The classic sales guide that rewrote the rules of selling has been revised to address radical changes in sales technologies and buyers' needs and expectations
With major advances in communication and other technologies, customers have more buying options and more purchasing tools at their disposal--making it harder than ever for sales professionals to compete. On the other hand, you have access to more advanced analytic tools, artificial intelligence capabilities that provide more visibility and insight into trends, and more ways to market your products and drive demand--and this groundbreaking new edition show how to leverage it all.
With seven brand new chapters, updates throughout, case studies, success stories, and tools and methods, The New Solution Selling, Revised Edition describes the latest generation of the proven Solution Selling(R) methodology.
You'll learn how to navigate the most significant changes in the sales industry today, including increasingly higher expectations of buyers for meaningful value in every interaction, a dramatic increase in the number of people involved in organizational buying decisions, and the rapidly growing importance in sales' contribution to the customer experience as a competitive differentiator.
About the Author: Jurgen Heyman is CEO of SPI. He started his career at Alcatel, and held management positions at CTG, Frango, and Econocom, where he successfully implemented the Solution Selling(R) methodology. Heyman is a regularly invited guest speaker in Business School programs and provides coaching for technology startups.
Timothy T. Sullivan is SPI's Corporate Vice President of Business Development, where he architects sales performance improvement solutions for clients. He previously worked at Siebel Systems, OnTarget, Culpepper and Associates, and Dun & Bradstreet Software in various sales, operations and marketing capacities.
