SEAT AT THE TABLE: HOW TOP SALESPEOPLE CONNECT AND DRIVE DECISIONS AT THE EXECUTIVE LEVEL
Book ID/图书代码： 14936509B31584
English Summary/英文概要： TO CLOSE MORE SALES, STOP SELLING Bestselling author Marc Miller delivers a new, critical tool for connecting with decision makers to make more and bigger sales. He offers a sales approach designed to help you earn a "seat at the table"-the place reserved for those select people who set the direction and the budget of an enterprise. Miller explains how to connect with decision makers from the very first point of contact-psychologically, strategically, and financially-enabling you to create demand for your products and services, protect your core business, and close more sales. He offers all of the tools you need to stop being a A simple, analytical matrix salesperson and become a businessperson who sells: • A first-call methodology that will have for illuminating customer strategies • An every contact offering up the information that you need to make the sale • adaptable template for generating recommendations that are perfectly aligned with customer strategic needs With these tools, you’ll be closing more and bigger deals-and helping your customers succeed, too. Marc Miller, author of the bestselling Selling is Dead, delivers another critical tool for connecting with decision makers to make more and bigger sales. A Seat at the Table offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often.
Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers’ businesses and help them generate better results. Readers will learn that evolving from "salespeople" to "businesspeople who sell" will earn them a seat at the table--the place reserved for those select people who guide the strategic direction of an enterprise.
A Seat at the Table gives practical advice on how to better connect with decision makers. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
Contents
1 Game Change
2 A New Role, A New Mind-Set
3 Velcro Value
4 Bridging the Divide
5 The Great Game of Strategy .
6 Connection Mastery . .
7 Conversations That Connect . .
8 FOCAS on Customer Strategy .
9 FOCAS on Building a Case for Change .
10 On the Same Side of the Table .
11 Difference Maker .
Chinese Summary/中文概要： 如何做好銷售、如何輕鬆工作
《贏得你的優勢地位》 如何做好行銷? 停止你對「顧客永遠是對的」的想法。你應該掌握的是產品價值和策略分析。
如何成功做好品牌定位以抓住客戶的心，在短時間內就能聽出客戶真正的需求，引發購買慾望?
如何與決策者溝通，有計畫的提出對公司獲利的方法，打造適合公司的策略方案，你才能贏得掌握優勢地位。
作者Marc Miller提出企業經營必須配合環境變化，不斷調整經營模式，才能確保長期獲利與成長。
現代企業間的競爭已不再是依賴設備或資金，而是靠運用創新能力和以產品的價值來降低企業成本及提升客戶滿意度。
誰能掌握產品價值和策略分析則會帶來致富的契機。(Chris)
Awards/获奖情况：美國500大企業CEO
《紫牛》行銷大師 -賽斯．高汀
《銷售巨人》- 尼爾．瑞克門
一致推薦 Reviews
’This book is packed with big insights; Marc has put at least one on every page. Of course, most salespeople are afraid to read a book this powerful, which makes your life even easier.’---Seth Godin, bestselling author of Tribes, Purple Cow, and The Dip- 行銷大師 賽斯．高汀《紫牛》
“You’ll find this a thoughtful book. It’s provocative and insightful. Selling Is Dead presents a new and useful perspective on creating and managing large selling opportunities. And like most books that make you think, it’s not a quick read. But its ideas are worthwhile and will repay the effort.”---Neil Rackham, consultant and business thinker, author of SPIN Selling 尼爾瑞克門 《銷售巨人》
“A collaborative and commercial approach that is a key element of the growth journey. Selling Is Dead not only addresses the importance of a team-focused selling framework, but other critical success factors as well.”---Damian A. Thomas, general manager and corporate sales leader, General Electric Company
“Selling Is Dead is a wonderful blend of balanced, forward thinking, and practical common-sense guidance on how to mutually win with your customer in today’s highly competitive marketplace. Planning from your buyer’s point of view to make them more productive and competitive is critical in large account sales . . . and this book will show you how.”---David N. Townshend, senior vice president of global sales, Marriott International
“The authors articulate the dichotomy of the large sales challenge. Like most companies, our business units at Siemens have unique selling challenges. This is an insightful book that teaches salespeople how to identify, adapt, and adjust to the type of large sales in which they are engaged.”---Thomas Poole, regional vice president, Siemens Medical Solutions
“This book is a revelation that builds upon the progression of great books in the selling genre from Carnegie to Rackham. It neatly wraps the essential ingredients of strategies, tactics, organizations, and people into a framework that can continuously produce large sales for your enterprise.”---Jim Daley, chairman, PCi Corporation
“Marc Miller has a keen ability to articulate how the best sales people are successful. This newest addition to his books goes a step further to ensure salespeople build relationships that endure the test of time. Your customers should hope all salespeople read this book because it will make them that much more successful by learning to share their objectives, problems, and issues.”---Dolf Kahle, CEO, Visual Marketing Systems
About the Author/作者介绍： Marc Miller is the CEO of Sogistics, a privately held sales force transformation firm, and is a keynote speaker on mastering the complex sale. He is the author of Selling is Dead.
Marc Miller is the CEO of Sogistics, a privately held sales force transformation firm, and is a keynote speaker on mastering the complex sale. Sogistics is a multi-dimensional firm with many diverse capabilities within the sales and marketing domain. The firm helps companies Find the Right People (Sogitics Assessment™), to Do the Right Thing (Sogistics Learning™), and Do Those Things Right (Sogistics Direct™). He is the author of Selling is Dead.
Format:HARDCOVER
Rights Status/版权销售情况：Simplified Chinese/简体中文：AVAILABLE(到期可授)
Complex/Traditional Chinese/繁体中文：SOLD(非我们代理）
Sales in other countries/其他国家销售情况：
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