The Collaborative Sale, Solution Selling in a Buyer-Driven World by Eades, Keith M. -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Dedication Foreword Preface Acknowledgments Definitions Part I: Foundations of the Collaborative Sale

Chapter 1: “The Story” and What's behind The Collaborative Sale

The Collaborative Sale What Is Sales Collaboration?

Chapter 2: Solution Selling Meets the New Buyer

The Emergence of the New Buyer—Buyer 2.0 The Effect of Information Access on Buyer 2.0 Behavior The Millennials Are Coming The Effect of Economic Uncertainty on Buyer 2.0 Behavior Buyer 2.0 versus Buyer 1.0 Adapting to the Buyer 2.0 Paradigm The Relevancy of Solution Selling and the Evolution of the Collaborative Sale The Story (Continued)

Chapter 3: What the New Buyers Expect: Situational Fluency

Seller Agility Situational Fluency Components of Situational Fluency Hiring for Situational Fluency Developing Situational Fluency Technology's Role in Situational Fluency

Part II: Three Personae of the Collaborative Sale

Chapter 4: The Micro-Marketer Persona

Why Be a Micro-Marketer? Micro-Marketers Demonstrate Situational Fluency—With Constraint Micro-Marketers Create Their Own Personal Brand Planning and Executing a Micro-Marketer Strategy Enabling the Micro-Marketer Persona The Story (Continued)

Chapter 5: The Visualizer Persona

What Is a Visualizer? Buyer States and Strength of Vision Visualizer Conversations Embracing the Visualizer Persona The Story (Continued)

Chapter 6: The Value Driver Persona

Focusing on Value What Is the Value Driver Persona? Using a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy The Myth of Control Create an Online Collaboration Site Collaborating to Close Enabling the Value Driver Persona The Story (Continued)

Part III: Making the Collaborative Sale a Reality

Chapter 7: Establishing a Dynamic Sales Process

Buyer-Aligned Sales Process Dynamic Sales Process Automating Dynamic Sales Processes Expanding the View of Sales Process Sales Process Enables Management and Marketing

Chapter 8: Coaching the Collaborative Sale

Sales Management Cadence Motivation

Chapter 9: Implementing the Collaborative Sale

Right Process: Buyer-Aligned Learning and Development Right People: Talent Assessment and Analytics Right Tools: Focused Enablement Committing to Success—Individually and Organizationally

Epilogue Afterword Appendix

Essential Competencies for The Collaborative Sale Additional Collaborative Selling Tools

Contributors

Keith M. Eades Timothy T. Sullivan Robert Kear James N. “Jimmy” Touchstone Dave Christofaro Kenneth Cross Tamela M. Rich

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