Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides.
Praise for The Collaborative Sale
Keith Eades and Tim Sullivan share a passion for raising the quality of the sales profession. They have taken a close look at the recent changes in buyer behavior and developed a modern view of what effective sellers need to do to succeed in today's world. The Collaborative Age of Selling is now upon us. The Collaborative Sale will help you make the transition. --Dave Stein, Founder and CEO, ES Research Group, Inc.
With the pace of innovation continuing to accelerate, buyers can become overwhelmed with the amount of information that is available to them. As a result, they are looking for salespeople who can help them in making an educated decision, define the optimum solution, and attain a maximized return on investment. The job of the sales person is to work with buyers collaboratively to provide them with the right resources, insights and information to help buyers make that educated decision. In The Collaborative Sale, Keith Eades and Tim Sullivan describe how sales professionals can engage with today's buyers successfully to do this. --Jim Ninivaggi, Service Director of Sales Enablement Strategies, SiriusDecisions
Our research shows that successful selling requires collaboration - talking to resources within your organization, and both listening and participating in conversations with buyers. The challenge for sellers is knowing how to collaborate effectively - how to matter to people so that you can be an important contributor to what they are looking to accomplish. The Collaborative Sale provides useful and practical guidance for sales professionals about how they can collaborate, and make a difference to their customers. --Peter Ostrow, Vice President and Group Director for Sales Effectiveness & Strategy, AberdeenGroup
The buying process is changing. The myriad of ways that information is available has changed the dynamics of the sales conversation. Sales professionals need to adapt, in order to succeed - they must know how to engage with an informed and savvy buyer, in order to win their business. Keith Eades and Tim Sullivan, in The Collaborative Sale, describe the reasons for these changes, and what sellers can do to align with buyers' newly evolving expectations. --Jim Dickie, Managing Partner, CSO Insights
