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The Innovative Seller
Keeping Pace in an AI and Customer-Centric World
Buch von Jake Dunlap
Sprache: Englisch

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Beschreibung
Practical and straightforward solutions to everyday sales challenges

In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others.

The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You'll also find:
* Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance
* Instructive stories and anecdotes drawn from Dunlap's decades of sales and sales training experience
* Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline

An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms' sales processes and results.
Practical and straightforward solutions to everyday sales challenges

In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others.

The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You'll also find:
* Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance
* Instructive stories and anecdotes drawn from Dunlap's decades of sales and sales training experience
* Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline

An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms' sales processes and results.
Inhaltsverzeichnis
Acknowledgments ix

About the Author xiii

Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is 1

Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13

Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29

Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49

Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65

Chapter 6 The Third C: Customized Sales Experience 83

Chapter 7 Engineering Your Sales Process for Speed 97

Chapter 8 Mapping Your Sales Experience--the Early Stages 115

Chapter 9 Mapping Your Sales Experience-- During the Late Stages 137

Chapter 10 Mapping Your Sales Experience-- to Current Customers 153

Chapter 11 The Fourth C: Consistent Performance Optimization 169

Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187

Index 203
Details
Erscheinungsjahr: 2024
Fachbereich: Werbung & Marketing
Genre: Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Buch
Inhalt: Acknowledgments ixAbout the Author xiiiChapter 1 Innovation Isn't Hard
Breaking Old Habits Is 1Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13Chapter 3 The First C: Commitment to Technology and AI Proficiency: People
Process
and Techn
ISBN-13: 9781394180240
ISBN-10: 1394180241
Sprache: Englisch
Herstellernummer: 1W394180240
Autor: Dunlap, Jake
Auflage: 1. Auflage
Hersteller: Wiley
Wiley & Sons
Verantwortliche Person für die EU: Zeitfracht Medien GmbH, Ferdinand-Jühlke-Str. 7, D-99095 Erfurt, produktsicherheit@zeitfracht.de
Maße: 235 x 160 x 23 mm
Von/Mit: Jake Dunlap
Erscheinungsdatum: 23.04.2024
Gewicht: 0,479 kg
Artikel-ID: 125305586
Inhaltsverzeichnis
Acknowledgments ix

About the Author xiii

Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is 1

Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13

Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29

Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49

Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65

Chapter 6 The Third C: Customized Sales Experience 83

Chapter 7 Engineering Your Sales Process for Speed 97

Chapter 8 Mapping Your Sales Experience--the Early Stages 115

Chapter 9 Mapping Your Sales Experience-- During the Late Stages 137

Chapter 10 Mapping Your Sales Experience-- to Current Customers 153

Chapter 11 The Fourth C: Consistent Performance Optimization 169

Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187

Index 203
Details
Erscheinungsjahr: 2024
Fachbereich: Werbung & Marketing
Genre: Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Buch
Inhalt: Acknowledgments ixAbout the Author xiiiChapter 1 Innovation Isn't Hard
Breaking Old Habits Is 1Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13Chapter 3 The First C: Commitment to Technology and AI Proficiency: People
Process
and Techn
ISBN-13: 9781394180240
ISBN-10: 1394180241
Sprache: Englisch
Herstellernummer: 1W394180240
Autor: Dunlap, Jake
Auflage: 1. Auflage
Hersteller: Wiley
Wiley & Sons
Verantwortliche Person für die EU: Zeitfracht Medien GmbH, Ferdinand-Jühlke-Str. 7, D-99095 Erfurt, produktsicherheit@zeitfracht.de
Maße: 235 x 160 x 23 mm
Von/Mit: Jake Dunlap
Erscheinungsdatum: 23.04.2024
Gewicht: 0,479 kg
Artikel-ID: 125305586
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