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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-lead sale
Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world.
Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale.
Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post.
Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world.
Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale.
Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post.
288 pages, ebook
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