Rethinking the Sales Force
Redefining Selling to Create and Capture Customer Value
Summary:
The book challenges traditional sales strategies and emphasizes the importance of understanding customer value to reshape sales approaches. It provides insights on how sales forces can adapt to changing markets by focusing on creating and delivering value, rather than simply closing deals.
Key points:
1. Shift to Value-Based Selling: Salespeople need to focus on the value their offerings bring to customers, not just product features.
Books similar to "Rethinking the Sales Force":
Selling Transformed
Philip Squire
Value-Added Selling
Tom Reilly|Paul Reilly
How To Sell When Nobody's Buying
Dave Lakhani
Stop Telling, Start Selling
Linda Richardson
Agile Selling
Jill Konrath
Beyond the Sales Process
Steve Andersen|Dave Stein
Strikingly Different Selling
Dale Merrill|Scott Savage|Jennifer Colosimo|Randy Illig
How to Sell Anything to Anyone Anytime
Dave Kahle
Insight Selling
Michael Harris
Ultimate Selling Power
Donald Moine|Ken Lloyd