{"product_id":"deep-selling-isbn-9781394303069","title":"Deep Selling","description":"\u003cp\u003e\u003cb\u003eDevelop stronger, more profitable relationships with your buyers in the digital era\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRight now, how we buy and sell is evolving dramatically. People have fundamentally changed the way they do business. To put it simply: buyers no longer interact with sellers in the same way. To ensure a profitable future, sales leaders and teams need to embrace this transformation. In the face of globalisation, ecommerce, subscription services, and new digital tools for buyers and sellers alike, you need new strategies to generate successful sales and better bottom lines.\u003c\/p\u003e \u003cp\u003e\u003ci\u003eDeep Selling\u003c\/i\u003e shares the cutting-edge sales model you need to create a buyer-obsessed, high-performance culture. Your team urgently needs to embrace the growing suite of digital and AI technologies. But new technologies alone won’t solve all your selling problems. To really maximise your success, you need to evolve your selling frameworks and behaviours. You need to use these new tools in smart ways, embedding them into your sales execution models.\u003c\/p\u003e \u003cp\u003eIn this book, you’ll discover how to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eAudit the current sales techniques and cycles in your organisation\u003c\/li\u003e \u003cli\u003eTransform your sales execution models\u003c\/li\u003e \u003cli\u003eAchieve organisational buy-in through new performance measures and shared goals for success\u003c\/li\u003e \u003cli\u003eUse data to drive strategy, and revolutionise your selling with the latest digital and AI tools\u003c\/li\u003e \u003cli\u003eBuild deeper buyer relationships that create more value and improve buyer outcomes\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cbr\u003eWith \u003ci\u003eDeep Selling\u003c\/i\u003e, you and your team will learn how to meet buyers on today’s real-world terms — and engage them more fully and successfully than ever before.\u003c\/p\u003e \u003cp\u003eForeword by Brent Adamson vii\u003c\/p\u003e \u003cp\u003eAbout the Authors xi\u003c\/p\u003e \u003cp\u003eIntroduction xiii\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I: How the world has changed 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1: The digitalisation arms race 3\u003c\/p\u003e \u003cp\u003e2: Rise of the robots 21\u003c\/p\u003e \u003cp\u003e3: Welcome to the Age of the Buyer 35\u003c\/p\u003e \u003cp\u003e4: The falling effectiveness of sales teams 59\u003c\/p\u003e \u003cp\u003e5: The age of Deep Selling 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II: The roadmap to Deep-Selling excellence 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePhase 1: Shallow to Emerging 91\u003c\/p\u003e \u003cp\u003e6: Audit your current state 93\u003c\/p\u003e \u003cp\u003ePhase 2: Emerging to Exploring 123\u003c\/p\u003e \u003cp\u003e7: Develop Deep buyer understanding 127\u003c\/p\u003e \u003cp\u003e8: Adapt your structure to your buyers’ needs 165\u003c\/p\u003e \u003cp\u003e9: Evolve your sales execution model 193\u003c\/p\u003e \u003cp\u003ePhase 3: Exploring to Deep 229\u003c\/p\u003e \u003cp\u003e10: Create a buyer-obsessed, high-performance culture 231\u003c\/p\u003e \u003cp\u003e11: Embed Deep Selling with a balanced scorecard 263\u003c\/p\u003e \u003cp\u003eConclusion: You can no longer survive in the Shallows 275\u003c\/p\u003e \u003cp\u003eAcknowledgements 281\u003c\/p\u003e \u003cp\u003eNotes 283\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eGRAHAM HAWKINS,\u003c\/b\u003e \u003cb\u003eMBA, \u003c\/b\u003eis founder and CEO of SalesTribe, helping businesses improve sales capability via digital sales enablement. Graham is also co-founder of Qoos.ai, an AI-Guided Selling platform. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eMARK MICALLEF, PHD,\u003c\/b\u003e is a digital transformation expert with over 20 years’ sales experience. He has published work in leading international sales and marketing journals.   \u003c\/p\u003e\u003cp\u003e\u003cb\u003eDEVELOP STRONGER, MORE PROFITABLE RELATIONSHIPS WITH YOUR BUYERS IN THE DIGITAL ERA\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eHow we buy and sell has evolved dramatically. Buyers no longer interact with sellers in the same way, if they interact at all. In the face of globalisation, ecommerce, subscription services and new digital tools like AI, you need new strategies to generate successful sales and better bottom lines.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eDeep Selling\u003c\/i\u003e shares the cutting-edge sales model you need to create a buyer-obsessed, high-performance culture in your organisation. Your team urgently needs to embrace the growing suite of digital and AI technologies. But new technologies alone won’t solve all your selling problems. If you want to boost your success, you must begin embedding these new tools more strategically into your sales execution models. \u003c\/p\u003e\u003cp\u003eRevolutionise your sales approach with insights on how to: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eaudit your sales techniques and cycles\u003c\/li\u003e \u003cli\u003echange your sales execution models\u003c\/li\u003e \u003cli\u003etransform your selling with digital and AI tools\u003c\/li\u003e \u003cli\u003erestructure your teams with organisational buy-in\u003c\/li\u003e \u003cli\u003eadopt new performance measures and incentive structures.\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eWith \u003ci\u003eDeep Selling\u003c\/i\u003e, you and your team will learn how to meet buyers where they are today—and engage them more fully than ever before.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989033631973,"sku":"NP9781394303069","price":22.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781394303069.jpg?v=1761782522","url":"https:\/\/k12savings.com\/products\/deep-selling-isbn-9781394303069","provider":"K12savings","version":"1.0","type":"link"}