Lyt når som helst, hvor som helst

Nyd den ubegrænsede adgang til tusindvis af spændende e- og lydbøger - helt gratis

  • Lyt og læs så meget du har lyst til
  • Opdag et kæmpe bibliotek fyldt med fortællinger
  • Eksklusive titler + Mofibo Originals
  • Opsig når som helst
Start tilbuddet
DK - Details page - Device banner - 894x1036

Selling Is Hard. Buying Is Harder.: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle

Længde
6T 50M
Sprog
Engelsk
Format
Kategori

Økonomi & Business

Enable Your Buyers for Faster B2B Sales

What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often.

Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.

All images and graphics referred to in this audiobook, along with other Appendix items, can be viewed and downloaded from the author's website.

© 2021 Greenleaf Book Group (Lydbog): 9781632993922

Release date

Lydbog: 7. april 2021

Tags

    Andre kan også lide...

    1. Entrepreneurial Marketing: Beyond Professionalism to Creativity, Leadership, and Sustainability Philip Kotler
    2. Leading Growth: The Proven Formula for Consistently Increasing Revenue, 1st Edition Anthony Iannarino
    3. SELLOSOPHY: The Art and Science Behind B2B Sales and Business Development Ariel Feder
    4. Customer Data Platforms: Use People Data to Transform the Future of Marketing Engagement Martin Kihn
    5. Social Media Marketing: A beginners guide to leveraging Facebook, Twitter, Instagram, and YouTube to become an influencer and grow your business! Michael Hanes
    6. Kellogg on Marketing, 3rd Edition Philip Kotler
    7. Waiting for Your Cat to Bark?: Persuading Customers When They Ignore Marketing Bryan Eisenberg
    8. It's the Customer, Stupid!: 34 Wake-up Calls to Help You Stay Client-Focused Jeffrey Gitomer
    9. Lean Marketing Explained Introbooks Team
    10. The Sales Process Bryan Flanagan
    11. Ace It!: How Sales Champions Win New Business Bernie Weiss
    12. Cybersecurity: The Insights You Need from Harvard Business Review Boris Groysberg
    13. Building and Managing High-Performance Distributed Teams: Navigating the Future of Work Alberto S. Silveira, Jr.
    14. Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence George Brontén
    15. What Your Customer Wants and Can’t Tell You: Unlocking Consumer Decisions with the Science of Behavioral Economics Melina Palmer
    16. HBR's 10 Must Reads on Career Resilience Harvard Business Review
    17. Stats and Curiosities: From Harvard Business Review Harvard Business Review
    18. The How Wow!: Secrets Behind World Class Service John J. Murphy
    19. Summary, Analysis & Review of Robbie Kellman Baxter'sThe Membership Economy Instaread
    20. The Execution Premium: Linking Strategy to Operations for Competitive Advantage Robert S. Kaplan
    21. Spend Shift: How the Post-Crisis Values Revolution Is Changing the Way We Buy, Sell, and Live Philip Kotler
    22. Next: Where to Live, What to Buy and Who Will Lead Canada's Future Darrell Bricker
    23. The Sponsor Effect: How to Be a Better Leader by Investing in Others Sylvia Ann Hewlett
    24. Social Media Metrics: How to Measure and Optimize Your Marketing Investment David Meerman Scott
    25. Fail Fast or Win Big: The Start-Up Plan for Starting Now Bernhard Schroeder
    26. The Gold Standard: Giving Your Customers What They Didn't Know They Wanted Colin Cowie
    27. The Art of Excellent Products: Enchanting Customers with Premium Brand Experiences Riccardo Illy
    28. Open Strategy Christian Stadler
    29. Leading Virtual Teams Harvard Business Review
    30. Building Leaders the West Point Way: Ten Principles from the Nation's Most Powerful Leadership Lab Joseph P. Franklin
    31. Leadership Lessons from a UPS Driver: Delivering a Culture of We, Not Me Ron Wallace
    32. The Digital Leader: Finding a Faster, More Profitable Path to Exceptional Growth, 1st Edition Ram Charan
    33. Virtual Training: The Art of Conducting Powerful Virtual Training that Engages Learners and Makes Knowledge Stick Jeb Blount
    34. Talent Wins: The New Playbook for Putting People First Ram Charan
    35. Game Theory for Business: How Successful Entrepreneurs Apply Game Theory in Their Businesses Introbooks Team
    36. Founder vs Investor: The Honest Truth About Venture Capital from Startup to IPO Elizabeth Joy Zalman
    37. The Fundable Startup: How Disruptive Companies Attract Capital Fred M. Haney
    38. Talent, Strategy, Risk: How Investors and Boards Are Redefining TSR Ram Charan
    39. The Phoenix Economy: Work, Life, and Money in the New Not Normal Felix Salmon
    40. Haunted Empire: Apple After Steve Jobs Yukari Iwatani Kane
    41. The Idea is The Easy Part Brian Dovey
    42. Startups in Action : The Critical Year One Choices That Built Etsy, HotelTonight, Fiverr and More: The Critical Year One Choices That Built Etsy, HotelTonight, Fiverr, and More JP Silva
    43. Make It Matter: How Managers Can Motivate by Creating Meaning Scott Mautz
    44. 50 business models of the new economy. Lessons from unicorn companies Mikhail Ivanov
    45. The Open Innovation Revolution : Essentials, Roadblocks and Leadership Skills: Essentials, Roadblocks, and Leadership Skills Stefan Lindegaard
    46. The Business of Belief: How the World's Best Marketers, Designers, Salespeople, Coaches, Fundraisers, Educators, Entrepreneurs and Other Leaders Get Us to Believe Tom Asacker
    47. From PMO to VMO: Managing for Value Delivery Audrey Scheere

    Vælg dit abonnement

    • Over 600.000 titler

    • Download og nyd titler offline

    • Eksklusive titler + Mofibo Originals

    • Børnevenligt miljø (Kids Mode)

    • Det er nemt at opsige når som helst

    Flex

    For dig som vil prøve Mofibo.

    89 kr. /måned
    • 1 konto

    • 20 timer/måned

    • Gem op til 100 ubrugte timer

    • Eksklusivt indhold hver uge

    • Fri lytning til podcasts

    • Ingen binding

    Prøv gratis
    Den mest populære

    Premium

    For dig som lytter og læser ofte.

    129 kr. /måned
    • 1 konto

    • 100 timer/måned

    • Eksklusivt indhold hver uge

    • Fri lytning til podcasts

    • Ingen binding

    Start tilbuddet

    Unlimited

    For dig som lytter og læser ubegrænset.

    149 kr. /måned
    • 1 konto

    • Ubegrænset adgang

    • Eksklusivt indhold hver uge

    • Fri lytning til podcasts

    • Ingen binding

    Start tilbuddet

    Family

    For dig som ønsker at dele historier med familien.

    Fra 179 kr. /måned
    • 2-6 konti

    • 100 timer/måned pr. konto

    • Fri lytning til podcasts

    • Kun 39 kr. pr. ekstra konto

    • Ingen binding

    2 konti

    179 kr. /måned
    Prøv gratis