If a sales professional could have only one instruction manual for his or her career, this would be it! The Field Sales PLAYBOOK provides a comprehensive step-by-step guide to selling large contracts to major clients. The book is rich in real life stories and proven sales methods.
The book covers Social Selling (leveraging LinkedIn Sales Navigator) as well as Solution Selling, including:
Individual Sales Skills
Detailing the key attributes of top performers
Team Selling
Leading winning cross-functional opportunity teams
Sales Execution
Executing major sales cycles from start to finish
Forecating
Developing and maintaining simple and accurate forecasts
The proven sales-execution process is detailed, including:
FIND
How to find, create, and qualify opportunities
WIN
How to beat the competition and win the selection
CLOSE
How to gain agreement and close the contract
BUILD
How to build a lucrative long-range sales pipeline
The book was authored with the corresponding PLAYBOOK Coaching Center and PLAYBOOK App, providing a fully engineered sales solution.
About the Author: Sebastian Marshall's extensive sales experience comes from twenty-five years in the Field leading numerous global sales teams, including many years at Oracle as a top Sales Director. He also grew a start-up to the fifty-sixth rank on Inc. 500's list of the fastest-growing privately held companies, leading to the start-up's acquisition. Sebastian lives in San Diego, California.
