Description

B2B Sales Has Changed. Have You?
Over the past decade, Inbound Marketing changed the way companies earn buyers' trust and build their brands - through meaningful, helpful content. However, that change brought unprecedented access to information and power that B2B buyers never enjoyed before. What does it mean for today's sales professionals?

Enter the Age of Convenience, where buyers no longer have to rely on a sales rep to research their challenges or learn more about how a company's offering might fit their needs. In a world where over 60 percent of buying decisions are made without a sales rep, everyone in sales needs to evaluate what they're bringing to the table, from frontline sellers to managers in the office and C-suite.

Now is the time to CHANGE THE WAY YOU SELL to MATCH HOW PEOPLE BUY. It's called, "Inbound Selling," a human-centric and buyer-first sales approach for the modern sales rep and sales organization.

In this single primer on inbound sales, you will learn how to:

* Implement the entire inbound sales playbook, including techniques to identify receptive buyers, connect with them, explore their unique goals and challenges, and advise them on what to do next

* Get through the toughest challenges along the entire journey from sales rep to manager with a valuable, hard-won survival guide

* Make sales a team sport with an executive playbook to empowering and guiding every member of your team

Gone are the days of sales reps' privileged knowledge of products and markets. Buyers are in control now, and with Inbound Selling, you can rocket your sales numbers by tailoring every buyer's sales experience to their specific needs and goals.

EAN: 9781119473411

ISBN: 1119473411

Manufacturer: Wiley

Brand: Wiley

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