10.4 Interactions: How to Develop a Sales Touch System, Guide the Customer Conversation, and Sell with Credibility in B2B Sales

by Michael Smith

Additional research, looking at B2B sales, has found that the number of interactions - or touches between seller and buyer - needed to secure a sale is somewhere between 7 and 13. In essence, it is 10.4 interactions all over again. Whatever the exact number required for any sale (and this will vary by customer, sector, the level of competition, and more) salespeople in a multi-touch selling environment generate sales by creating compelling and credible journeys of discovery for the decision makers in any purchasing organisation. This book shows you exactly how to do that. In "10.4 Interactions", sales expert Michael Smith breaks down the steps required for creating a sales touch system that generates multiple interactions with your potential customers. Irrespective of experience, you will be able to identify and target the people who authorise purchases, deliver compelling messages, learn how to create personal value and significance, and develop thought-provoking and change-enabling discussions. By following the book's focused and specific methodology, you will stand out, create more opportunities, and make the sales that deliver real business success.

184 pages, Kindle Edition

Published October 7, 2017

About the author

Librarian Note: There is more than one author by this name in the Goodreads database.

Michael has spent his career working within the medical device industry. He has worked across four multi-national businesses in a range of sales, marketing and general management roles. In addition he is co-founder of Developed Edge - a specialist medical sales training company, and Beyond Target - an e-magazine for sales and marketing professionals. He has served as Vice President of Global Marketing at Align Technology, and is currently the Chief Commercial Officer at Sonendo, a publicly listed Medical Technology Company.