{"product_id":"9780814437155","title":"Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World","description":"\u003cp\u003e\u003cb\u003eOne of 2017's “15 Great Business Books You Should Definitely Read This Year” —Jeff Haden, \u003ci\u003eInc.\u003c\/i\u003e \u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eThe average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.\u003c\/p\u003e\u003cp\u003eFeaturing instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, \u003ci\u003e\u003cb\u003eBeyond the Sales Process\u003c\/b\u003e\u003c\/i\u003e reveals 12 essential strategies, including:\u003c\/p\u003e\u003cp\u003eResearch your customer\u003cbr\u003e• Build a vision with them for their own success\u003cbr\u003e• Understand your customers’ drivers, objectives, and challenges\u003cbr\u003e• Effectively position and differentiate\u003cbr\u003e• Create and realize value together\u003cbr\u003e• Leverage your results to forge lasting—and mutually beneficial—relationships\u003c\/p\u003e\u003cp\u003eReinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers—and take your sales performance to a whole new level.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e","brand":"AMACOM","offers":[{"title":"Default Title","offer_id":47030686548208,"sku":"9780814437155","price":27.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780814437155_p0.jpg?v=1763751629","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780814437155","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}