The Collaborative Sale: Solution Selling in a Buyer Driven World

The Collaborative Sale: Solution Selling in Today'sCustomer-Driven World is the definitive guide to the newreality of sales. The roles of buyers, sellers, and technology havechanged, and collaboration is now the key to success on all sides.The Collaborative Sale guides sales professionals towardalignment with buyers, by helping them overcome their problems andchallenges, and creating value. From building a robust opportunitypipeline and predicting future revenues to mastering the nuances ofbuyer conversations, the book contains the information salesprofessionals need to remain relevant in today's salesenvironment.

Buyers have become more informed and more empowered. As aresult, most sellers now enter the buying process at a much laterstage than the traditional norm. The rise of information access hasgiven buyers more control over their purchases than ever before,and sellers must adapt to survive. The Collaborative Saleprovides a roadmap for adapting through sales collaboration,detailing the foundations, personae, and reality of the newmarketplace. The book provides insight into the new buyer thoughtprocesses, the new sales personae required for dealing with the newbuyers, and how to establish and implement a dynamic sales process.Topics include:

• Selling in times of economic uncertainty, broad informationaccess, and new buyer behavior
• Why collaboration is so important to the new buyers
• The emergence of new sales personae – Micro-marketer,Visualizer, and Value Driver
• Buyer alignment, risk mitigation, and the myth of control
• Situational fluency, and the role of technology
• Focused sales enablement, and buyer-aligned learning anddevelopment
• Implementation and establishment of a dynamic salesprocess

The book describes the essential competencies for collaborativeselling, and provides indispensable supplemental tools forimplementation. Written by recognized authorities with insightsinto global markets, The Collaborative Sale: Solution Selling inToday's Customer-Driven World is the essential resource fortoday's sales professional.