Description
Miller, who is associated with a sales force transformation firm and is a speaker on mastering the complex sale, describes an approach that gives salespeople more important roles in the lives of their customers, becoming more valuable to customers and companies and therefore improving sales productivity. He discusses how to help executives reconnect their strategies and devise solutions that help them achieve or expand their master strategic plan, stop talking about products and services and start discussing productivity and differentiation, and garner a seat at the executive table. There is no index. Annotation ©2010 Book News, Inc., Portland, OR (booknews.com)
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Marc Miller, author of the best-selling sales book "Selling Is Dead," delivers another critical tool for connecting with decision-makers to make more and bigger sales. "A Seat at the Table" offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often.Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from "salespeople" to "businesspeople who sell" will earn them a seat at the table--the place reserved for those select people who guide the strategic direction of an enterprise."A Seat at the Table" gives practical advice on how to better connect with decision-makers. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
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