{"product_id":"9781511370943","title":"Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World","description":"\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\u003eBeyond the Sales Process\u003c\/i\u003e reveals 12 essential strategies, including:\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eResearch your customer\u003c\/li\u003e\n\u003cli\u003eBuild a vision with them for their own success\u003c\/li\u003e\n\u003cli\u003eUnderstand your customers’ drivers, objectives, and challenges\u003c\/li\u003e\n\u003cli\u003eEffectively position and differentiate\u003c\/li\u003e\n\u003cli\u003eCreate and realize value together\u003c\/li\u003e\n\u003cli\u003eLeverage your results to forge lasting—and mutually beneficial—relationships\u003c\/li\u003e\n\u003c\/ul\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":"Brilliance Audio","offers":[{"title":"Default Title","offer_id":47029158871280,"sku":"9781511370943","price":24.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781511370943_p0.jpg?v=1763723003","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781511370943","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}