In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others.
The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: - Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance - Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience - Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline
An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.
Table of Contents
Acknowledgments ix
About the Author xiii
Chapter 1 Innovation Isn’t Hard, Breaking Old Habits Is 1
Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13
Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29
Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49
Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65
Chapter 6 The Third C: Customized Sales Experience 83
Chapter 7 Engineering Your Sales Process for Speed 97
Chapter 8 Mapping Your Sales Experience - the Early Stages 115
Chapter 9 Mapping Your Sales Experience - During the Late Stages 137
Chapter 10 Mapping Your Sales Experience - to Current Customers 153
Chapter 11 The Fourth C: Consistent Performance Optimization 169
Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187
Index 203
