003ci\u003eThe Innovative Seller\u003c\/i\u003e offers an invigorating perspective on sales, challenging conventional methods with dynamic strategies for success in today’s fast-paced business environment.”\u003cbr\u003e —\u003cb\u003eLars Nilsson,\u003c\/b\u003e Former VP of Sales at Snowflake, Cloudera, and Hewlett Packard \u003c\/p\u003e\u003cp\u003e“Through \u003ci\u003eThe Innovative Seller\u003c\/i\u003e, Jake provides a roadmap to sales success that is both innovative and practical, offering a definitive guide for the modern salesperson seeking to excel.”\u003cbr\u003e —\u003cb\u003eAlyssa Merwin,\u003c\/b\u003e VP of Global Sales Solutions at LinkedIn  \u003c\/p\u003e\u003cp\u003e\"\u003ci\u003eInnovative Seller\u003c\/i\u003e offers an invigorating perspective on sales, challenging conventional methods with dynamic strategies for success in today's fast-paced business environment.\" - \u003cb\u003eLars Nilsson\u003c\/b\u003e- Former VP of Sales at Snowflake, Cloudera, and Hewlett Packard\u003c\/p\u003e \u003cp\u003e\"Through \u003ci\u003eInnovative Seller\u003c\/i\u003e, Jake provides a roadmap to sales success that is both innovative and practical, offering a definitive guide for the modern salesperson seeking to excel.\"- \u003cb\u003eAlyssa Merwin\u003c\/b\u003e,VP, Global Sales Solutions at LinkedIn\u003c\/p\u003e \u003cp\u003e\"\u003ci\u003eInnovative Seller\u003c\/i\u003e is a brilliant blend of innovative strategies and real-world applications, making it a key resource for sales professionals seeking to elevate their performance and impact.\" - \u003cb\u003eMark Roberge\u003c\/b\u003e, Co-Founder Stage2Capital, Harvard Lecturer, Former Hubpsot CRO\u003c\/p\u003e \u003cp\u003e\"In \u003ci\u003eInnovative Seller\u003c\/i\u003e, Jake masterfully combines practical insights with inspiring stories, offering a unique blend of theory and practice. It's a must-read for anyone eager to excel in modern sales and transform their approach.\"- \u003cb\u003eJohn Eitel, \u003c\/b\u003eCRO Demandbase, Former Global SVP of Sales at Canva, Former VP of Sales at WP Engine and Rackspace\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990265250021,"sku":"NP9781394180240","price":28.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394180240.jpg?v=1761787121","url":"https:\/\/k12savings.com\/es\/products\/the-innovative-seller-isbn-9781394180240","provider":"K12savings","version":"1.0","type":"link"}