Target Opportunity Selling: Top Sales Performers Reveal What Really Works - Hardcover

Read, Nicholas A.C.

Hardcover

ISBN 10: 007177307X ISBN 13: 9780071773072

Publisher: McGraw Hill, 2013

Synopsis

A game-changing sales model that targets opportunities in every stage of today's long sales cycle.
Target Opportunity Selling reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look easy.  At the heart of this 'sales renaissance' is the Sales Expansion Loop, a modern alternative for the 'sales funnel' that is better suited for long cycle, solution sales. Read shows how to navigate the Loop to manage large opportunities at every stage. Each chapter bursts with insights, anecdotes and Read's signature 'call it as he sees it' style, with practical how-tos on sales qualification, first meetings, competitive strategy, relationship management and closing. As a standalone work, this book makes a singular contribution to the sales profession. As a sequel to Read's first work, Selling to the C-Suite, this book is required reading for every professional's personal library.

About this title

From the Author:

My first book, Selling to the C-Suite, was based on 10 years of empirical research into why and when senior executives get involved in large buying projects, and how salespeople can align with these power brokers to develop trusted relationships. This next book in the series, Target Opportunity Selling, tackles the same issue from the opposite side of the table and distills a series of common best practices top sellers apply to bring home the bacon. This was far more challenging than the first book, but became far more satisfying by the time the final manuscript rolled off the keyboard. It's been decades since hard research on this topic was done on such a large scale. And in beta testing these ideas with large sales teams who went out and proved anyone can learn, apply and prosper from these concepts, I think we're onto something of lasting value.

About the Author:

Nicholas A.C. Read is the founder and managing partner of the revenue growth consulting firm SalesLabs. Honored with the prestigious International Business Award ("the business world's own Oscars"--New York Post), he is a sought-after speaker, consultant, and columnist whose insights on sales and management are used daily by business leaders in more than 40 countries.

About this edition

• Publisher: McGraw Hill
• Publication date: 2013
• ISBN 10: 007177307X
• ISBN 13: 9780071773072
• Binding: Hardcover
• Edition number: 1
• Number of pages: 336