By Marc Miller
A manifesto for reinventing the revenues functionality promoting Is lifeless argues that promoting groups and growth-motivated organisations needs to switch to stay aggressive. It offers a brand new promoting framework in keeping with learn that shows that customer habit might be modeled and that giant revenues and small revenues are essentially various. This new framework presents salespeople with a pragmatic constitution for giving dealers considerably extra worth for his or her dollar-value way past the goods and prone being offered. instead of concentrating on one promoting version, whatever the form of sale, this ebook bargains 4 sorts of huge revenues and offers particular ideas for succeeding at each one. Many revenues agencies are systematically mismanaging their promoting possibilities and failing to optimize their markets. via powerful promoting types, illustrative case reports and examples, and real-world anecdotes, promoting Is useless brings method and potency to sales-and indicates each sales-based company the best way to gain the rewards.
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Extra resources for Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth
Sample text
No uniformity. Many of these beliefs will run Without an effective framework, sellers often degenerate into low-value-adding talking brochures that are despised by buyers. qxd 5/17/05 11:38 AM Page 18 SELLING is dEAD 18 2. 3. 4. 5. counter to each other and damage productivity. Cohesiveness within a sales team begins with shared beliefs about how to sell. Therefore, sales leadership must manage beliefs. Strategies. You will learn a great deal about creating and executing strategies in this book.
Qxd 5/17/05 11:38 AM Page 30 30 SELLING is dEAD The Cycles of Demand Let’s dig into each of the cycles of demand a little further. Keep in mind that each requires its own selling strategy, tactics, and framework. With each type, we’ll begin by briefly focusing on some basic consumerrelated examples to help you understand the concepts. Subsequently, we’ll move on to some larger, more relevant, demand-type examples. Demand Type 1: New Application Demand Most of you reading this book don’t sell smaller-ticket offerings such as microwaves or phones to end users.
The introduction of state, federal, and international regulations are common triggers for new applications. Regulations can force organizations to adopt new practices or alter existing practices. PCi’s Wiz Sentinel is an example. The insurgence of state and local predatory lending laws began to force lending institutions to scrutinize their lending activities on a state and local basis and conform to those laws. Lenders had to turn to sophisticated software such as Wiz Sentinel to help them comply to the new legislation and avoid regulatory problems.