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.
Table of Contents
Foreword by Brent Adamson vii
About the Authors xi
Introduction xiii
Part I: How the world has changed 1
1: The digitalisation arms race 3
2: Rise of the robots 21
3: Welcome to the Age of the Buyer 35
4: The falling effectiveness of sales teams 59
5: The age of Deep Selling 73
Part II: The roadmap to Deep-Selling excellence 89
Phase 1: Shallow to Emerging 91
6: Audit your current state 93
Phase 2: Emerging to Exploring 123
7: Develop Deep buyer understanding 127
8: Adapt your structure to your buyers’ needs 165
9: Evolve your sales execution model 193
Phase 3: Exploring to Deep 229
10: Create a buyer-obsessed, high-performance culture 231
11: Embed Deep Selling with a balanced scorecard 263
Conclusion: You can no longer survive in the Shallows 275
Acknowledgements 281
Notes 283
