The Innovative Seller : Keeping Pace in an AI and Customer-Centric World

The Innovative Seller Keeping Pace in an AI and Customer-Centric World

Detalles Bibliográficos
Autor principal: Dunlap, Jake (-)
Formato: Libro electrónico
Idioma:Inglés
Publicado: Newark : John Wiley & Sons, Inc. (trade) 2024
2024.
Edición:1st ed
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009828034306719
Tabla de Contenidos:
  • Cover
  • Title Page
  • Copyright Page
  • Contents
  • Acknowledgments
  • About the Author
  • Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is
  • Moving at Light Speed
  • Customers Are More Savvy
  • Business-to-Business Sales Today
  • Making B2B Sales Innovative
  • Key Takeaways
  • Further Reading
  • Chapter 2 Introducing the 4 Cs of Modern Sales Transformation
  • The 4 Cs of Innovative Selling
  • Principle One: Commitment to Technology and AI Proficiency
  • Principle Two: Current Go-to-Market Strategy
  • Principle Three: Customized Sales Journey
  • Principle Four: Consistent Performance Optimization
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology
  • Knowledge Is Power
  • Removing the Technology Stigma
  • Pillar Two of CTAP: How Do We Integrate Sales and Technology with All This History?
  • It All Starts with Process First and the Bottleneck in That Process
  • Identify the Technology Needed to Solve the Process Challenge and Cross-Functional Action Teams
  • Implementation Ends at Power Usage, Not Training
  • Pillar Three of CTAP: Building the Habit of Staying Proficient
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2
  • LinkedIn Is Going to Be Big
  • Pillar 1: Sales and Marketing Integration
  • Pillar 2: Measuring Outcomes Over Activity
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3
  • The Dark History of Sales-Engagement Platforms
  • How to Build a Scalable Personalization Engine
  • Mindset
  • Buyer Personas
  • Technology
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 6 The Third C: Customized Sales Experience
  • Pillar One: Mapping Your Customer Journey and Experience.
  • Consider the Customer
  • Example Customer Journey Exercise
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 7 Engineering Your Sales Process for Speed
  • Fixing the B2B Buying Process
  • Pillar Two: Getting High-Intent People through the Process Faster
  • Vetted Customers
  • Educated Customers
  • Cold Customers
  • Build Individual Journeys
  • The Individualized Customer Journey
  • Example 1: Mike the Digital Marketer (Buyer/Influencer)
  • Example 2: Lisa the Digital Marketing Director (Buyer/Influencer)
  • Breaking Down the Two Scenarios
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 8 Mapping Your Sales Experience-the Early Stages
  • Good Sales Follows a Process, but Not a Rigid One
  • What Makes a Sales Process Successful Today
  • The Discovery Stage
  • The Initial Evaluation Stage
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 9 Mapping Your Sales Experience-During the Late Stages
  • The Formal Evaluation Stage
  • Self-Guiding Is Key
  • Consider a Proof of Concept
  • The Closing and Onboarding Stage
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 10 Mapping Your Sales Experience-to Current Customers
  • The Initial Adoption Stage
  • The Power Usage Stage: The Ultimate Goal
  • The Renewal Process: Mastering the 120-Day Renewal Plan
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 11 The Fourth C: Consistent Performance Optimization
  • Pillar One: Measure What Matters Most
  • Inbound Lead Metrics
  • Outbound Opportunity Metrics
  • Sales Experience Metrics
  • Client Retention and Growth Metrics
  • Pillar Two: Have a Process for Execution
  • Example Outbound Optimization Process
  • Pillar Three: Moonshots
  • Summary
  • Key Takeaways
  • Further Reading
  • Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales
  • What ChatGPT Means for You Now and Tomorrow
  • Pipeline Generation.
  • Closing More Deals
  • The Shifting Role of the Salesperson
  • The Future of Salespeople in the Loop
  • Salespeople as Experts of the Ecosystem
  • Wrapping It Up
  • Key Takeaways
  • Further Reading
  • Index
  • EULA.

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