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Target Opportunity Selling: Top Sales Performers Reveal What Really Works
A game-changing sales model that targets opportunities in every stage of today's long sales cycle.
Target Opportunity Selling reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look easy. At the heart of this 'sales renaissance' is the Sales Expansion Loop, a modern alternative for the 'sales funnel' that is better suited for long cycle, solution sales. Read shows how to navigate the Loop to manage large opportunities at every stage. Each chapter bursts with insights, anecdotes and Read's signature 'call it as he sees it' style, with practical how-tos on sales qualification, first meetings, competitive strategy, relationship management and closing. As a standalone work, this book makes a singular contribution to the sales profession. As a sequel to Read's first work, Selling to the C-Suite, this book is required reading for every professional's personal library.
Target Opportunity Selling reports on how top sales performers are creating and winning deals in today's highly-competitive, post-recession marketplace. Based on more than 20,000 hours of interviews and field observation, sales thought leader Nic Read reveals how modern rainmakers are beating the odds and making it look easy. At the heart of this 'sales renaissance' is the Sales Expansion Loop, a modern alternative for the 'sales funnel' that is better suited for long cycle, solution sales. Read shows how to navigate the Loop to manage large opportunities at every stage. Each chapter bursts with insights, anecdotes and Read's signature 'call it as he sees it' style, with practical how-tos on sales qualification, first meetings, competitive strategy, relationship management and closing. As a standalone work, this book makes a singular contribution to the sales profession. As a sequel to Read's first work, Selling to the C-Suite, this book is required reading for every professional's personal library.
336 pages, Hardcover
First published March 20, 2012
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Displaying 1 - 3 of 3 reviews
June 24, 2019
Beyond the Sales funel
The biggest question in this chapter is " Can you show us how top selespeople sell today"
to practice our salespeople to sell some products
The biggest question in this chapter is " Can you show us how top selespeople sell today"
to practice our salespeople to sell some products
This entire review has been hidden because of spoilers.
April 14, 2022
It is a very good read if you would like to start your career in sales or even work on your startup. Nicholas brings a new perspective to the sales funnel, it is not a top bottom approach that has a start and an end instead he shows us the sales expansion loop and introduces the precision framework model where you understand how to really find your customer pain points before throwing solutions/ services/ products at them. It is always about the value proposition added to the customer which leads to trust and profitability. Highly recommended!
Displaying 1 - 3 of 3 reviews