The B2B Executive Playbook:The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth Clerisy Press Sean Geehan
Sales genius is a team sport. As a B2B sales leader, you know that by Murphy´s law, despite your team´s best efforts, some deals will inevitably get stuck, or key relationships will go sour. And too often it´s the most important ones - the last thing you need when millions of dollars are on the line. ´´Dealstorming´´ is Tim Sanders´ term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it ´´a Swiss army knife for today´s toughest sales challenges´´. It fixes the broken parts of the brainstorming process and reinvigorates account management for today´s increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don´t be so sure. There´s a good chance you´re operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You´ll learn how to get the right team onboard for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from nonsales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real-world examples from major companies like Oracle and Skillsoft along with problem-finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It´s based on Sanders´ many years as a sales executive and consultant, personally leading dozens of sales collaboration project 1. Language: English. Narrator: Tim Sanders. Audio sample: http://samples.audible.de/bk/peng/002775/bk_peng_002775_sample.mp3. Digital audiobook in aax.