Title: Target Opportunity Selling: Top Sales Performers Reveal What Really Works
Publisher: McGraw Hill
Publication Date: 2013
Language: English
ISBN 10: 007177307X
ISBN 13: 9780071773072
Binding: Hardcover
Condition: New

About this title

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 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.

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