Deep Selling

Book excerpt: Develop stronger, more profitable relationships with your buyers in the digital era Right now, how we buy and sell is evolving dramatically. People have fundamentally changed the way they do business. To put it simply: buyers no longer interact with sellers in the same way. To ensure a profitable future, sales leaders and teams need to embrace this transformation. In the face of globalisation, ecommerce, subscription services, and new digital tools for buyers and sellers alike, you need new strategies to generate successful sales and better bottom lines. Deep Selling shares the cutting-edge sales model you need to create a buyer-obsessed, high-performance culture. Your team urgently needs to embrace the growing suite of digital and AI technologies. But new technologies alone won’t solve all your selling problems. To really maximise your success, you need to evolve your selling frameworks and behaviours. You need to use these new tools in smart ways, embedding them into your sales execution models. In this book, you’ll discover how to: Audit the current sales techniques and cycles in your organisation Transform your sales execution models Achieve organisational buy-in through new performance measures and shared goals for success Use data to drive strategy, and revolutionise your selling with the latest digital and AI tools Build deeper buyer relationships that create more value and improve buyer outcomes With Deep Selling, you and your team will learn how to meet buyers on today’s real-world terms — and engage them more fully and successfully than ever before.