Beyond the Sales Process

The average customer spends less than 5% of their time engaged in the buying of products and services...meaning that sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.

Featuring instructional case studies from companies including Panasonic, Hilton, Merck, and Honeywell, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals twelve essential strategies including:

* Study your customer
* Give them compelling reasons to engage
* Build a vision for them of their own success
* Understand your customers' drivers, objectives, and challenges
* Achieve alignment
* Create and realize value
* Learn from your results to cultivate lasting―and mutually beneficial relationships

Reinforced by research from Aberdeen Group, SAMA, ITSMA and others, this book will help you to grow with your customers―and take your sales performance to a whole new level.

Steve Andersen is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include industry leaders and many of the world’s top companies. He lives in Alpharetta, Georgia.

Dave Stein is a sales consultant and strategist whose expertise has been featured in Fast Company, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. He is an advisor to Sales and Marketing Management magazine.