Name: Rethinking the Sales Cycle, John R. Holland, Tim Young Hardcover
Brand: CustomerCentric Selling
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Rethinking the Sales Cycle, John R. Holland, Tim Young Hardcover

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Rethinking the Sales Cycle, John R. Holland, Tim Young Hardcover. <p><b>Groundbreaking techniques for controlling every moment of the buying cycle</b></p><p>With the proliferation of social networks and other online platforms, buyers are turning to the Internet to arm themselves with as much knowledge as they can, both about what their own needs are and how the marketplace can meet them. It's a fact: You are no longer in complete control of customers' perceptions of your products or services. You need to retool.</p> <p>From two leaders of CustomerCentric Selling, one of the world's leading sales training organizations, comes a groundbreaking new approach guaranteed to help you control every moment of the buying cycle. <i>Rethinking the Sales Cycle</i> reveals how buyer behavior has changed and explains why traditional sales approaches are all but guaranteed to fail.</p> <p>John Holland and Tim Young describe the new phases of customer acquisition, and present a step-by-step model that organizations can execute in order to win market share and achieve a sustainable competitive advantage by delivering a superior customer experience. Applying their methodology allows you to merge buying and selling into a single process and use it strategically to align with how buyers want to buy.</p><p><b>TABLE OF CONTENTS</b></p><p><b>Part I: Recognizing the revolution</b><br />1) Power to the buyer; 2) How the Internet and social networking have empowered buyers and forever changed the sales process; 3) The sales cycle is dead. Long live the buying cycle</p> <p><b>Part II: The 8 Phases of the new buying cycle</b><br />4) Awareness and urgency; 5) Googling options; 6) Social networking reconnaissance; 7) Shortlists and first impressions; 8) Visualizing solutions; 9) Looking under the rug: Blogs, real user reviews and risk; 10) Negotiating and pulling the trigger; 11) Implementation and telling the world </p><p><b>Part III: Fostering a sales culture that facilitates buying</b><br />12) How traditional selling conflicts with the new buying process; 13) People want to buy! Align selling activities that let them 14) Getting product marketing right; 15) Managing sales to facilitate the buying process; 16) Magic moments: Creating a great customer experience; 17) Using sales process to achieve a sustainable competitive advantage</p>

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