Deep Selling: How to Engage Buyers and Drive Growth in the Age of AI - Softcover

Hawkins, Graham; Micallef, Mark

Softcover

ISBN 10: 1394303068 ISBN 13: 9781394303069

Publisher: Wiley, 2024

Synopsis

FINALIST in SPECIALIST BUSINESS at the Australian Business Book Awards

Develop stronger, more profitable relationships with your buyers in the digital era

Right now, how we buy and sell is evolving dramatically. People have fundamentally changed the way they do business. To put it simply: buyers no longer interact with sellers in the same way. To ensure a profitable future, sales leaders and teams need to embrace this transformation. In the face of globalisation, ecommerce, subscription services, and new digital tools for buyers and sellers alike, you need new strategies to generate successful sales and better bottom lines.

Deep Selling shares the cutting-edge sales model you need to create a buyer-obsessed, high-performance culture. Your team urgently needs to embrace the growing suite of digital and AI technologies. But new technologies alone won’t solve all your selling problems. To really maximise your success, you need to evolve your selling frameworks and behaviours. You need to use these new tools in smart ways, embedding them into your sales execution models.

In this book, you’ll discover how to:

• Audit the current sales techniques and cycles in your organisation
• Transform your sales execution models
• Achieve organisational buy-in through new performance measures and shared goals for success
• Use data to drive strategy, and revolutionise your selling with the latest digital and AI tools
• Build deeper buyer relationships that create more value and improve buyer outcomes

With Deep Selling, you and your team will learn how to meet buyers on today’s real-world terms ― and engage them more fully and successfully than ever before.

About this title

About the Author

GRAHAM HAWKINS, MBA, is founder and CEO of SalesTribe, helping businesses improve sales capability via digital sales enablement. Graham is also co-founder of Qoos.ai, an AI-Guided Selling platform.

MARK MICALLEF, PHD, is a digital transformation expert with over 20 years’ sales experience. He has published work in leading international sales and marketing journals.

From the Back Cover

DEVELOP STRONGER, MORE PROFITABLE RELATIONSHIPS WITH YOUR BUYERS IN THE DIGITAL ERA

How we buy and sell has evolved dramatically. Buyers no longer interact with sellers in the same way, if they interact at all. In the face of globalisation, ecommerce, subscription services and new digital tools like AI, you need new strategies to generate successful sales and better bottom lines.

Deep Selling shares the cutting-edge sales model you need to create a buyer-obsessed, high-performance culture in your organisation. Your team urgently needs to embrace the growing suite of digital and AI technologies. But new technologies alone won’t solve all your selling problems. If you want to boost your success, you must begin embedding these new tools more strategically into your sales execution models.

Revolutionise your sales approach with insights on how to:

• audit your sales techniques and cycles
• change your sales execution models
• transform your selling with digital and AI tools
• restructure your teams with organisational buy-in
• adopt new performance measures and incentive structures.

With Deep Selling, you and your team will learn how to meet buyers where they are today―and engage them more fully than ever before.

Edition details

• Publisher: Wiley
• Publication date: 2024
• Language: English
• ISBN 10: 1394303068
• ISBN 13: 9781394303069
• Binding: Paperback
• Edition number: 1
• Number of pages: 336